M&A integration growth synergy

M&A Integration
Growth: Sales & Marketing
www.ddavisconsulting.com
©2017DDConsulting
DD Consulting
M&A Integration and Carve out

© 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
Communications
Due Diligence Sign Close Interim State End State
Valuation & DCF
Playbook / Methodology / Tools / 6,000 line checklist

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

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

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

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

DD Consulting
Governance Functions: HR, IT, Finance, Procurement, ….
Efficiency
Integration Strategy Day 1
Synergy
Communications
Valuation & DCF
Playbook / Methodology / Tools / 6,000 line checklist

DD Consulting
Customer Analysis
Day 1
Cross & Up Sell
Portfolio Growth
Customer Experience
Product Analysis Pricing
NDP
Sales Force Review
Sales Support
Sales Order Management
Marketing Strategy
Review External Relationships
Brand Review
Communications
Competitor Response
Synergy Analysis, Planning & Delivery

DD Consulting
Cross Sell & Up Sell
Product
Review
Customer
Gains List
Create
Materials
Training
Review
People
Create First
Wins
Portfolio Opportunity: small spend, large customers

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
(IMO)
Integration
governance
Culture Assessment Day 1
Executive
Alignment
Synergies
Integration
Efficiencies
Integration Strategy
Coaching your
deal
Risk Workshop
Knowledge
Management

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

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

M&A integration growth synergy

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