{"id":27581,"date":"2026-10-02T19:18:51","date_gmt":"2026-10-02T19:18:51","guid":{"rendered":"https:\/\/procomservices.com\/?p=27581"},"modified":"2026-10-02T19:23:46","modified_gmt":"2026-10-02T19:23:46","slug":"deal-models-miss-the-integration-work","status":"publish","type":"post","link":"https:\/\/procomservices.com\/en-ca\/insights\/deal-models-miss-the-integration-work\/","title":{"rendered":"Deal models capture the price and the synergies \u2014 not the integration work that delivers them"},"content":{"rendered":"\t\t\n        <style>\n\t\t\tp.wp-block-paragraph:not([class^=\"has-\"]):not([class*=\" has-\"]):not(.no-margin) {\n\t\t\t\tmargin-bottom: 15px !important;\n\t\t\t}\n\t\t\t.toc-wrapper {\n\t\t\t\tdisplay: none;\n\t\t\t}\n\t\t\tp.wp-block-paragraph {\n\t\t\t\tline-height: normal;\n\t\t\t}\n\n\t\t\t.content-single .list-cols .left-col>p.wp-block-paragraph:first-child {\n\t\t\t\tfont-weight: bolder;\n\t\t\t\tmargin-bottom: 0 !important;\n\t\t\t\tcolor: 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300;\n\t\t\t\tmargin-bottom: 6px;\n\t\t\t}\n\n\t\t\t.content-single .list-cols .right-col p.wp-block-paragraph:last-child {\n\t\t\t\tline-height: normal;\n\t\t\t}\n\n\t\t\t.content-single .list-cols .right-col ul li {\n\t\t\t\tpadding-left: 0;\n\t\t\t\tmargin-bottom: 0;\n\t\t\t}\n\t\t\t\n\t\t\t.content-single .dst-list.no-marg-b {\n\t\t\t\tmargin-bottom: 0;\n\t\t\t}\n\n\t\t\t.content-single .dst-list.no-pad-t-b .dst-list__item {\n\t\t\t\tpadding-top: 0 !important;\n\t\t\t\tpadding-bottom: 0 !important;\n\t\t\t}\n\n\t\t\t.content-single .dst-list.no-marg-b .dst-list__item {\n\t\t\t\tmargin-bottom: 0;\n\t\t\t}\n\t\t\t\n\t\t\t.content-single .dst-list.no-marg-t {\n\t\t\t\tmargin-top: 0;\n\t\t\t}\n\n\t\t\t.content-single .dst-list.no-bullet .dst-list__item .dst-list__content::before {\n\t\t\t\tdisplay: none;\n\t\t\t}\n\n\t\t\t.content-single .dst-list.no-pad-l-inner .dst-list__item .dst-list__content {\n\t\t\t\tpadding-left: 0;\n\t\t\t}\n\n\t\t\t.content-single .dst-list:not(.no-pad-l) .dst-list__item {\n\t\t\t\tpadding-top: 5px;\n\t\t\t\tpadding-bottom: 5px;\n\t\t\t\tpadding-left: 4rem;\n\t\t\t\tpadding-right: 4rem;\n\t\t\t\tmargin-bottom: 0 !important;\n\t\t\t}\n\n\t\t\t.content-single .dst-list .dst-list__item .dst-list__title {\n\t\t\t\tfont-size: var(--dst--base-text-size);\n\t\t\t\tfont-weight: var(--dst--blog-text-font-weight, 400);\n\t\t\t\tmargin-bottom: 0;\n\t\t\t}\n\n\t\t\t.content-single .dst-list__content {\n\t\t\t\tposition: relative;\n\t\t\t\tpadding-left: 2.1rem;\n\t\t\t}\n\n\t\t\t.content-single .dst-list__content::before {\n\t\t\t\tcontent: \"\u2022\";\n\t\t\t\tposition: absolute;\n\t\t\t\tleft: 0;\n\t\t\t\tline-height: normal;\n\t\t\t}\n\n\t\t\t@media (max-width: 1115px) {\n\t\t\t\t.content-single .list-cols .left-col {\n\t\t\t\t\tpadding: 2rem;\n\t\t\t\t\tborder-right: none;\n\t\t\t\t\tborder-bottom: 2px solid #000;\n\t\t\t\t}\n\t\t\t}\n        <\/style>\n\t\t\n\n\n\n<p class=\"wp-block-paragraph\">By&nbsp;Chris Beckage, Procom Technology Solutions&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-group has-background is-layout-constrained wp-container-core-group-is-layout-93dbf7e4 wp-block-group-is-layout-constrained\" style=\"background-color:#cce0f5;margin-top:0;margin-bottom:var(--wp--preset--spacing--80);padding-top:var(--wp--preset--spacing--40);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--40);padding-left:var(--wp--preset--spacing--50)\">\n<p class=\"no-margin has-custom-css has-primary-2-color has-text-color has-link-color wp-elements-238347776546e6dcde7bd804718f5c81 wp-custom-css-1a2f9859 wp-block-paragraph\" style=\"padding-top:var(--wp--preset--spacing--30);padding-bottom:var(--wp--preset--spacing--30)\">BOTTOM LINE&nbsp;<br><strong><strong><strong><strong><strong>A defined-scope, time-bound integration project is a fundamentally different kind of work than the day-to-day operation of either organization before the deal closed, and staffing for one doesn\u2019t automatically mean you\u2019re staffed for the other.<\/strong><\/strong><\/strong><\/strong><\/strong><\/p>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong>What deal models capture and what they miss<\/strong><\/strong>&nbsp;<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Healthcare M&amp;A models are good at capturing the numbers everyone expects: purchase price, projected revenue synergies, cost-out targets. What they\u2019re consistently worse at capturing is the technology integration work required to deliver the outcome \u2014 folding a newly acquired practice, hospital, or business line onto the acquirer\u2019s systems, without disrupting the care or the operations that were the whole point of the deal.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong>The integration work nobody scoped<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">That work is not optional and it is not small. Many acquisitions bring their own electronic health record, practice-management system, data model, or vendor relationships \u2014 and someone must reconcile all of that with what the acquiring organization already runs, on a timeline the deal announcement didn\u2019t necessarily account for. This cuts both ways across the industry: organizations that named the integration work explicitly, with a dollar figure and a program lead attached, and organizations where it became apparent only after close that nobody had scoped who was going to do it.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong>How the stronger plans treat integration<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The stronger plans treat systems integration as its own workstream with its own budget and its own timeline, separate from the deal\u2019s financial closing. The ones that don\u2019t tend to discover the gap the hard way \u2014 usually around the point where two different scheduling systems, two different billing configurations, or two different clinical records need to become one, and the internal team that was sized for steady-state operations is now also running a merger.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong>A good internal team is not the whole answer<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">None of this means the internal team isn\u2019t good. It usually is. It means a defined-scope, time-bound integration project is a fundamentally different kind of work than the day-to-day operation of either organization before the deal closed, and staffing for one doesn\u2019t automatically mean you\u2019re staffed for the other.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong><strong><strong><strong>Treat integration as its own project<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The fix isn\u2019t complicated, even if it\u2019s often skipped: treat the integration work as its own scoped project, with its own timeline and its own owner, separate from whoever is keeping either organization running day to day.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-group has-background is-layout-constrained wp-container-core-group-is-layout-93dbf7e4 wp-block-group-is-layout-constrained\" style=\"background-color:#cce0f5;margin-top:0;margin-bottom:var(--wp--preset--spacing--80);padding-top:var(--wp--preset--spacing--40);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--40);padding-left:var(--wp--preset--spacing--50)\">\n<div class=\"wp-block-group is-vertical is-layout-flex wp-container-core-group-is-layout-396fdcc3 wp-block-group-is-layout-flex\" style=\"padding-top:0;padding-right:var(--wp--preset--spacing--40);padding-bottom:0;padding-left:var(--wp--preset--spacing--40)\">\n<p class=\"no-margin has-custom-css has-primary-2-color has-text-color has-link-color wp-elements-770c7b2e6a0762832731f6157bdc1ebd wp-custom-css-434230d1 wp-block-paragraph\" style=\"border-style:none;border-width:0px;padding-top:var(--wp--preset--spacing--20);padding-right:var(--wp--preset--spacing--20);padding-bottom:var(--wp--preset--spacing--20);padding-left:var(--wp--preset--spacing--20)\"><strong>QUESTIONS TO TAKE BACK TO YOUR TEAM<\/strong><br><em>Before the next deal closes, confirm:<\/em><\/p>\n\n\n\n<ol start=\"1\" class=\"wp-block-list\">\n<li>Does the technology integration behind this deal have its own named owner?&nbsp;<\/li>\n\n\n\n<li>Is it staffed and scheduled as its own project, separate from daily operations?&nbsp;<\/li>\n\n\n\n<li style=\"border-style:none;border-width:0px;padding-top:0;padding-bottom:0\">What happens to the timeline if integration gets treated as a side task instead of its own workstream?&nbsp;<\/li>\n<\/ol>\n<\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong><strong><strong><strong><strong><strong>Next steps<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Procom Consulting Services works with healthcare technology leaders to work out what kind of gap they are facing, then matches the right approach: a specialist, a team of specialists or a defined project.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">To talk through an initiative on your plate, use the form below.&nbsp;<\/p>\n\n\n\n<div class=\"wp-block-group is-layout-constrained wp-block-group-is-layout-constrained\">\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"separators-custom-box  \"  style='color: #de1de5;background-image: url(https:\/\/procomservices.com\/wp-content\/uploads\/2026\/10\/healthcare-banner-bg-green.jpg);'>\n\n\t\n\t\n\t\t\t\t\t<div class=\"cta_title\" \n\t\t\tstyle='color:#ffffff;'\t\t\t>See how we are helping the healthcare industry<br>modernize critical technology <br><span style=\"font-size: 12px;\"><\/span><\/div>\n\t\t\n\t\t\t\t\t<a href=\"\/wp-content\/uploads\/2026\/10\/Healthcare-Industry-Brochure-Canada.pdf\"\n\t\t\t\t target=\"_blank\"\t\t\t\tstyle=\"background-color:#feb600;\"\n\t\t\t\tclass=\"\"\n\t\t\t>\n\t\t\t<span class=\"\" \n\t\t\t\t\t\t>\n\t\t\t\tRead more\t\t\t<\/span>\n\t\t\t<\/a>\n\t\t\n\t<\/div>\n\n\n\n<div  style=\"--ds-row-gap: 0px;--ds-columns-count: 2;--grid-template-columns: var(--col1_desktop-fr, 1fr) var(--col2_desktop-fr, 1fr);--col2_desktop-fr: 5fr;--grid-template-columns_tablet: var(--col1_tablet-fr, 1fr);--grid-template-columns_mobile: var(--col1_mobile-fr, 1fr);--ds-columns-count_mobile: 1\" class=\"ds-columns\">\n\t<div class=\"ds-row\">\n\t\t\n\n<div  class=\"ds-column\">\n\t\n\n<figure class=\"wp-block-image size-full is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"221\" height=\"254\" src=\"\/wp-content\/uploads\/2026\/10\/chris-beckage-articles.jpg\" alt=\"\" class=\"wp-image-27446\" style=\"width:212px;height:auto\" srcset=\"https:\/\/procomservices.com\/wp-content\/uploads\/2026\/10\/chris-beckage-articles.jpg 221w, https:\/\/procomservices.com\/wp-content\/uploads\/2026\/10\/chris-beckage-articles-174x200.jpg 174w\" sizes=\"auto, (max-width: 221px) 100vw, 221px\" \/><figcaption class=\"wp-element-caption\">Chris Beckage<\/figcaption><\/figure>\n\n<\/div>\n\n\n\n<div  class=\"ds-column\">\n\t\n\n<div class=\"wp-block-group has-custom-css has-background is-layout-constrained wp-container-core-group-is-layout-1d01f233 wp-block-group-is-layout-constrained wp-custom-css-147b03ca\" style=\"background-color:#d6d1c969;margin-top:0;margin-bottom:4.5rem;padding-top:var(--wp--preset--spacing--50);padding-right:var(--wp--preset--spacing--50);padding-bottom:var(--wp--preset--spacing--50);padding-left:var(--wp--preset--spacing--50)\">\n<p class=\"has-custom-css has-lg-font-size wp-custom-css-186e5ce4 wp-block-paragraph\"><strong>About the author<\/strong><\/p>\n\n\n\n<p class=\"has-h-4-font-size wp-block-paragraph\" style=\"margin-top:var(--wp--preset--spacing--40);margin-right:0;margin-bottom:var(--wp--preset--spacing--20)\"><strong><strong>Chris Beckage<\/strong><\/strong>, Vice President, Consulting Services<\/p>\n\n\n\n<p class=\"has-custom-css wp-custom-css-a72f218e wp-block-paragraph\" style=\"font-style:normal;font-weight:400\">With over 25 years in the staffing industry, Chris drives Procom&#8217;s Consulting Services efforts to expand market opportunities and partnerships across North America.&nbsp;<\/p>\n<\/div>\n\n<\/div>\n\n\t<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\" style=\"padding-top:var(--wp--preset--spacing--40);padding-bottom:var(--wp--preset--spacing--40)\"><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group hs-form-group no-marg-t is-layout-flow wp-block-group-is-layout-flow\">\n        <style>\n            [data-hsfc-id=Renderer] .hsfc-Step .hsfc-Step__Content {\n                padding-top: 0;\n            }\n            [data-hsfc-id=Renderer] .hsfc-PostSubmit .hsfc-RichText {\n                display: block;\n            }\n\t\t\t.content-single .hs-form-html .hsfc-RichText span {\n            \tcolor: #fff;\n            }\n            #form-heading {\n                background-image: linear-gradient(to left, rgb(0, 92, 185), rgb(0, 23, 46));\n                margin-bottom: 0;\n                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