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The Merger & Acquisition Leader's Playbook
A Practical Guide to Integrating Organizations, Executing Strategy, and Driving New Growth after M&A or Private Equity Deals
George B. Bradt (Author), Jeffrey P. Pritchett (Author)
9781119899846, Wiley
Hardback, published 1 September 2022
400 pages
23.1 x 7.4 x 3.8 cm, 0.612 kg
Make your next merger or acquisition one for the ages Meant to create value potentially fueled by synergies, the reality is that most mergers and acquisitions fail. It’s estimated that 83% of mergers and acquisitions do not hit their desired results. The Merger & Acquisition Leader’s Playbook tells you why most mergers fail. More importantly, it tells you how to make your next one a sweeping success. In the book, a team of private equity experts deliver a masterful walkthrough of how to integrate organizations by driving commercial success, instead of focusing purely on cutting costs. Readers will find: A must-read resource for business leaders considering a fresh merger or acquisition, The Merger & Acquisition Leader's Playbook: A Practical Guide to Integrating Organizations, Executing Strategy, and Driving New Growth after M&A or Private Equity Deals will also earn a place in the libraries of investors, agents, corporate service providers, and consultants trying to get two or more businesses to pull in the same direction.
Acknowledgments ix Executive Summary xi Part I The Strategic Playbook 1 Chapter 1 The Investment Case: The Heart of the Merger and Acquisition Leader’s Playbook 3 Tool 1.1 Investment Case 18 Chapter 2 Focus:It Drives Everything Else 19 Chapter 3 Plans: Strategy Precedes Execution 29 Tool 3.1 Situation Analysis Checklist 38 Tool 3.2 SWOT 40 Tool 3.3 Business Planning 41 Chapter 4 Innovation: A Fundamental Strategic Choice 43 Tool 4.1 BRAVE Innovation 74 Part II The Commercial Playbook 75 Chapter 5 Organic Revenue Growth: So Valuable 77 Chapter 6 Customers: From Which All New Value Flows 83 Chapter 7 Marketing and Sales: Which Every Organization Must Do 87 Tool 7.1 Purchase and Sales Funnel Management 88 Tool 7.2 Marketing Planning 90 Tool 7.3 Creative Brief 95 Tool 7.4 Strategic Selling 99 Part III The Operational Playbook 103 Chapter 8 Cost Optimization: To Free Up Resources to Fuel Commercial Growth 105 Chapter 9 Operational Excellence: Supply Chain, Distribution, Continual Improvement 111 Tool 9.1 Team Charter 122 Tool 9.2 Milestone Management 123 Chapter 10 Technology: Because All Companies Are Technology Companies Today 125 Part IV The Financial Playbook 129 The Financial Playbook 129 Chapter 11 The Deal and Due Diligence: Iteratively 131 Tool 11.1 Culture 153 Tool 11.2 Negotiating 155 Tool 11.3 Due Diligence Checklist 157 Chapter 12 Financing the Deal: The Different Options 165 Chapter 13 Further M&A: Enabling Commercial and Operational Success 171 Part V The Governance Playbook 173 Chapter 14 Regulatory: And the License to Play 175 Chapter 15 Financial Governance: Always Necessary 179 Chapter 16 The Board: And Its Multiple Roles 185 Part VI The Organizational Playbook 195 Chapter 17 Culture: The Underlying Root Cause of Nearly Every Merger’s Success or Failure 197 Chapter 18 Incentives: Show Me How They’re Paid and I’ll Tell You What They Do 223 Chapter 19 Leadership: Starting with the Core Leadership Team 227 Tool 19.1 Team and People Assessment 243 Chapter 20 People: Acquire, Develop, Encourage, Plan, Transition 245 Tool 20.1 Future Organizational Capability Planning 264 Tool 20.2 Talent Management 265 Tool 20.3 Recruiting Brief 267 Chapter 21 Politics: What Current and New Leaders Need to Know Organizationally and Personally 269 Part VII The Change Management Playbook 279 Chapter 22 Integration Leadership: Start Here 281 Chapter 23 Change Management: Leading Through the Point of Inflection 291 Tool 23.1 Alignment Workshop 303 Chapter 24 Communication: Everything Communicates 305 Tool 24.1 Communication and Presentation Planning 320 Chapter 25 Announcement Cascade: Emotional, Direct, Indirect 321 Tool 25.1 Announcement Cascade 328 Tool 25.2 Press Interviews 329 Chapter 26 Adjustments: Because You’ll Need Them 331 Tool 26.1 Management Cadence 349 Part VIII Prototypical Order 351 Chapter 27 Prototypical Order 353 About the Authors 361 Guest Contributors 365 Bibliography 367 Index 369
Subject Areas: Business & management [KJ]
