Don't just hand an integration plan to functional leaders post-close. Involve them early in the process as co-architects. Their input is crucial for validating financial models and strategic assumptions, ensuring realistic expectations and fostering ownership of the deal's success.

While the process of acquiring businesses is exciting, managing a large portfolio of acquired companies shifts the CEO's job dramatically. The role becomes less about the 'chase' of deals and growth, and more about managing personnel issues, retaining key talent from acquired firms, and solving interpersonal conflicts—a draining reality of scale.

The success of an AI roll-up hinges on effective technology implementation. Therefore, the primary filter for acquiring a company is not just its financials but whether its leadership and culture are genuinely eager to adopt AI and transform their operations. This cultural fit is non-negotiable.

Combining strategy, M&A, and integration under a single leader provides a full lifecycle, enterprise-wide view. This structure breaks down silos and creates a "closed-loop system" where post-deal integration performance and lessons learned directly feed back into future strategy and deal theses, refining success metrics beyond financials.

An M&A lead's primary skill isn't deep expertise in every domain, but the ability to assemble and manage a team of specialists (tax, IT, ops). They must know enough to spot issues and deploy the right expert, coordinating findings to assess valuation and integration hurdles, much like a general contractor on a build site.

Many M&A teams focus solely on closing the deal, a critical execution task. The best acquirers succeed by designing a parallel process where integration planning and value creation strategies are developed simultaneously with due diligence, ensuring post-close success.

Palo Alto Networks' M&A playbook defies convention. Instead of integrating an acquisition under existing managers, they often replace their own internal team with the acquired leaders. The logic is that the acquired team won in the market with fewer resources, making them better equipped to lead that strategy forward.

An M&A lead's role isn't to be an expert in tax or IT, but to assemble specialists. Like a general contractor, they must know enough to spot issues ('wires sticking out of the wall') and deploy the right expert, synthesizing findings to assess valuation and integration hurdles.

To counteract the natural pressure to "do deals," roll-up operators should build an overwhelmingly large target pipeline. Scarcity creates a "must-win" mentality, leading to poor decisions. An abundant pipeline makes it easier to say no to subpar opportunities and stick to the investment thesis.