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Surviving	And	Thriving		
During	a		
Merger,	Acquisi0on,	Dives0ture		
or	Other	Change	in	Ownership	
July	24,	2013	
	
Presen...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Tom	Marx	
•  The	beginning	
•  25+	years	in	the	...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
M&A	Survival	Summary	
3
M&A	scenarios	
What	to	e...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
M&A	Scenarios	
4
Sell	Company;	
Divest	a	
Busine...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Sell	or	Divest		
•  Exit	strategy:	planned	or	no...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Acquire	
•  Grow	or	die	
•  Strategic	acquisiGon...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Merge	
•  Mergers	are	propelled	by	many	of	the	s...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Ownership	Events	
Succession	planning	gone	right...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Ownership	Events	
Succession	planning	gone	wrong...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Role	of	Private	Equity	
•  Provide	funds/experGs...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You	and	The	Change	
Have	you	experienced	these	s...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You	and	The	Change	
What	to	expect?	
•  Survival...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You	and	The	Change	
The	inner	sanctum:	
•  What	...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You	and	The	Change	
Will	I	thrive?	
•  Be	posiGv...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Your	Company	is	Selling	
•  All	the	prep	that	ne...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Your	Company	is	Buying	
•  Devil	is	in	the	detai...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You’re	Merging	
•  Opportunity	knocks	
•  CreaGn...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
You’re	Merging	
•  No	room	for	duplicate	expense...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Always	be	at	Your	Best	
•  Be	a	team	builder	
• ...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Manage	Your	People	
•  Retain	the	best	people	
•...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Success	is	ONen	Up	to	You	
•  Contribute	
•  Dem...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Contribu0ng	to	Success	
•  Let	go	of	your	belief...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
Your	Leadership	Will	Shape	the	Future	
•  Growth...
Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions.
THANK	YOU	
©	2013	Marx	Group	Advisors	-	Survivin...
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Surviving And Thriving During a Merger, Acquision, Divesture or Other Change in Ownership

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Surviving And Thriving

  1. 1. Surviving And Thriving During a Merger, Acquisi0on, Dives0ture or Other Change in Ownership July 24, 2013 Presented by Tom Marx 1© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  2. 2. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Tom Marx •  The beginning •  25+ years in the aNermarket •  12+ years in M&A •  Products and channels •  AcGve member 2© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  3. 3. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. M&A Survival Summary 3 M&A scenarios What to expect How to survive…and thrive © 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  4. 4. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. M&A Scenarios 4 Sell Company; Divest a Business Unit Acquire Merge Ownership Events The role of Private Equity (PE) © 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  5. 5. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Sell or Divest •  Exit strategy: planned or not! •  ReGrement and no bullpen •  Accident or illness: sudden death •  Financial challenges •  Disagreements between partners or family members •  Approaches to corporate restructuring •  Eliminate underperforming or capitalize on be`er performing assets •  Freedom – It ain’t fun any more! •  An offer you cannot refuse! 5© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  6. 6. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Acquire •  Grow or die •  Strategic acquisiGons –  Territory –  Market share –  Economies of scale –  Gain new customers, suppliers, management, technology –  Take out the low price leader 6© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership A B
  7. 7. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Merge •  Mergers are propelled by many of the same reasons as acquisiGons •  Shared ownership/equity rather than straight buy-out •  Shared responsibility •  Power and value of the enGGes allow for controlled equity, joint power to make decisions…strengths or weaknesses of the parGes defines if merger or acquisiGon 7© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership A B C
  8. 8. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Ownership Events Succession planning gone right: •  Next generaGon moves into leadership •  Seamless •  All on the same page •  Plan successfully executed 8© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  9. 9. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Ownership Events Succession planning gone wrong: •  Current generaGon won’t depart •  Illness or worse •  FricGon builds, frustraGon grows and finally outside therapy comes to rescue •  Plan isn’t executed 9© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  10. 10. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Role of Private Equity •  Provide funds/experGse needed to grow the business •  Support succession planning •  Buy out certain family members •  Owner gets parGal cash-out and business grows bigger •  The ulGmate exit strategy •  Result: PE firm now owns a piece (or all) of the rock 10© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  11. 11. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You and The Change Have you experienced these scenarios? •  Sell •  Acquire •  Merge •  Ownership event •  Private equity 11© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  12. 12. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You and The Change What to expect? •  Survival •  OrganizaGonal consolidaGon •  Your value to surviving enGty •  Leadership 12© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  13. 13. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You and The Change The inner sanctum: •  What does this mean? •  How do I get there? •  How will I know? •  How do I react when surprises happen? 13© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  14. 14. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You and The Change Will I thrive? •  Be posiGve and stay posiGve •  Find ways to drive collaboraGon •  Show objecGvity •  Focus and determinaGon •  Know when to hold ‘em and when to fold ‘em •  And through all this, get your day job done 14© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  15. 15. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Your Company is Selling •  All the prep that needs to happen •  Keeping it quiet—the true meaning of an NDA •  Where do I go to release the tension? •  The ulGmate sign of maturity •  Do I jump ship? •  TRUST! (Competency, Sincerity, Competency) 15© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  16. 16. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Your Company is Buying •  Devil is in the details •  IntegraGon spells success vs. failure •  Planning is important – execuGon is everything •  Building a disparate team •  A great opportunity 16© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  17. 17. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You’re Merging •  Opportunity knocks •  CreaGng financial gain •  Efficiency is key •  Keeping different customers happy •  Do I jump ship? 17© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  18. 18. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. You’re Merging •  No room for duplicate expenses •  Changes will occur—they must! •  The foundaGon for successful M&A •  The whole needs to be more valuable than the sum of the parts •  Keep focus on the financial arm, board, bank or PE firm 18© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  19. 19. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Always be at Your Best •  Be a team builder •  Accountable •  Be a decision maker •  Redesign the company’s culture 19© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  20. 20. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Manage Your People •  Retain the best people •  Keep your team informed •  Keep producGvity up •  Handle issues before panic sets in 20© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  21. 21. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Success is ONen Up to You •  Contribute •  Demonstrate leadership •  Listen to points of view •  Find middle ground •  No room for egos •  Find soluGons 21© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  22. 22. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Contribu0ng to Success •  Let go of your beliefs •  Be a magic person •  Build a team •  Get people on the same page •  Break down the fiefdoms! 22© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  23. 23. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. Your Leadership Will Shape the Future •  Growth or no growth •  Branding •  Value ProposiGon •  Sales •  MarkeGng •  OperaGons •  Finances 23© 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership
  24. 24. Experience. Knowledge. Expertise. Driving Smarter Mergers & Acquisitions. THANK YOU © 2013 Marx Group Advisors - Surviving And Thriving During A Merger, AcquisiGon, DivesGture Or Other Change In Ownership 24 Visit our website for ar0cles and resources. If you would like a copy of this presenta0on or further informa0on on buying or selling, please contact me. TOM MARX 415.453.0844 ext. 106 tmarx@marxgroupadvisors.com www.marxgroupadvisors.com Sign up for our newsleYer at

Surviving And Thriving During a Merger, Acquision, Divesture or Other Change in Ownership

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