Why Acquisitions Fail: Practical Advice for Making Acquisitions Succeed

Overview

The process of acquisition from strategic planning to implementation is complex. It is essential to be able to understand where and why acquisitions go wrong, identify the stress points and ensure that you do not fall into the traps. This briefing is a guide to avoiding the pitfalls of acquisitions, and contains a survey and illustrative case studies.
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Overview

The process of acquisition from strategic planning to implementation is complex. It is essential to be able to understand where and why acquisitions go wrong, identify the stress points and ensure that you do not fall into the traps. This briefing is a guide to avoiding the pitfalls of acquisitions, and contains a survey and illustrative case studies.
Read More Show Less

Product Details

  • ISBN-13: 9780273653646
  • Publisher: Pearson Professional Education
  • Publication date: 7/5/2001
  • Series: Mbex Series
  • Pages: 160

Table of Contents

List of tables
List of figures
List of cases studies
Introduction
Pt. 1 Flawed Business Logic 1
1 Should not have been acquiring 5
2 Wrong strategy 15
3 Opportunism 25
4 Did not consider alternatives 35
Pt. 2 Flawed Understanding of the New Business 45
5 Misjudged the market 49
6 Did not understand the business model 61
7 Over-estimated the potential synergies 71
8 Problem areas not identified in due diligence 85
Pt. 3 Flawed Deal Management 97
9 Paid too much 101
10 Poor negotiation 113
11 Hampered by process 123
12 Integration plan not developed in advance 133
Pt. 4 Flawed Integration Management 145
13 Poor communication 149
14 Wrong steps to implement change 161
15 Scale of the task under-estimated 169
16 Lack of clear leadership 179
Pt. 5 Flawed Corporate Development 187
17 Changes were inappropriate 191
18 Cultural differences not addressed 203
19 Customers ignored during integration 213
20 Own business ignored during integration 221
App Checklist for successful acquisition 229
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