What could go wrong in the absence of an OTC strategy?
An insightful summary on why order-to-cash is more than just a financial process and should be highly prioritized during a merger or acquisition
What could go wrong in the absence of an OTC strategy?
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Inability to fulfill demands of the existing customers leading to dissatisfaction
An unplanned order management system for the combined sale of product can raise complexities for the sales and shipping teams which degrade the customer experience.
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Insufficient time to familiarize oneself with the processes of the new company
Time required to build an organized order-to-cash team post M&A requires a pre-planned strategy in place to guide the A/R team on the new policies and process changes.
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Acquiring company might lack the expertise to fulfill needs of the new industry
Without a proper strategy for the A/R processes, the existing team of the acquiring company will not be able to handle the new functions because of lack of expertise in the new industry domain
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Loss in business due to lapse in understanding the demands of the industry type
Different industries have varying conditions and A/R policies. So an acquiring company may not have the proper team to manage the A/R processes which will eventually result in loss of business.
Now that we realized the need of devising an order to cash strategy for M&A, the next step is to look into the challenges of integrating the order-to-cash process during an M&A and how to solve them.
3 Questions that act as the starting point for developing your O2C post M&A strategy 
