Acknowledgments xi

About the Authors xiii

Introduction:The Opportunity, the Pain, and the Promise 1

Why Do M&A?

WhatWill You Learn From This Book?

Who IsThis Book For?

WhyWas This BookWritten?

HowWas This BookWritten?

WhoWrote This Book?

The Professors, the Case Insights, and the

Research Insights

Part I THEM&AFORMULA 29

1 What Is theM&A Formula? 31

Before the M&A Formula…

Should You Build or Buy?

Understanding Business Model-Driven

M&A

Success and Failure in M&A

2 Be BusinessModel Driven (Step 1):What

Is BusinessModel-Driven M&A? 51

Business Model Complementarity and Signals for Success

Three Real Business Models: M&A Drivers and Complementarity Score

What Are the Goldman Gates?

How to Create a Target List Based on the Goldman Gates?

3 Communicative Leadership (Step 2) 69

Lesson #1 in M&A Leadership: Drive Hard with Soft Management Tools

Lesson #2 in M&A Leadership: Create a Strong Foundation for Your People

Lesson #3 in M&A Leadership: Silent People Are NOT Team Players

The M&A Deal Committee

Intent-Based Leadership

4 Take Ownership (Step 3) 91

The M&A Playbook

Governance in Corporate Processes

CFA: Company-Specific M&A Engagement

Letters

M&A Launchpad

Funding and Corporate Finance

5 Accelerating Your M&A Formula: Digitizing M&A 117

Strengthening the Formula

The M&A Dashboard

Digitizing: The Human Side of M&A

Now, Science Meets Business

Part II THEM&AFORMULA APPLIED 131

6 Case Insights (CI) and Research Insights (RI) 133

CI1: DSV: From Ten Trucks to €10bn

CI2: RB: ‘King of OTC’ Improved Value Proposition and Client Relation as Business

Model Driver in M&A

CI3: Heritage Comes First at LVMH

CI4: The Global Brewer: Driving M&A

Growth One Beer at a Time

CI5: Danaher: The Importance of Teamwork

CI6: FrieslandCampina: A Merger of Equals or an Impossible Utopia?

CI7: ASSA ABLOY: The Highest Total Return to Shareholders in Our Research Period (1st Jan 2007–1st Jan 2017)

7 Next Steps 201

M&A Reputation as a Tool for Success?

Can You Build a Good M&A Reputation

and Attract Sellers?

Things to Avoid Internally—Bias

Where to Get External Advice?

FON-A-PAL—Building Your Resource Library

What DoWe Mean WhenWe Talk About

External Advisors?

Financial Advisors/Investment Banking

M&A Myth-Busting

What Your Success Looks Like?

Index for Case Insights & Research Insights 227

Index 232



Source link

If you are looking to make money from running your own business at home, visit the links below.

Computers and Software Buyers Guide

Compare Computers and Laptops

Mobile Phones Buyers Guide

Compare Mobile Phones