Description
Book SynopsisA comprehensive new framework for winning at Mfrom up-front planning to postmerger integration
The challenges of mergers and acquisitions can be daunting-but the opportunities and benefits they offer forward-thinking companies can be tremendous. Winning at Mergers and Acquisitions offers a critical new approach to strategic M&A based on the authors'' pioneering concept of marketing due diligenceSM. Covering every stage of market-driven M&A planning and integration, this book shows how to look beyond the quick hit to focus on long-term growth rather than short-term cost-cutting. Featuring dozens of real-life case studies-including both failures and extraordinary successes-plus inside comments from leading M&A specialists, this book contains crucial guidance on:
* Predeal planning-how to identify your strategic needs and pinpoint the merger candidate(s) that will help you meet them
* Sizing up targets for acquisition-how to examine the essential marketing, sales, and product
Table of ContentsSTRATEGIC PERSPECTIVE ON M&A PLANNING.
"Marketing Due Diligence" in Strategic Mergers and Acquistions.
Quest for Strategic Advantage Through Mergers and Acquisitions.
Essence of Strategic Mergers and Acquisitions: Focusing on Revenue Enhancement.
ANALYZING TARGET COMPANIES.
Evaluating Market Dynamics: Starting Point of Target Company Examinations.
Analyzing a Target Company's Products and Product-Development Capabilities.
Analyzing the Target Company's Customer Base.
Evaluating a Target Company's Employees: A Skills-Based Approach to Personnel Decision Making.
Analyzing the Target Company's Management Functions and Processes.
STRATEGIES FOR INTEGRATION.
Understanding and Acting on the Challenges of Postmerger Integration.
Analyzing and Aligning Corporate Cultures.
Aligning Products and Product Management Processes.
Employee and Organizational Communication Strategies.
Training: Catalyst of Integration and Skills Transfer.
Reward and Recognition Programs and Employee Motivational Techniques.
Postmerger External Communication Strategies Supporting the Merger's Launch.
Designing the Merged Firm's Organizational Structure: A Framework for Decision Making.
Appendix.
Index.
