News & Insights
Built on partnership: Nathan Rust discusses merger success on the M&A Science Podcast
Nathan Rust shares how a people-first approach, and a focus on long-term alignment, has made Salas O’Brien a sought-after partner for firms looking to grow.
Nathan Rust, senior vice president of Corporate Development at Salas O’Brien, joined the M&A Science Podcast with host Kison Patel, to discuss what’s behind the firm’s approach to mergers, and why it continues to resonate with founders and leadership teams.
In the conversation, Nathan explains how Salas O’Brien approaches mergers as long-term partnerships, not transactions. This philosophy has supported the firm’s growth through more than 55 mergers while maintaining strong leadership retention and team alignment.
Rather than leading with financial metrics alone, the firm prioritizes cultural fit, leadership connection, and shared values early in the process, often within the first conversation. It’s a more direct, people-focused approach that helps both sides quickly determine whether there’s a real path forward.
The result is a model built on trust, transparency, and shared ownership that continues to attract firms looking for a collaborative path forward and long-term growth for their teams.
Listen to the podcast as Nathan shares:
- The importance of leadership commitment and cultural fit when evaluating potential mergers (10:20)
- The firm’s philosophy of treating mergers as partnerships rather than transactions (12:56)
- Why employee ownership plays a key role in long-term alignment and engagement across the organization (22:15)
- The sourcing model behind 200+ annual introductory conversations with potential partners (24:00)
- How employee referrals help spark introductory conversations (35:10)
- The 10-question diligence list and reverse due diligence during early discussions (50:00)