Companies can now staff acquisitions based on what actually works

A new study finds that the person in charge of integrating an acquired company makes a big difference. If that leader has experience in the target company's industry, the acquisition is much more likely to succeed.

Companies often struggle to make acquisitions pay off, blaming cultural clashes or market conditions. This paper shows that a specific kind of human capital — direct industry experience for the integration leader — is a measurable driver of success. It means companies can stop guessing and start hiring for a proven factor.