Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, Inc.
In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don’t miss this episode.
Things you will learn:
How to build a centralized M&A system across CRM, diligence, and integration
Why Beacon embeds integration planning before close—and the real cost of waiting
What it takes to acquire and integrate nonprofit healthcare organizations
[00:02:30] Using third-party compliance audits and chart reviews in diligence
[00:06:00] Evolving the deal process from relationship-building to IOI to close
[00:12:00] Reducing diligence requests from 474 to 147 using DealRoom
[00:14:00] Enforcing platform accountability for both internal teams and sellers
[00:16:00] Managing deal fatigue and broker feedback in seller-heavy processes
[00:21:00] Beacon’s shift from siloed M&A to One Beacon integration strategy
[00:26:00] Running diligence and integration in parallel, starting pre-close
[00:29:30] Valuation risks of integration backlog and how Beacon is addressing it
[00:35:00] Centralizing the full M&A lifecycle—from CRM to integration—in one platform
[0:41:00] How to approach acquiring nonprofit organizations (and why it’s worth it)
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