The M&A Formula: Proven tactics and tools to accelerate your business growth

Acknowledgments xiAbout the Authors xiiiIntroduction:The Opportunity, the Pain, and the Promise 1Why 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 theResearch InsightsPart I THEM&AFORMULA 291 What Is theM&A Formula? 31Before the M&A Formula...Should You Build or Buy?Understanding Business Model-DrivenM&ASuccess and Failure in M&A2 Be BusinessModel Driven (Step 1):WhatIs BusinessModel-Driven M&A? 51Business Model Complementarity and Signals for SuccessThree Real Business Models: M&A Drivers and Complementarity ScoreWhat Are the Goldman Gates?How to Create a Target List Based on the Goldman Gates?3 Communicative Leadership (Step 2) 69Lesson #1 in M&A Leadership: Drive Hard with Soft Management ToolsLesson #2 in M&A Leadership: Create a Strong Foundation for Your PeopleLesson #3 in M&A Leadership: Silent People Are NOT Team PlayersThe M&A Deal CommitteeIntent-Based Leadership4 Take Ownership (Step 3) 91The M&A PlaybookGovernance in Corporate ProcessesCFA: Company-Specific M&A EngagementLettersM&A LaunchpadFunding and Corporate Finance5 Accelerating Your M&A Formula: Digitizing M&A 117Strengthening the FormulaThe M&A DashboardDigitizing: The Human Side of M&ANow, Science Meets BusinessPart II THEM&AFORMULA APPLIED 1316 Case Insights (CI) and Research Insights (RI) 133CI1: DSV: From Ten Trucks to EUR10bnCI2: RB: 'King of OTC' Improved Value Proposition and Client Relation as BusinessModel Driver in M&ACI3: Heritage Comes First at LVMHCI4: The Global Brewer: Driving M&AGrowth One Beer at a TimeCI5: Danaher: The Importance of TeamworkCI6: 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 201M&A Reputation as a Tool for Success?Can You Build a Good M&A Reputationand Attract Sellers?Things to Avoid Internally--BiasWhere to Get External Advice?FON-A-PAL--Building Your Resource LibraryWhat DoWe Mean WhenWe Talk AboutExternal Advisors?Financial Advisors/Investment BankingM&A Myth-BustingWhat Your Success Looks Like?Index for Case Insights & Research Insights 227Index 232