How To Develop A Deal

• Prioritize the strategic over the opportunistic. In acquisitions, deals driven by the strategic priorities of the acquirer’s business following, say, a review of its existing asset portfolio are more likely to succeed than opportunistic transactions arising from the sudden availability of a target.
• Prioritize value creation right from the start. Ruthless prioritization and tracking of the areas that will have the most impact — in both value and potential barriers to delivery — enable you to focus resources and hit the ground running.
• Create a broad and detailed value creation plan. Though important, prioritizing value creation is not enough. The most successful acquisition blueprints are both detailed and broad.
• Focus on people, culture, and intangibles. As companies become more dependent on talent, technology, and intellectual property and less on physical assets, issues involving people and intangible assets steadily become more important in planning how to realize value from an acquisition.
• Invest in integration spending, which pays dividends. Our research shows that companies that spend more time and money on integration of the acquired entity — and focus on it early in the process — achieve better outcomes.

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