Buy & Build Commercial Integration for PE Platform
18 months (ongoing advisory) | Buy & Build strategy + integration advisory
The Challenge
A PE fund had acquired a EUR 150M wound care platform and planned 4-5 bolt-on acquisitions over 3 years. Commercial integration of the first two acquisitions (EUR 45M combined) was creating value destruction: overlapping channels, customer confusion, management distraction. Fund needed a systematic approach to commercial integration to capture value synergies.
Our Approach
We developed a Buy & Build commercial playbook covering integration phases, channel harmonization, revenue synergy identification, and post-deal performance tracking. We worked with platform management on the third acquisition (EUR 20M), overseeing integration planning, key account transition, and revenue synergy capture. We also built a commercial integration team and governance structure to scale the process across remaining acquisitions.
Results
- Captured EUR 8M in revenue synergies across 3 acquisitions in first year
- Achieved 95% customer retention during integration (vs. typical 70-80%)
- Reduced integration timeline from 12 months to 6 months per bolt-on
- Identified EUR 12M platform-wide margin optimization opportunity
- Supported successful 2 additional acquisitions (EUR 35M combined)