Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
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Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition

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Marcus Evans Structuring and Financing M&A Conference
Singapore,12-13 July 2010

Obtaining a 360 degree view by conducting a thorough due diligence to ensure a successful acquisition
• Analysing the pre-offer preparation
• Amplifying internal fitment
• Focusing on areas for due diligence
• Balancing valuation with fitment
• Examining the key facets of negotiation

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  • Intro: “How to fail without trying” Why this intro? -
  • Moral 1: The Right Business Strategy comes first, not M&As to boost the busines. If the Business Model is wrong, the M&A will be wrong no matter how. Good M&As cannot correct a Bad business model!
  • Example: Google USP – Search, Free! Profit Model – Ad revenue MKt Discipline – Operational Excellence Example: Air Asia USP – Budget Profit Model – Lowest Cost, Maximum Seats Mkt Discipline – Operational Excellence
  • Example: Google USP – Search, Free! Profit Model – Ad revenue MKt Discipline – Operational Excellence Example: Air Asia USP – Budget Profit Model – Lowest Cost, Maximum Seats Mkt Discipline – Operational Excellence
  • Example: Google USP – Search, Free! Profit Model – Ad revenue MKt Discipline – Operational Excellence Example: Air Asia USP – Budget Profit Model – Lowest Cost, Maximum Seats Mkt Discipline – Operational Excellence
  • How does the Customer define “Great Experience”? - It depends on their own perceptions. Problem is…this differs depending on the Customer! If you are very good in something that the Customer does not value, it will not improve the Experience.
  • To Excel – Must be a Leader in ONE of the disciplines but the other two must be at least at industry standard
  • OPTION 1
  • Exercise: Customer Analysis and Market Discipline Determining your Market Discipline
  • Example of successful customer loyalty strategy focusing on Operational Excellence and Product Leadership while maintaining market standard on Customer Service without indulging in it
  • To Excel – Must be a Leader in ONE of the disciplines but the other two must be at least at industry standard
  • To Excel – Must be a Leader in ONE of the disciplines but the other two must be at least at industry standard
  • Example: Google USP – Search, Free! Profit Model – Ad revenue MKt Discipline – Operational Excellence Example: Air Asia USP – Budget Profit Model – Lowest Cost, Maximum Seats Mkt Discipline – Operational Excellence
  • 2 and 3 are ‘Expansion’ 4 and 5 are ‘Transformative’
  • This grid and discipline will also help in: managing conflicts on where limited resources should go Solve the problem of ever compounding activities and resources
  • Example: What do you mean by Good? A, B, or C? Achieve 5 tasks, what is your rating? You mean if I achieve all, I only get AVERAGE? You must be crazy
  • This looks better for the ‘achieved all’ category But… the ratings still look ambiguous, right?
  • This looks better for the ‘achieved all’ category But… the ratings still look ambiguous, right?
  • This looks better right? But… also still not good enough, right? Refer to Handout 4: 1. Priority, Targets and Standards
  • Group 1: High Potential, High Performance (Talent) Staff this category will automatically be placed in the company’s Succession Plans. Be the first priority to be considered for any promotions or upgrading exercises. Career Acceleration + Specialist Career Paths. Group 2: Average Potential, High Performance (Leadership Issues) Leadership, motivational and cultural development would be given to these staff while they perform in their current positions. Group 3: High Potential, Average Performance (Potential) Should not be given career advancement unless performance improves. Good targets for transfers or job rotations to departments that require urgent manpower. Group 4: Average Potential, Low Performance (Issues) Staff in this group should be monitored closely by HR. They should be eventually moved out of their current work function, department or even the company entirely.
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