Beyond the Deal: A Revolutionary Framework for Successful Mergers & Acquisitions That Achieve Breakthrough Performance Gains

by Saint-Onge, Hubert; Chatzkel, Jay

• ISBN13: 9780071550109
• ISBN10: 0071550100
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-10-13
• Publisher: McGraw Hill

Summary

Mergers and acquisitions are happening in record numbers, with billions of dollars changing hands and major corporate deals making headlines every day. But the harsh reality is that most deals fail. Why? Because the companies didn't plan, didn't prepare, and didn't perform up to expectations.They didn't thinkbeyond the deal.This revolutionary guide--written by two top consultants who've worked with some of the biggest companies in the world--goes beyond other books on the subject by giving you a complete, systematic "framework" of hands-on strategies for every step of the process. No matter which side of the acquisition you're on, what stage of the game you're at, or whatever level of management you're in, you will learn how to create new value for yourself, recognize new opportunities for your team--and inspire unprecedented levels of performance for your organization.If you've got "the urge to merge" and the need to succeed,Beyond the Dealoffers a wealth of ready-to-use tools and techniques, including: 6 essential keys to a smooth integration 4 steps to making a "quantum leap" in performance 3 common mistakes that lessen value 3 surefire ways to get your team on board Dozens of case examples, quizzes, checklists, and moreIn addition to step-by-step planning strategies, the book shows you how to assess a company's full potential and--more specifically--how to motivate full-time workers as they face new challenges, take on new responsibilities, and work with new people. You'll also find crucial advice on corporate branding, customer service, company leadership, and knowledge management. And you'll be surprised to discover just how do-able--and profitable--mergers and acquisitions can be. The book also includes self-questionnaires to test your "acquisition readiness," case-by-case examples of famous successes and notorious failures, and other tools.

Author Biography

Hubert Saint-Onge is a leading practitioner and theoretician in the areas of intellectual capital and knowledge management. He currently heads his own consulting firm, SAINTONGE/Alliance.

Jay Chatzkel is Principal of Progressive Practices. He serves on the boards of editors for several publications, including Journal of Knowledge Management and The TQM Magazine.

Table of Contents

Acknowledgments	p. vii
Introduction: Beyond the Mirage	p. ix
The Predeal Phase
A New Approach to Acquisitions: Creating Value in Combined Companies	p. 3
Leveraging Intangibles: A More Effective Business Model for Mergers and Acquisitions	p. 35
Framing Your Company's Strategy to Achieve a Breakthrough Acquisition	p. 53
Targeting, Due Diligence, Negotiation, and Deal Approval: Four Steps to Creating Value in M&As	p. 89
Postdeal Integration Phase
Integration Planning: Positioning the Acquisition to Succeed	p. 117
Getting Your Integration Structure Right	p. 147
The Integration Team Takes Over: Six Springboards for a Quantum Leap Integration	p. 165
Guiding Your Integration to Success	p. 199
Building the Foundations for Quantum Leap Performance	p. 233
Breakthrough: Moving to Unprecedented Levels of Performance and Value Creation	p. 257
Epilogue: The Evolution of the Role of Acquisitions	p. 283
Is Acquisition Always the Answer?	p. 289
Beyond the Deal Question Set	p. 291
Auditing Strategic Capabilities in the Context of the Deal Exercise	p. 303
Bibliography	p. 305
Index	p. 311
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