The Exit Playbook
Next week we are launching our new Exit Playbook packed with advice on the exit process and some insights into how buyers behave. We share our Saleability Test which I first published in the 90s and have been calibrating ever since! The test examines 15 key factors...
10 Big Benefits of Acquisitions
Today, you’ll see some new branding on our blog. We’ve renamed it The Acquirer to reflect the new emphasis on topics related to acquisitions. However, for the foreseeable future we will continue to post operator tips related to building your business...
Are You Fit to be an Acquirer?
I was listening to an old Warren Buffet interview about his philosophies on business and specifically acquisitions. He summarized how he decides on acquisitions using four key criteria (size criteria is at least $75m earnings): A business he understands It has an...
Divestitures
This week we cover the flipside of acquisitions – divestitures which is perhaps counterintuitively a very attractive way to create value. This post is also partly a book review of the excellent new book Divestitures by Emilie R. Feldman, Professor of Management...
Why Do Acquisitions Fail? – The Finale Part 6 – Post-acquisition Integration
In the final Phase of our acquisition process, we focus on post-acquisition integration. Post-Mortem However, immediately after the deal completes, when our memories are fresh, we perform a post-mortem on the deal. We believe this is essential to become a better...
Why Do Acquisitions Fail? Part 5 – Due Diligence & Legal Agreements
In the penultimate post of this series, we focus on Phase 5 of our Acquisition Process – Due Diligence & Legal Agreements. At the end of this phase, you will own the target company, so it’s crucial that you consider the objectives of this final phase....
Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure
The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that...
Why Do Acquisitions Fail? Part 3 Target Assessment
This 6-part blog series is based on our Acquisitions Approval Model. This week we examine the crucial stage of getting to know the target. This week in Part 3, we review our Phase 3 where an acquirer meets the target, builds a comprehensive picture of their business,...
Why do Acquisitions Fail? Part 2 – Target Identification & Prioritization
This 6-part blog series is based on our Acquisitions Approval Model. In practice this model may not flow in a sequential manner because circumstances can change quickly. A target owner who is in dialogue with you in Phase 3 may stall for several months, motivating you...Operational Excellence For Exits
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