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Winning at Mergers and Acquisitions : The Guide to Market Focused Planning and Integration
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Sales rank 744,632
Customers rating (based on 19 reviews)
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A comprehensive new framework for winning at M&A—from up-front planning to postmerger integration The challenges of mergers and acquisitions can be daunting—but the opportunities and benefits they offer forward-thinking companies can be tremendous. Winning at Mergers and Acquisitions offers a critical new approach to strategic M&A based on the authors' pioneering concept of marketing due diligenceSM. Covering every stage of market-driven M&A planning and integration, this book shows how to look beyond the quick hit to focus on long-term growth rather than short-term cost-cutting. Featuring dozens of real-life case studies—including both failures and extraordinary successes—plus inside comments from leading M&A specialists, this book contains crucial guidance on: - Predeal planning—how to identify your strategic needs and pinpoint the merger candidate(s) that will help you meet them
- Sizing up targets for acquisition—how to examine the essential marketing, sales, and product issues that will determine a good company "fit,".strategically and culturally
- Revenue enhancement planning—how to identify ways to drive top-line growth and develop action plans to generate near- and long-term revenues
- Filling the pipeline—how to prioritize and actualize the critical steps necessary to drive shareholder value
- Developing communication programs—how to design and execute communication strategies to garner support for the merger by employees, customers, and other stakeholders
- Building a comprehensive postmerger integration plan—how to align diverse corporate cultures, develop training and reward programs, and move beyond the turf wars and lack of productivity that hamper the success of mergers and acquisitions.
Last year more than 7,000 mergers and acquisitions were completed, with a collective price tag estimated at more than $800 billion. And although they are known as highly effective means of achieving corporate growth and strategic advantage, these transactions are fraught with pitfalls: Statistics indicate that a third of these deals will fail and another third will not bear out the expectations of the merger partners. What can businesses looking to undertake strategic mergers and acquisitions do to ensure that they do not fall victim to confusion, multimillion-dollar losses, declining market share and profits, or any number of other negative results of failed transactions? The answers are in Winning at Mergers and Acquisitions, a pioneering step-by-step guide to growth-driven planning and swift, effective post-merger integration. Challenging the conventional emphasis on cost-reduction synergies, this book presents the authors' groundbreaking blueprint for mergers that yield strategic synergies and high returns in meeting long-term growth, increased market share, and revenue generation objectives. Mark Clemente and David Greenspan explore in detail the marketing, sales, and organizational issues that are vital aspects of successful M&A ventures. They take executives through the entire strategic M&A process—from setting objectives, to evaluating target companies, to aligning corporate cultures in an effort to ensure problem-free integration. They show how to maintain a sharp focus on the markets that will be reached by the merger—and they offer invaluable advice on charting a steady course through the often tumultuous period of integration, when organizational chaos can cause the merged company to lose momentum, market share, and the backing of customers, prospects, and shareholders. Winning at Mergers and Acquisitions is essential reading for CEOs, managers, deal makers, and others looking to capitalize on one of the most important methods of effecting corporate growth in business today—while staying focused on the people, product, and process issues that power that growth.
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| Publisher | Wiley | | Release date | 03/1998 | | Availability | Usually ships in 24 hours | | Edition | Hardcover |
| | List price | $87 | | Our price | $54.81 (you save 37.00%) | | Used price | from $18.98 |
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 Gave me the advantage i needed.
Several years ago I was in a class at Cornell Law School that Drs. Clemente & Greenspan taught. Winning at M&A was a required text and their insights from working on several high profile deals were inspiring. Just a few years later, I am a successful in-house counsel to many recent acquisitions of a relatively high profile multi-national corporation. I have had the opportunity to share the finer lessons from Winning at M&A with our COO, director of Corporate Development, and our head of HR. Drs. Clemente & Greenspan have written an important book whose lessons seem to transcend time or circumstance. Just like Peter Drucker's management wisdom seems to apply to every company, economic environment, and business circumstance over the last 50 years, the work and guidance of Clemente & Greenspan in Winning at Mergers seems to be timeless and evolutionary. It allowed me as someone with little experience in the realm of consolidation and backwards integration to understand the ins and out of the process before I had ever sat in on a deal. This book should be read and kept by those who want to learn about business, marketing, or M&A.
Well put together and soundly presented
I just got this book as a gift. WOW!!!!!! It's very well written and the ideas are refreshing compared with the beancounter approach of all the accountant types who crush companies, cut the staff in half, and gut the core. We all know companies that have just thrown away the wrong people and slashed all their expenses (especially marketing) to make the numbers work so they can get their stock to budge or the consultants/Investment bankers to pocket their success fees. This book shows in a very sly way how corrupt the entire M&A world is. Show me a merger and I'll show you a greedy CEO or soul-less investment banker. This book provides helpful solutions to making the worst possible combinations work and pulls back the curtain on the scam of so many business analysts and beancounters who always claim"It's only business; it's not personal." Last time I heard that, I was fired.
This book made us $22 million and saved our company big$
The patented processes in this book helped my company get an actual return on our substantial investment by driving revenue and saving us millions. A roadmap for success,the book walks through all stages of the deal. It starts with the out-of-the-box "marketing due diligence" which honestly reveels the shortcomings of traditional due diligence. A jealous reviewer here calls it unrealistic, yet it's used by most of us in the Fortune 50 (he must have lost the contract to these guys) The writing is smooth and keeps your interest all the way and it gets quickly to the meat and potatoes focusing on revenue enhancement.(SHOW ME THE MONEY!!!) Anyone who's worked on a deal knows this is where the rubber meets the road. Even a fool can cut costs after a merger, but a failure of so many deals is not gerating revenue. The book using examples and case-studies explains how to fill what the author calls "the revenue enhancement opportunity pipeline." It virtually put money in our pocket!! Sheer genius. The middle sections of the book address combining products, services, customer bases, personnel decision-making criteria, management functions and proceses. The last 200 pages detail specific strategies and tactics for successful integration. Discussing the most commmon challenges, how to align corporate culture, employee and customer communication strategies, training and development, reward and recognition prohgrams,theres even a very comprehensive chapter on designing the new organizational structure. No book I have read on this subject speaks about so many important aspects and in such detail. The seven members of our management team each read this book over and over and used it as our gameplan constantly referring to it over the 8 months we worked on this deal. It was like having a consultant on staff! Our deal was a success BECAUSE of this book. Other companies, afraid to break with the traditional practices that only work half of the time, will be destined to repeat their failures. Heaven help their shareholders.
Comprehensive and complex
This is a great book. Similar to Jemison's Managing Acquisitions, this is a book that provides extensive information on many strategic topics. The book is well-written, far from dry, yet really digs down deep. It departs from Jemison in its real-world application. The book details where other companies have gone wrong and where others have made the right decisions. It is a bit high level, so I don't think it would suffice as one's first introduction to business. But I was exposed to this book as a grad student at Vanderbilt and it has plugged me in more quickly to the world of organizational design, cultural analysis, and specific business strategies than I would have guessed. Real interesting book. I could see having it around for a long time to come.
 fascinating and stimulating
Winning at Mergers is a brilliant book. It is not an ABC of M&A. As a former investment banker, I can see how it might turn off those consumed with completing transactions. Several chapters advise against doing deals that would undermine the success of the combined entity. That's a somewhat radical concept considering accountants and bankers have a singular objective in mind when faced with a corporate marriage. This book is ideal for graduate business courses. It takes the reader from the basic M&A 101 accounting-focused level to a broader and more business-focused level. That's what makes it stand out. It's more a book about successful business than number crunching. This book focuses on real-world challenges and operational factors to help a deal move from strategy through completion. It is divided into three parts: strategy; pre-deal (due diligence, etc.); and integration. The chapters on culture, organizational design and integration tactics make it worth the price of admission. No other book that I have read takes this approach. From the detail provided at every step of the way, the guidance seems tried, tested and improved upon. The book is also very well written. Interesting and filled with case studies and quotes that make the insights fresh. As another reviewer suggested, it is the perfect companion book to a dryer and more elementary book like Patrick Gaughin's. Without the insights of Clemente and Greenspan, one ventures into M&A with only a rudimentary understanding of what it truly takes to make a deal work and a company succeed. I recommend this book as a business tool and a reality check on whether one is even approaching transactions correctly.
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