{"product_id":"the-merger-acquisition-leaders-playbook-isbn-9781119899846","title":"The Merger \u0026 Acquisition Leader's Playbook","description":"\u003cp\u003e\u003cb\u003eMake your next merger or acquisition one for the ages\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eMeant to create value potentially fueled by synergies, the reality is that most mergers and acquisitions fail. It’s estimated that 83% of mergers and acquisitions do not hit their desired results. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook \u003c\/i\u003etells you why most mergers fail. More importantly, it tells you how to make your next one a sweeping success. In the book, a team of private equity experts deliver a masterful walkthrough of how to integrate organizations by driving commercial success, instead of focusing purely on cutting costs. \u003c\/p\u003e\u003cp\u003eReaders will find: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eConcrete strategies for increasing the odds of success and reducing the risk of failure – of a new merger or acquisition\u003c\/li\u003e \u003cli\u003eA comprehensive, easily deployed and implemented plan to realize synergies\u003c\/li\u003e \u003cli\u003eProven tools, techniques, and tricks of the trade to help leaders stay on top of their latest merger and keep everything on track\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eA must-read resource for business leaders considering a fresh merger or acquisition, \u003ci\u003eThe Merger \u0026amp; Acquisition Leader's Playbook: A Practical Guide to Integrating Organizations, Executing Strategy, and Driving New Growth after M\u0026amp;A or Private Equity Deals \u003c\/i\u003ewill also earn a place in the libraries of investors, agents, corporate service providers, and consultants trying to get two or more businesses to pull in the same direction. \u003c\/p\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eExecutive Summary xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Strategic Playbook 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 The Investment Case: The Heart of the Merger and Acquisition Leader’s Playbook 3\u003c\/p\u003e \u003cp\u003eTool 1.1 Investment Case 18\u003c\/p\u003e \u003cp\u003eChapter 2 Focus:It Drives Everything Else 19\u003c\/p\u003e \u003cp\u003eChapter 3 Plans: Strategy Precedes Execution 29\u003c\/p\u003e \u003cp\u003eTool 3.1 Situation Analysis Checklist 38\u003c\/p\u003e \u003cp\u003eTool 3.2 SWOT 40\u003c\/p\u003e \u003cp\u003eTool 3.3 Business Planning 41\u003c\/p\u003e \u003cp\u003eChapter 4 Innovation: A Fundamental Strategic Choice 43\u003c\/p\u003e \u003cp\u003eTool 4.1 BRAVE Innovation 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II The Commercial Playbook 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Organic Revenue Growth: So Valuable 77\u003c\/p\u003e \u003cp\u003eChapter 6 Customers: From Which All New Value Flows 83\u003c\/p\u003e \u003cp\u003eChapter 7 Marketing and Sales: Which Every Organization Must Do 87\u003c\/p\u003e \u003cp\u003eTool 7.1 Purchase and Sales Funnel Management 88\u003c\/p\u003e \u003cp\u003eTool 7.2 Marketing Planning 90\u003c\/p\u003e \u003cp\u003eTool 7.3 Creative Brief 95\u003c\/p\u003e \u003cp\u003eTool 7.4 Strategic Selling 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III The Operational Playbook 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Cost Optimization: To Free Up Resources to Fuel Commercial Growth 105\u003c\/p\u003e \u003cp\u003eChapter 9 Operational Excellence: Supply Chain, Distribution, Continual Improvement 111\u003c\/p\u003e \u003cp\u003eTool 9.1 Team Charter 122\u003c\/p\u003e \u003cp\u003eTool 9.2 Milestone Management 123\u003c\/p\u003e \u003cp\u003eChapter 10 Technology: Because All Companies Are Technology Companies Today 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV The Financial Playbook 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Financial Playbook 129\u003c\/p\u003e \u003cp\u003eChapter 11 The Deal and Due Diligence: Iteratively 131\u003c\/p\u003e \u003cp\u003eTool 11.1 Culture 153\u003c\/p\u003e \u003cp\u003eTool 11.2 Negotiating 155\u003c\/p\u003e \u003cp\u003eTool 11.3 Due Diligence Checklist 157\u003c\/p\u003e \u003cp\u003eChapter 12 Financing the Deal: The Different Options 165\u003c\/p\u003e \u003cp\u003eChapter 13 Further M\u0026amp;A: Enabling Commercial and Operational Success 171\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V The Governance Playbook 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 14 Regulatory: And the License to Play 175\u003c\/p\u003e \u003cp\u003eChapter 15 Financial Governance: Always Necessary 179\u003c\/p\u003e \u003cp\u003eChapter 16 The Board: And Its Multiple Roles 185\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI The Organizational Playbook 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Culture: The Underlying Root Cause of Nearly Every Merger’s Success or Failure 197\u003c\/p\u003e \u003cp\u003eChapter 18 Incentives: Show Me How They’re Paid and I’ll Tell You What They Do 223\u003c\/p\u003e \u003cp\u003eChapter 19 Leadership: Starting with the Core Leadership Team 227\u003c\/p\u003e \u003cp\u003eTool 19.1 Team and People Assessment 243\u003c\/p\u003e \u003cp\u003eChapter 20 People: Acquire, Develop, Encourage, Plan, Transition 245\u003c\/p\u003e \u003cp\u003eTool 20.1 Future Organizational Capability Planning 264\u003c\/p\u003e \u003cp\u003eTool 20.2 Talent Management 265\u003c\/p\u003e \u003cp\u003eTool 20.3 Recruiting Brief 267\u003c\/p\u003e \u003cp\u003eChapter 21 Politics: What Current and New Leaders Need to Know Organizationally and Personally 269\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII The Change Management Playbook 279\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 22 Integration Leadership: Start Here 281\u003c\/p\u003e \u003cp\u003eChapter 23 Change Management: Leading Through the Point of Inflection 291\u003c\/p\u003e \u003cp\u003eTool 23.1 Alignment Workshop 303\u003c\/p\u003e \u003cp\u003eChapter 24 Communication: Everything Communicates 305\u003c\/p\u003e \u003cp\u003eTool 24.1 Communication and Presentation Planning 320\u003c\/p\u003e \u003cp\u003eChapter 25 Announcement Cascade: Emotional, Direct, Indirect 321\u003c\/p\u003e \u003cp\u003eTool 25.1 Announcement Cascade 328\u003c\/p\u003e \u003cp\u003eTool 25.2 Press Interviews 329\u003c\/p\u003e \u003cp\u003eChapter 26 Adjustments: Because You’ll Need Them 331\u003c\/p\u003e \u003cp\u003eTool 26.1 Management Cadence 349\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VIII Prototypical Order 351\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 27 Prototypical Order 353\u003c\/p\u003e \u003cp\u003eAbout the Authors 361\u003c\/p\u003e \u003cp\u003eGuest Contributors 365\u003c\/p\u003e \u003cp\u003eBibliography 367\u003c\/p\u003e \u003cp\u003eIndex 369\u003c\/p\u003e \u003cp\u003e\u003cb\u003eGEORGE B. BRADT\u003c\/b\u003e is Chair of PrimeGenesis, helping lead the revolution in how people start new jobs. Prior to founding PrimeGenesis, George served in sales, marketing, and general management roles around the world at companies including Procter \u0026amp; Gamble, Coca-Cola and J.D. Power and Associates as chief executive of its Power Information Network spin-off.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJEFFREY P. PRITCHETT\u003c\/b\u003e is Senior Managing Director and a Senior Operating Executive for Cerberus. He is a seasoned chief executive with extensive experience driving strategic initiatives and improving companies’ overall commercial, financial and operating performance. He has worked in leadership, officer, director and advisory roles for Fortune 500 companies and middle market businesses in both public and private settings.  \u003c\/p\u003e\u003cp\u003e Most mergers and acquisitions fail. They’re supposed to create value, but it’s estimated that 83% of mergers and acquisitions do not deliver their desired results. \u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook: A Practical Guide to Integrating Organizations, Executing Strategy, and Driving New Growth after M\u0026amp;A or Private Equity Deals\u003c\/i\u003e, two private equity veterans tell your senior leaders what they need to do differently, for their next deal to deliver synergy and results.  \u003c\/p\u003e\u003cp\u003e Leading a merger or acquisition is a non-linear event that never flows in a straight line. The critical insight is that M\u0026amp;A leaders need seven playbooks, not just one. Successful M\u0026amp;A leaders pull from the seven playbooks (\u003cb\u003eStrategic, Commercial, Operating, Financial, Governance, Organizational,\u003c\/b\u003e and \u003cb\u003eChange Management\u003c\/b\u003e) in different orders in different situations. \u003c\/p\u003e\u003cp\u003e Moving beyond a focus on cost-cutting and identifying efficiencies, the authors emphasize the true goal of any merger: combining the complementary strengths of two organizations to maximize shareholder value. They offer an actionable guide to deal with customers, capabilities, and costs—in that order—and to identify the necessary strategic, commercial, operational, and financial moves you’ll need to make to transform the merger into a success. \u003c\/p\u003e\u003cp\u003e A can’t-miss resource for executives and other business leaders considering a new merger or acquisition, \u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook\u003c\/i\u003e will also earn a place on the bookshelves of investors, agents, corporate service providers, and consultants doing their best to get two or more businesses to work in tandem.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for \u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook\u003c\/i\u003e helps leaders understand the different components of successfully leading a merger or acquisition. With this playbook, and the application of intellectual honesty and rigor to the most important critical priorities, M\u0026amp;A leaders will increase their rate of success.”\u003cbr\u003e\u003cb\u003e —Ram Charan,\u003c\/b\u003e Adviser and Consultant; Author of 33 books, Four Bestsellers  \u003c\/p\u003e\u003cp\u003e“What worked yesterday won’t work tomorrow. \u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook\u003c\/i\u003e helps leaders go beyond generalities to understanding the different, discrete levers of success in a merger or acquisition so they can focus their efforts granularly on the things that will best drive value creation in the future.”\u003cbr\u003e\u003cb\u003e —Richard Wallman,\u003c\/b\u003e Former CFO, Allied Signal and Honeywell; Public and Private Equity Board Member  \u003c\/p\u003e\u003cp\u003e“Bradt and Pritchett do a nice job of laying out the seven playbooks required for a successful M\u0026amp;A journey: 1) Strategic, 2) Commercial, 3) Operational, 4) Financial, 5) Governance, 6) Organizational or Talent, and 7) Change Management.”\u003cbr\u003e\u003cb\u003e —Anish Batlaw,\u003c\/b\u003e Managing Director, General Atlantic  \u003c\/p\u003e\u003cp\u003e“The global M\u0026amp;A market has never been this hot. But making the deal is only the beginning. Boards, executives, and investors need to pay attention to the critical success factors that make a deal a screaming success or an abject failure. Bradt and Pritchett provide a playbook full of practical advice on how to win AFTER the deal is signed.”\u003cbr\u003e\u003cb\u003e —Carlyn R. Taylor,\u003c\/b\u003e Global Co-Leader of Corporate Finance \u0026amp; Restructuring, FTI Consulting  \u003c\/p\u003e\u003cp\u003e“Pritchett and Bradt’s insights stem from hard-earned experience from dozens of acquisitions, integrations, and leadership transitions over several decades. Whether you’re operating in a private equity or corporate environment, sharpening your approach on due diligence, valuation or integration, \u003ci\u003eThe Merger \u0026amp; Acquisition Leader’s Playbook\u003c\/i\u003e helps you avoid common landmines and accelerate results against the promise of the acquisition.”\u003cbr\u003e\u003cb\u003e —John Lawler,\u003c\/b\u003e CEO, PrimeGenesis\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990287597797,"sku":"NP9781119899846","price":55.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119899846.jpg?v=1761787211","url":"https:\/\/k12savings.com\/products\/the-merger-acquisition-leaders-playbook-isbn-9781119899846","provider":"K12savings","version":"1.0","type":"link"}