From time to time, executives face the strategic choice between growing their business organically or through acquisitions. In ProSales’ assignments, we help clients to build capabilities for generating organic growth over time, as well as reap benefits from expected acquisi- tion synergies. In both kinds of assignments, our expe- rience is that the analysis preceding the choice of growth mode is often far too shallow.

In other words, growth initiatives in general would benefit from more analytical rigour. Secondly, some capabilities required for succeeding with organic growth, are absolutely crucial also when acquisi- tion is the chosen mode of growth. In the long run, acquisitions cannot fully compensate for insufficient organic growth capabilities.