David Anderson, Partner at Crowe Clark Whitehill, the national audit, tax and business advisory firm with offices in Cheltenham, advises on making your next acquisition a success.
With a revival in corporate activity on the horizon, the sound advice of one of my former clients comes to mind. He once said that a successful acquisition focuses on 'winning the peace following the transaction', rather than 'winning the war during the transaction'. I'm sure this sentiment rings true for all those who have ever been involved in an acquisition.
I read recently that between 70 and 90 per cent of all mergers and acquisitions are doomed to failure. With this in mind, what can be done to minimise the risk of failure and improve the chances of making your next acquisition a success?
The first and most important step is to analyse and understand the reasoning behind the acquisition. What is the motivation for the deal? Is the business looking to acquire additional resources or is it looking for a different business model?
Once you have the answered these questions - which are deceptively simple and yet worth the effort - you can assess potential targets and develop a plan for executing the deal.
Due diligence will of course feature as part of this plan, but aside from the usual legal, financial and tax aspects, a few other matters are worth considering.
If you have a "one-stop shop" rationale and the motivation for the deal is to expand your product range, ask yourself whether new customers will need or want to buy these products at the same time and in the same place. Do your sales staff have the necessary skills to sell the acquired company's products and, of course, vice versa. Finally, be honest about who has the stronger personal skill sets. Within people businesses, such as professional practices, in my experience an attitude of 'acquirer' and 'acquiree' rarely adds value.
The two main deal drivers are the pursuit of additional resources or a new business model. Targeting resources propels most M&A activity by professional practices. Resources and business models are very different and will require a fundamentally different approach post-acquisition. I would recommend the following integration strategies post-deal: If your objective is to acquire resources, integrate them quickly into your existing business and then let the former business 'die'.
Alternatively, if your plan is to acquire a new business model, try not to interfere too much, although make sure to add your own resources and expertise to learn and exploit the advances it brings.
When acquiring resources, such as professional practices, you run the risk that very little time and effort is actually spent on executing an integration plan. People will always need to understand the rationale behind the deal and feel part of it - quickly. A mobile resource can just as easily walk away.
In the case of a new business model, a significant amount of time and effort should be spent on dissecting the product as well as processes and systems. Look at what can be learnt and applied to your existing model as well as the problems that they have encountered and overcome. Real value can be unlocked by this careful investigation. Where such acquisitions can go wrong is the temptation to assume that the acquirer's processes are the best.
Despite he and a number of his team mates playing out of position, Greig Laidlaw's four penalties were enough to help Gloucester to a 12-11 Aviva Premiership win at Sale on Friday evening. The skipper told GRTV after the game that everyone had played their part, especially the younger players.
Greig Laidlaw skippers the Cherry and Whites on Friday evening, when they head to Sale Sharks for the penultimate game of this season's Aviva Premiership. The Scottish half back spoke to GRTV about the challenge posed in Salford.
Previewing Friday night's Aviva Premiership fixture away at Sale Sharks, Head Coach Laurie Fisher acknowledged the fine home record that the Salford based outfit have built up this season, but is looking for Gloucester to round off their campaign on a high note.
Speaking to GRTV following the 16-9 victory over Exeter, Tom Savage felt that Gloucester needed that win after a tough few weeks and hopes that it acts as a springboard to a good end to the season for the Cherry and Whites.
A week on from '...letting down ourselves, the jersey and the supporters...', skipper Greig Laidlaw was full of praise for his team mates following the 16-9 Aviva Premiership win over Exeter Chiefs at Kingsholm on Friday evening.
Four penalties from the boot of skipper Greig Laidlaw were just enough to see Gloucester dog out a tense 12-11 win at Sale on Friday evening and thwart the home team's attempts to finish the season unbeaten at home.
Thirteen years on from Gloucester Rugby's famous Powergen Cup victory over Northampton at Twickenham, many of the players and management from that side are gathering once more to recreate that famous day.