Customer Due Diligence
Research shows 50 percent of all acquisitions ultimately fail to add value to the shareholders of the acquiring firm. Surprising?
So, what's missing? When considering the full scope of due diligence, few companies perform any adequate investigation of the asset that is almost always the single most important to be understood – the customer base. This customer asset can make up as much as 80 percent of the transaction value, yet far too little attention is paid to it.