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M&A integration strategy
1.
M&A Integration Integration Strategy www.ddavisconsulting.com ©2017DDConsulting DD
Consulting M&A Integration and Carve out
2.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 2 DD Consulting Integration Overview Governance Functions: HR, IT, Finance, Procurement, …. Efficiency Integration Management Office Integration Strategy Day 1 Synergy Growth: Sales & Marketing Communications Due Diligence Sign Close Interim State End State Valuation & DCF Playbook / Methodology / Tools / 6,000 line checklist
3.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 3 DD Consulting Managing Partner: Danny A.Davis Integration Director on small to large deals, from 2 days to 3 years Training: teaching you how to integrate Coaching: helping you through Consulting: planning and delivery along side you Integration Director or sitting on the steering committee Deals: $6bn, $3.75bn, 100,000 people, 30 countries, Speaking: Many of the worlds top business schools Author of “M&A Integration: how to do it: planning and delivery” Articles with Finance Director Europe (FDE), The Chartered Institute of Management Accountants (CIMA) , The British Compute Society (BCS) Developing HR Strategy, Journal of Brand Management, Corporate Financier, The Treasurer. Sits of the CMI experts panel
4.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 4 DD Consulting We Wrote the Book: M&A Integration – How to do it "An outstanding book for anyone involved in mergers and acquisitions. If you are in going to buy a company, you should read it." Jeffrey A. Krug, Professor of Strategic Management & Chair in International Business, Loyola University New Orleans "This book gives comprehensive overview to the topic providing a pragmatic and practice orientated guide" Bernhard Falk, Head of Practice Group PMI Excellence, BASF “Davis is the maestro of M&A, his book walks you through path of what to expect, brining clarity to the topic. Nice work.” Brent Peterson, HR Director, Preanalytical Systems Division, Becton Dickinson "Davis draws on his extensive experience to provide a useful roadmap of issues to consider. This book will help managers face the complexities of post-merger integration with confidence and insight." Phanish Puranam, Professor Strategy, London Business School “One of the most comprehensive and straightforward guides to M&A's I have read.“ Richard Beaven, Customer Service Director, Insurance Division - Lloyds Banking Group "The right balance of an academic foundation and the tinge of pragmatism that's needed to make it a tool/guideline people will work with." Andreas Joehle, CEO, Paul Hartmann AG “Danny has used his extensive experience to provide not just a superb set of recommendations but also a helpful discussion of the issues a company faces when merging or acquiring.” Professor Scott Moeller, M&A, Cass “Easy to read, a good reference book and well organized.” Agustin Diaz-Sanchez, Director M&A Amadeus “A great source for the how to accomplish this important aspect of M&A successfully". Frank Rydzewski, Professor, University of South Carolina
5.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 5 DD Consulting Our Approach to Consulting Page 5 • Become part of your team • Build in-house knowledge and integration capability • Focus on results • Provide quality independent advice • Quickly move to programme execution • Flexibly cover the needs of the business and organizational gaps • Work collaboratively with internal client teams and 3rd parties • Communicate frequently and transparently
6.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 6 DD ConsultingWhy are we different ? Vision & Strategy • All partners share a common vision of Post Merger Integration excellence • Partners selected based on past achievements • Make things happen, not reports. Analysis to support actions. Time to actual delivery is critical. Value Add • No Juniors. We provide services that we have done before with success, as senior advisers • We price you for what you will see on projects. Not for our infrastructure • Effective management of Internal resources. Value and grow client competencies Team Spirit • Partners have worked in multiple countries and understand business cultures • A highly cooperative partner culture. • We take pleasure in sharing and working together Independence • We are not constrained by utilisation rates of our teams. No juniors. • We have no internal conflicts of interest in terms of IT, audit, or strategy services. No bias in our advice. Technical Expertise • Consulting, corporate and academic capabilities at the highest level. • Functional, operational integration experiences and general management perspective. • Strategic, M&A and transformation expertise. We optimise transactions
7.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 7 DD Consulting Governance Functions: HR, IT, Finance, Procurement, …. Efficiency Integration Management Office Integration Strategy Day 1 Synergy Growth: Sales & Marketing Communications Due Diligence Sign Close Interim State End State Valuation & DCF Playbook / Methodology / Tools / 6,000 line checklist
8.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 8 DD Consulting Integration Strategy: Check List Integration Strategy Baselining End State Selection Integration Mapping Maturity Model Cultural Aspects
9.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 9 DD Consulting Integration Strategy Functions, Divisions, Departments, Countries A BC A BC A BC A B C Finance Sales IT HR Level of integration, Target Operating Model, Blueprinting
10.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 10 DD ConsultingBlueprinting the organisation: Data Collection, Analysis, Mapping, scenarios and ways of working Company A Date Collected by: Date Checked by: Date Analysed by: Company B Company A + B Scenarios or proposed way of working Date Collected by: Date Checked by: Date Analysed by: Date formatted by: Date shared by: Date Analysed by: Way of working Day 1 Way of working Transition 1 or day 90 Way of working Transition 2 or day 180 End State Create maps of combined Data with different colours for A & B • Map of Company A • Map of Company B • Set of maps of combined company with different end states and how we will get there. Given the business must continue to work and grow during the transition periods.
11.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 11 DD ConsultingBlueprinting the organisation: Baseline – fully understand the current organisation Company A BASELINE Company B BASELINE Fully understand the current baseline for each organisation, people, costs, trends. This will enable us to create a picture of the new organisation. We once helped a £2bn turnover company where the CEO thought they had 1 computer system. HR: Cost, people, location, what they do, age, skills, knowledge IT: Finance: Etc
12.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 12 DD ConsultingBlueprinting the organisation: Cost, revenue and profit analysis Scenario A Cost and timescales to reach end state A Scenario B Scenario C Transition maps to get to scenario A and their cost Rick and reward for Scenario A Cost and timescales to reach end state B Transition maps to get to scenario B and their cost Rick and reward for Scenario B Cost and timescales to reach end state C Transition maps to get to scenario C and their cost Rick and reward for Scenario C Board or Steering group presentations with preferred choice & reasons
13.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 13 DD Consulting Maturity Model Functional Maturity Model Business Area / Functional Area 1 2 3 4 5 Finance Month End Close Time from sales order to delivery ……………..
14.
Integration Coaching www.ddavisconsulting.com ©2017DDConsulting DD Consulting M&A
Integration and Carve out
15.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 15 DD Consulting Each Coaching Session 20 Min Section: Pre-Agreed Topic DD Consulting has 247 detailed M&A and M&A integration coaching topics. These are bundled into 20 high level areas. The Coachee will review these lists and lay out the first 5 topics that are of interest 1 Hour Coaching Session 20 Min Work topics from last 2 weeks and upcoming weeks / months 20 Min Strategy, Politics and Achieving outcomes We find that there are always topics that are extremely pertinent and timely to the business planning and a particular deal. Clients love to discuss these with an experienced person and gain thinking around what is going on and how to potentially deal with it. This usually covers the past 1-2 weeks and upcoming work for the next 2/4/6/8 wks Many people get caught in the politics of their company and a deal. These are the most notty discussions. Helping people understand and deal with company, deal and personal strategy & politics, together with the real understanding of how to get things done (achieving real jumps forward)
16.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 16 DD Consulting Coaching Pyramid of M&A Success Benchmarking understanding what other companies do. Improve everywhere Synergies A focused understanding of what matters and what doesn't. Prioritisation Silly Questions External sounding board for all the questions your not sure you should ask internally Check List Ensure we have not missed anything in the planning phase Enthusiasm Help boost your energy and enjoyment, drive and dedication Politics Learn how to get things done, understand company / deal politics & how to do well personally Alertness “Constantly be aware and observing. Always seek to improve yourself and the team.” Initiative “Make a decision! Failure to act is often the biggest failure of all.” Personal Growth Be coached by someone who deals with C level people Confidentiality Know you have NDA in place and can use us in confidence Coaching Topics Use our list of 250 coaching topics to focus the exchange of knowledge Consistency One set of coaches aiding all your deals with a consistent approach across planning /delivery Business Understanding Create the strategy for the integration process Experience Real life understanding of planning and running deals Knowledge The theory from world's top business schools Big Picture Focus Nitty Gritty Guidance Workstream interlinks Resource Management Internal Comms External Comms
17.
Playbook www.ddavisconsulting.com ©2017DDConsulting DD Consulting M&A Integration
and Carve out
18.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 18 DD Consulting M&A Integration Training: Overview Governance Functions: HR, IT, Finance, Procurement, …. Efficiency Integration Management Office Integration Strategy Day 1 Synergy Growth: Sales & Marketing Communications Due Diligence Sign Close Interim State End State Valuation & DCF Playbook / Methodology / Tools / 6,000 line checklist
19.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 19 DD Consulting M&A Integration Playbook An integration checklist or standard integration plan. This enables us to kick off an integration plan much faster Checklist or Standardised Integration Plan A set of tools neededd to enable kick off and tracking. Tools & Templates IMO Book1 2 3 4 Integration management office to plan, mobilise and run the integration together with tracking of synergies and support for the workstreams Book explaining what happens, when, how. Tailored to your company and your deals. Often part of the SOP (standard operating practice). This helps ensure we know what we are doing and get going faster COMMUNICATIONS FUNCTIONS&DAY1 SYNERGY GROWTH&EFFICIENCIES INTEGRATIONSTRATEGY
20.
© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 20 DD Consulting Other M&A Integration Topics you should be thinking about HR M&A Integration training Course Improve Decision Making 100 Day Planning or Functional Planning Do you fully understand Technology Finance Procurement Sales & MarketingOperations FacilitiesCommunications Playbook Integration Management Office (IMO) Integration governance Culture Assessment Day 1 Executive Alignment Synergies Integration Efficiencies Integration Strategy Coaching your deal Risk Workshop Knowledge Management
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© 2017 DD
Consulting | www.ddavisconsulting.com | danny.davis@ddavisconsulting.com Page 21 DD Consulting Top lessons learnt • Set up integration structure early, roll out checklists, tools and template early. Help get the integration running faster. • IMO should focus on the inter-dependencies between individuals and workstreams to ensure nothing falls down the gaps • Ensure good fast decision making, good governance - avoid waiting for the “Rolls Royce” solution – decide when 80% sure • Focus on growth fast, the sooner we start selling more, the better - avoid the dip, business continuity comes first • Use experienced line managers where possible, backfill with interims or consultants • Explore further value and synergies in a Business Development project 6-9 months after closing • Ensure continuity between strategy and Integration approach • If you are going to cut, do it as soon as possible and with respect for the individual • Lookout for misinformation and political manoeuvring – change curve • Ensure integration resources are prioritized in the right areas – leadership, IT, Sales HR • Don’t wait until you know everything before you start executing quick wins • Understand the business/PMI complexity of the acquired business early Action 4 Our experience of acquisition integration is that there are recurring risks which, without identification and mitigation, can de-rail large programmes © 2017 DD Consulting. All rights reserved © 2017 DD Consulting. All rights reserved © 2017 DD Consulting. All rights reserved
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www.ddavisconsulting.com ©2017DDConsulting Our Partners Danny A.
Davis Ian Nelson +44 (0) 77 99 678 088 +44 (0) 7803 888 585 danny.davis@ddavisconsulting.com Ian.Nelson@ddavisconsulting.com Derek Ingle Calum Byers +44 (0) 7776 171 440 +44 (0) 7740 533 007 Derek.ingle@ddavisconsulting.com Calum.byers@ddavisconsulting.com DD Consulting M&A Integration and Carve out
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