Hosts: Allen Darby & Jacqueline Martinez Guest: Amy DeTolla, Chief Experience Officer at Aureus Advantage (formerly Focus Financial/Connectus)

Culture is often cited as the #1 reason deals succeed or fail, but few sellers know how to measure it before signing. In this episode, Amy DeTolla joins Allen and Jaclyn to unpack how cultural alignment drives, or derails, integration success.

Compatibility vs. Culture Compatibility can be quantified, culture must be experienced. Understanding the difference determines whether your team integrates seamlessly or fractures post-close.

Pre-Signing Alignment Checks How to evaluate values, leadership style, and communication dynamics before a deal closes, not after it’s too late.

Common Integration Pitfalls The “us vs. them” dynamic that derails post-close collaboration, and how to prevent it through intentional cultural due diligence.

Testing for Cultural Fit Practical questions sellers can ask buyers to gauge leadership alignment, client experience philosophy, and operational cadence.

Amy’s Key Insight Culture isn’t a vibe, it’s an operating system. The firms that win long-term define it, measure it, and make it part of their deal process.

Bottom Line If “culture fit” is on your checklist but not in your due diligence, this episode is your blueprint for turning values into deal strategy.