For many founders, acquisition feels like a distant milestone, or something only larger companies consider. But in today’s competitive landscape, mergers and acquisitions is no longer a late-stage strategy. It’s a growth strategy. Whether you’re thinking about selling your startup or acquiring to scale faster, preparing early can make all the difference.
In this episode, Parna Sarkar-Basu speaks with Michael LaCrosse about what it really takes to become acquisition-ready—from clean financials to team alignment and culture fit – and how to ensure your numbers can stand up to scrutiny. Having led several acquisitions and helped prepare a division of iRobot for acquisition, Michael shares lessons learned on both sides of the table and how founders can build with long-term value in mind.
Key Takeaways
Start Early—Your Financials Tell the Story
“Make sure your financials are GAAP-compliant from the beginning.”
Buyers will review 2–3 years of financials during diligence. It’s critical to invest in accounting discipline long before an acquisition is on the table.
Revenue Alone Isn’t Enough
“It’s not just about revenue—it’s about recurring revenue, EBITDA, team strength, and growth strategy.”
What makes a company attractive varies by industry, but it’s almost always a combination of metrics. Recurring revenue, team quality, and scalability all play a role.
Culture Fit Is Non-Negotiable
“We’ve walked away from deals with great numbers because the culture didn’t fit.”
No matter how strong the financials look, if the culture is misaligned, it can hurt the acquiring company. M&A must be additive, not disruptive.
Set Expectations Early And Often
“Plan for Day 1, Day 90, Day 365. Alignment is everything.”
Too often, integrations fail due to mismatched expectations. Michael recommends over-communicating goals, timelines, and roles well before the deal is signed.
Know When to Buy, Not Build
“Sometimes it’s just faster to buy versus build.”
Especially in tech, startups are choosing to acquire innovation rather than start from scratch. But make sure you have the right team and advisors in place to manage the process—it’s a second job.
Bottomline: One Thing Every Founder Should Do
“Surround yourself with the right advisors—lawyers, accountants, and M&A experts.”
You don’t need to know everything. But you do need people who’ve done it before.
This episode is a must for any founder thinking about long-term growth, value creation or preparing for a future exit.
Bio: A catalyst for business transformation, Michael LaCrosse specializes in optimizing operational efficiency, fostering strategic growth and elevating companies to new heights. With numerous mergers, acquisitions and divestitures to his credit, LaCrosse is a seasoned executive, adept at navigating complex global business landscapes. His expertise in company restructuring spans across various industries, including professional services, manufacturing, robotics and medical devices.
As the CEO of Medford Wellington, the business continuity company, he focuses on driving growth and strategic partnerships, while maintaining a culture of familial camaraderie and
unwavering commitment to customer excellence.