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

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:

• Concrete strategies for increasing the odds of success and reducing the risk of failure – of a new merger or acquisition
• A comprehensive, easily deployed and implemented plan to realize synergies
• Proven tools, techniques, and tricks of the trade to help leaders stay on top of their latest merger and keep everything on track

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.

GEORGE B. BRADT is Chair of PrimeGenesis, helping lead the revolution in how people start new jobs. Prior to founding PrimeGenesis, George served in sales, marketing, and general management roles around the world at companies including Procter & Gamble, Coca-Cola and J.D. Power and Associates as chief executive of its Power Information Network spin-off.

JEFFREY P. PRITCHETT is Senior Managing Director and a Senior Operating Executive for Cerberus. He is a seasoned chief executive with extensive experience driving strategic initiatives and improving companies’ overall commercial, financial and operating performance. He has worked in leadership, officer, director and advisory roles for Fortune 500 companies and middle market businesses in both public and private settings.

Acknowledgments

Executive Summary

The Strategic Playbook

1 The Investment Case: The heart of the M&A leader’s playbook

Tool 1.1 Investment Case

2 Focus: Which drives everything else

3 Plans: Strategy precedes execution

Tool 3.1 Situation Analysis Checklist

Tool 3.2 SWOT

Tool 3.3. Business Planning

4 Innovation: A fundamental strategic choice

Tool 4.1 BRAVE Innovation

The Commercial Playbook

5 Organic Revenue Growth: So valuable.

6 Customers: From which all new value flows

7 Marketing & Sales: Which every organization must do

Tool 7.1 Purchase/Sales Funnel Management

Tool 7.2 Marketing Planning

Tool 7.3 Creative Brief

Tool 7.4 Strategic Selling

The Operational Playbook

8 Cost Optimization: To free up resources to fuel commercial growth

9 Operational Excellence: Supply chain, distribution, continual improvement

Tool 9.1 Team Charter

Tool 9.2 Milestone Management

10 Technology: Because all companies are technology companies today

The Financial Playbook

11 The Deal/Due Diligence: iteratively

Tool 11.1 Culture

Tool 11.2 Negotiating

Tool 11.3 Due Diligence Checklist

12 Financing the Deal: The different options

13 Further M&A: Enabling commercial and operational success

The Governance Playbook

14 Regulatory: And the license to play

15 Financial Governance: Always necessary

16 The Board: And its multiple roles

The Organizational Playbook

17 Culture: The underlying root cause of nearly every merger’s success or failure

18 Incentives: Show me how they’re paid and I’ll tell you what they do

19 Leadership: Starting with the core leadership team

Tool 19.1 Team/People Assessment

20 People: Acquire, Develop, Encourage, Plan, Transition

Tool 20.1 Future Organizational Capability Planning

Tool 20.2 Talent Management

Tool 20.3 Recruiting Brief

21 Politics: What current and new leaders need to know organizationally and personally

The Change Management Playbook

22 Integration Leadership: Start here

23 Change Management: Leading through the point of inflection

Tool 23.1 Alignment Workshop

Tool 23.2 Change Management

24 Communication: Everything communicates

Tool 24.1 Communication Planning

25 Announcement Cascade: Emotional, Direct, Indirect

Tool 25.1 Announcement Cascade

Tool 25.2 Press Interviews

26 Adjustments: Because you’ll need them

Tool 26.1 Management Cadence

Prototypical Order

27 Prototypical Order

Concept – Research - Investment Case – Negotiation - Deal/Due Diligence – Contract – Close – Integration – Acceleration - Next Normal - The Next Chapter

About the Authors

Index

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