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.
As Gloucester prepare for their 39th game of the season, against Bordeaux-Begles at Sixways on Sunday, David Humphreys told the local media that this week has been all about getting the players mentally and physically ready after a tough game against Connacht last Sunday.
Speaking to GRTV after the 40-32 victory over Connacht on Sunday, skipper Billy Twelvetrees explained that Gloucester had had to learn to be patient and cut out the errors to earn the win and progress to next weekend's final play-off against Bordeaux-Begles.
Jonny May's superb late score capped a thrilling 40-32 European play-off win over Connacht on Sunday. The winger spoke afterwards of his team's character and spirit as he looked ahead to one more week of rugby.
Speaking to GRTV this afternoon, Director of Rugby David Humphreys hailed the 'never say die' attitude of the team, after despite not being at their best, fighting back to take a 40-32 win after extra time over Connacht.
Jonny May continues on the wing on Sunday as Connacht come to town, and the England wing explains to the local media this week that he is delighted with his form and is looking forward to taking on Pat Lam's men.
Following the recent announcement that XBlades were to become the club's new kit and leisurewear partner, Gloucester Rugby can today (Tuesday 30 June) confirm the opening of a new retail unit, based at Gloucester Quays Outlet Centre, as well as the launch of a brand new online shop.
When the Gloucester Rugby squad and staff report for their first day of preseason training on Wednesday morning, they will be greeted with a new look training kit from XBlades Sports ready for the first sessions.