Beyond the deal: Why thoughtful M&A integration starts with people

Moving quickly after a merger can create momentum, but knowing when to pause can protect the teams, operations, and strengths that make the partnership valuable. Sandy Matthews, Salas O’Brien’s director of integration, discussed that balance on “AEC Unscripted: M&A Edition,” a podcast from Stambaugh Ness.

Drawing on her experience navigating more than 25 mergers since early 2024, Sandy explains how Salas O’Brien approaches integration as a people-driven process rather than a checklist of systems and tasks. Her perspective offers practical guidance for leaders working to bring organizations together without losing the capabilities, relationships, and culture that made the partnership attractive.

During the conversation, she discusses the importance of listening for what matters most to leaders and teams, understanding cultural fit, and creating opportunities for partner firms to grow while preserving what already makes them successful. She also explains why integration teams sometimes benefit from slowing down major system transitions when speed could create disruption for team members or clients.

It takes a tailored playbook. With each merger, we ask what’s different, where we need to adjust, and what the appetite for change is among local leadership. We start with proven best practices while staying flexible enough to meet each firm’s needs.

Sandy MatthewsSandy Matthews

The conversation explores:

Listening for the underlying goals of leaders and teams.

Adapting your integration plan when systems or timing could disrupt the business.

Building cultural alignment around shared values and opportunities for team members.

To hear Sandy’s insights on how to build a “one team” culture, listen to the full conversation here.

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