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.
Brighton is the venue of choice for England this week as the squad have reported for a training camp to prepare for the upcoming international against Wales. GRTV caught up with Gloucester's Matt Kvesic after the first day's training.
Speaking to GRTV after the game, Gloucester Rugby number eight Ben Morgan reflected on the loss to Northampton Saints, and spoke about what he and the team need to do for the new season when the team return after the summer break.
In only his second Aviva Premiership outing, Lloyd Evans scored his first senior try for Gloucester against Northampton Saints on Saturday and told GRTV afterwards that he enjoyed the experience despite finishing on the losing side.
Gloucester will round off their Aviva Premiership campaign on Saturday with a tough finale against Northampton Saints. Director of Rugby David Humphreys told the local media this week that he's pleased with the team's attitude over the past two games and is looking for more of the same.
Speaking to GRTV after the 12-11 Aviva Premiership victory at Sale Sharks on Friday evening, Matt Kvesic described it as a real team effort with several players having to play out of position due to illness and injury in the ranks.
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.
Ross Moriarty played the full 80 minutes for Wales, while Matt Kvesic was a second half replacement for England as Eddie Jones' side defeated Warren Gatland's men by 27 points to 13 at Twickenham on Sunday.