Postacquisition: Assessing The B2B Revenue Management Process

Following an acquisition announcement, the acquiring company must assess the acquired company’s revenue management process to ensure a smooth integration of the two companies. A common assumption is that the acquiring company’s operations and practices absorb the acquired company’s practices — but this approach may not be the best way forward. In this report, we outline a four-step process for assessing the key revenue management activities of a newly acquired company and planning for improvement.