An introduction to due diligence in china orient_credit_china business credit checks

深圳市中正信诚企业管理咨询有限公司
China Orient Credit Information Services Co., Ltd

Due Diligence 尽职调查

An Introduction into China Due Diligence
尽职调查概述

Mergers and Acquisitions
合并与收购

Due Diligence issues in M&A transactions
并购交易中的尽职调查事宜

China Orient Credit Information Services Co ., Ltd


WHAT IS DUE DILIGENCE?
什么是尽职调查？
 Study, investigation, and evaluation of
business opportunities
 对商业机会的研究，调查和评价



 Understanding everything possible
about the target
 对目标公司的全面了解
 Many types of due diligence
 有很多类型的尽职调查



 Historically, focused on the legal and
financial aspects.
 传统上，集中在法律和财务方面
 Attorneys, accountants, and consultants
generally perform this isolated task.
 通常由律师，会计师和顾问执行这个独立
的任务


 It is a critical step in determining
whether a deal or project is worth doing.
 它是对决定一个交易或方案是否值得进行
的关键一步



 Understand the industry.
 了解有关产业
 Understand the China market.
 了解中国市场



 Understand the competitors.
 了解竞争对手
 Understand the target or venture.
 了解目标公司或投资机会




Due Diligence is all about understanding
everything you can about your venture.
尽职调查就是尽所有可能对你的投资机会掌
握全面的了解



WHEN TO DO DUE DILIGENCE?
什么时候进行尽职调查？
 Before choosing final target,
 在决定最终并购目标公司之前，
 Early during negotiation process
 在谈判过程的早期，



 After negotiations but before final deal
signed, and
 谈判过后但在最终协议签订之前，和
 During implementation.
 在执行过程中




If effective, it is a continuing process.
Deal with issues as they are known.
如果有效，将会是个持续性的过程。
对可能出现的问题做出应对



MAJOR TYPES OF DUE DILIGENCE
尽职调查的主要类型
 Market assessment
 市场评估
 Competitor strengths and limitations
 竞争对手的实力与局限
 Target assessment
 对并购目标公司的评估


TYPES OF DUE DILIGENCE
尽职调查的类型
 Legal due diligence
 法律尽职调查
 Financial due diligence
 财务尽职调查
 Operational due diligence
 营业运作尽职调查


MARKET ASSESSMENT
市场评估
 Before making decisions about targets
and structures, first understand the
market.
 在对并购目标公司和未来公司模式做出决
定之前，首先要了解市场



MARKET ASSESSMENT
市场评估
 Don’t make assumptions based on home
markets.
 不要以本国市场的情况对中国市场作出假
设
 Is the timing right for your product or
company in China?
 产品或公司进军中国是否合乎时宜？


COMPETITOR STRENGTHS & LIMITATIONS
竞争对手的实力与局限
 Who are key competitors?
 谁是主要竞争对手？
 What are their strengths?
 它们有什么实力？
 What are their weaknesses?
 它们的弱点是什么？


COMPETITOR STRENGTHS & LIMITATIONS
竞争对手的实力与局限
 What kind of “guanxi” do they have?
 他们有哪方面的关系？
 Understand yourself – strengths/weaknesses
 了解自己-强项/弱点



TARGET ASSESSMENT
目标公司评估
Once you have selected potential targets,
understand them relative to each other.
一旦选出潜在目标公司，就该进一步了解它们
相对的情况。



TARGET ASSESSMENT
目标公司评估
For each potential target, do a company profile
so good comparisons can be made.
为每一个潜在目标公司做一个公司档案，能更
有效地进行比较。



COMPANY PROFILE 公司档案
I. Summary 概况
II. Comprehensive Analysis 深入分析
III. Basic Information 基本资料
IV. History Evolution 历史演变
V. Organization 组织
VI. Personnel & Site 人事 & 场地
VII. Main Executives 主要管理人员
VIII. Operations 营业运作
IX. Finance 财务
X. Industrial Situation 产业情况


WHEN GENERAL AGREEMENT IS REACHED IT
IS TIME TO DO DETAILED DUE DILIGENCE
大致协议达成后，就应该做详细的尽职调查

 Legal Due Diligence
 法律尽职调查
 Financial Due Diligence
 财务尽职调查



WHEN GENERAL AGREEMENT IS REACHED IT
IS TIME TO DO DETAILED DUE DILIGENCE
大致协议达成后，就应该做详细的尽职调查

 Operational Due Diligence



LEGAL DUE DILIGENCE
法律评估
 Needs the assistance of Attorney
 需要律师的协助
 Company documents and registration.
 公司文件和注册
 Company ownership, shareholders, etc.
 公司拥有权，股东等


LEGAL DUE DILIGENCE
法律评估
 Assets ownership free and clear?
 资产拥有权是否是不受限制的？
 Liabilities – how much and to whom?
 负债-数额和债权人？



LEGAL DUE DILIGENCE
法律尽职调查
 Commitments – contractual obligations.
 和约上的责任
 Legal proceedings
 法律诉讼



FINANCIAL DUE DILIGENCE
财务尽职调查
 Needs assistance of an Accountant
 需要会计师的协助
 Income Statement
 收入报表



财务尽职调查
 Balance Sheet Assets
 资产负债表资产
 Balance Sheet Liabilities and Taxes
 资产负债表负债和税额
 Balance Sheet Equity
 资产负债表股东收益


财务尽职调查

 Income Statement:
 收入报表：
 Do the statements have adequate backup?
 有足够的证据支持报表的真实性吗？
 Have they been properly prepared?
 报表是否妥善编制？


财务尽职调查
 收入报表：
 Are the costs correct?
 成本是否正确？
 Has anything been hidden?
 有没有被隐藏着的？



财务尽职调查
 收入报表：
 Is there questionable accounting?
 有没有可疑的会计问题？
 Do some income or expense categories look out
of line?
 一些收入或成本类别是否有不合理的地方？


财务尽职调查
 Balance Sheet Assets:
 资产负债表资产：
 Fixed assets valued correctly? Depreciation?
 固定资产估价是否正确？折旧？
 Accounts Receivable accurate? Current?
 应收账款是否准确？及时？



财务尽职调查
 Verify A/R with customers and versus invoices.
 通过客户和发票确认应收账款
 Inventory good and reasonable?
 存货是否优良而合理？



财务尽职调查
 Inventory valued correctly? Count.
 存货额是否计算正确？数清
 Bank statements.
 银行账目



财务尽职调查
 Balance Sheet Liabilities and Equity:
 资产负债表债务和股东收益
 Loans accurate and current?
 债务准确和及时？
 Accounts Payable accurate? Current?
 应付账款准确？及时？



财务尽职调查
 Balance Sheet Liabilities and Equity:
 资产负债表债务和股东收益
 Verify A/P with suppliers and versus invoices.
 通过供应商和发票确认应付账款
 Is Equity accurate?
 股东收益是否准确？



OPERATIONAL DUE DILIGENCE
营业运作尽职调查
 Technical (product and research capability)
 技术（产品和研究实力）
 Design Process (where do product ideas come
from?)
 设计过程（产品构思从哪里来？）
 Are they unique?
 是否独特？


 Technical (product and research capability)
 技术（产品和研究实力）
 Are they outdated?
 是否过时？
 Designed for marketability or manufacturability?
 是否符合市场和生产情况？


 Industrial (is it capable of functioning well?)
 工业性的（是否能够良好运作？）
 Equipment up-to-date, functional and capable?
 设备是否是新式的，功能性的和有效的？
 Employees trained and capable?
 员工是否经过训练兼能干？


 Factory layout efficient?
 工厂布局是否有效？
 Employee safety records.
 员工安全纪录


 Waste disposal and environmental.
 废料处理和有关环境的



 Managerial 管理人员
 How well is it managed?
 管理是否良好？
 Professional managers?
 职业经理人？



 Managerial 管理人员
 Capable in their functions?
 是否具备职业功能的实力？
 Employee relations.
 与员工的关系
 Efficient and effective?
 是否有效率和成功的？


 Employees 员工
 Job descriptions, compensation, years of service
for each employee.
 各员工的职能介绍，酬金，服务时期
 Knowledge and training.
 知识和训练



 Employees 员工
 Motivated?
 是否有动力？
 Labor disputes?
 劳工纠纷？



 Supply Chain
 供应链
 Is adequate raw material available?
 是否有足够的资源？
 Suppliers capable and reliable?
 供应商是否有实力和可靠？



 Supply Chain
 供应链
 Supply contracts.
 供应和约
 Pricing.
 价格
 etc.等


 Marketing
 营销
 Clear definition of what their business is?
 是否明对本身的生意业务有明确的定义？
 Do they know WHY their customers buy?
 是否知道顾客购买的原因？



 Marketing
 营销
 Do they have a marketing plan?
 是否有营销计划？
 How focused is the company?
 公司策略是否集中？



 Marketing
 营销
 Pricing strategy?
 定价策略？



 Sales
 销售
 Customers – who are they?
 顾客-他们是谁？
 Sales People – capable?
 销售人员-是否能干？



 Sales
 销售
 Distribution Channels – good coverage?
 分销管道-覆盖面是否良好？
 Market Share – capable of growing?
 市场份额-是否能够增长？
 etc. 等


 IT Systems
 高科技系统
 Computer systems current?
 电脑系统是否跟上时代的脚步？
 What systems do they have?
 他们有什么系统？


 IT Systems
 高科技系统
 How are they used?
 如何被使用？
 Insourced or outsourced?
 内部提供或者外包？


 IT Systems
 高科技系统
 Evaluation of effectiveness.
 对使用效率的评价



ARE YOU READY?
是否已做好准备？
 Have you checked everything about the new
venture that you know about your own
business?
 是否对新投资机会做好全面的检查？
 Are you prepared to go forward?
 是否已准备进行下一步？



ARE YOU READY?
是否已做好准备？
 Get appropriate advice and assistance.
 寻求合适的建议和协助
 Be as sure as you can, then GO!
 充分确定之后，就进行！



DE Global/LSD can assist with:
DE Global/LSD 能提供以下协助：
 Market Assessment
 市场评估
 Competitor Strengths and Weaknesses
 竞争对手的强项和弱点
 Finding an appropriate target or structure
 寻找合适的目标公司或结构


 Negotiations assistance
 谈判协助
 Financial Due Diligence management
 财务尽职调查管理
 Operational Due Diligence
 Implementation
 执行

About OrientCredit：

OrientCredit is a licensed Chinese credit reporting, background investigations
and market research agency with an expertise in collecting, analyzing, and
interpreting information necessary to meet your objectives.

What We Can do？
China Company Verification Contact OrientCredit:
China Company Credit Reporting & Checking Add: Room 933, Mintai
Building, Minzhi Avenue,
Commercial & Individual Due Diligence
Baoan District, Shenzhen,
Customized investigation projects PRC
Market Research Tel.: +86-755-3692 1420
Debt Collection Fax: +86-755-6162 4269
E-Mail: info@orientcredit.com
China Orient Credit Information Services Co ., Ltd 61

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