In a milieu that traffics in the management of people, the key talent at an agency are more important than executives in other industries. Many times it is their contacts and relationships that constitute the value to the acquisition. A problem with corporate culture clash is often the reason talent leaves, for example, or management doesn't recognize or turns a blind eye to workforce problems. Equally important, especially in today's competitive climate, they should focus on 'non-financial' goals and considerations. This is where communications can be subtle.
Sensitivities often go unspoken.
And so it's where transactions can easily run aground. Watson Wyatt Worldwide is a global consulting firm. Bruce Cerullo is all for culture, and he clearly practices what he preaches. By this I mean genuine and sincere respect. Cerullo stressed the importance of honesty in the early part of negotiations.