Contenu connexe Similaire à Surviving And Thriving (20) Plus de marxgroupadvisors (6) Surviving And Thriving2. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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
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