Understanding m&a deals

Reporting Weekly updates via dashboard. Companies We've Worked with. Our Offerings. Project management. The design and function of DealRoom embody the principles of the Agile methodology. FirmRoom FirmRoom is a simple and powerful data room designed around two principles: ease of use and maximum security. Many virtual data rooms are confusing, difficult to use, and full of design flaws which slow down document processing and create bottlenecks.

FirmRoom breaks this pattern without breaking the bank. What are you waiting for? Join us as we gather educational resources, create tools, and train practitioners for the next generation of dealmaking. Contact us. There are numerous reasons to pursue a transaction since acquisitions are often at the center of any debate about expansion strategies. Mergers and acquisitions are justified by several reasons and they should comply with the companies' strategic plans on a case-to-case basis.

Jensen identified another set of reasons, which includes the access to resources or supplies, technological expertise, the acquisition of talents, geographical expansion, new products, and diversification.

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Porter goes beyond the typical motivations for value-creation acquisitions, and addresses the irrational desire to pursue a target attributable to management idiosyncrasies. In other words, vanity, eccentricity and the need of showing power are part of motivations driven by value-creation acquisitions. Alam, Khan, and Zafar conclude that the basic concept behind transaction processes lies on the fundamental assumption that two companies together are more valuable than the sum of their values in separate.

Haspeslagh and Jemison share the same opinion, they believe that the essential task in any acquisition process lies on creating value by merging two organizations. These authors explain that value created through merging is unique and that such value creation would not be possible if the companies were operated in separate. Thus, they corroborate the idea that the analysis, negotiation and internal selling of an acquisition nominee and the offered ultimate premium are based on the main idea of value creation through business combinations. The following paragraphs are an attempt to link these three transaction stages to the wedding metaphor.

The pre deal or flirting phase has two moments. Executives need to address the advantages and disadvantages of organic versus inorganic growth "buy" or "build" analysis throughout the strategic review.

A central question lies on whether the organization has the capability to develop the desired competences internally, as well as on the required cost, time and effort. After reasoning about such matters, executives shall analyze the possibility of buying these competences in the market. Cullinan and Holland reinforce the assumption that significant strategic planning should drive acquisition processes.

They believe that the chance to achieve transactional success increases dramatically when the target business of the company complies with the buyer's strategic goals. According to Hubbard , pre-acquisition planning is a key factor to the acquisition process.

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He states that without proper planning the acquirer is at risk, since the information available to support the negotiations with the target company is limited; therefore, it could limit synergy and jeopardize the due diligence process. According to this author, the understanding about the vision and the planning to go forward are essential to gain and keep the acceptance and the enthusiasm of target employees. Howson states that only after doing a proper strategic review it is reasonable identifying and approaching an acquisition target.

According to Jensen , many companies act prematurely and begin looking for deals without first considering the company that would best meet their strategic goals. Jensen lists five target screening and approaching process phases, namely: a defining objectives and ranking the most important strategic benefits; b establishing criteria, measures and attributes of the target company; c identifying nominees in public and private databases, based on market research; d gathering information; and e contacting prospects.

According to Howson , if an approach leads to mutual interest, both parts will look forward to starting serious negotiations. If there is good match between the parts, the due diligence process can get started. At this point, the two companies agree on getting to know each other better and on sharing critical and strategic information concerning financial, commercial, operational, personnel, legal and tax aspects. As explained by Bing , this phase often takes place after the parts involved in the deal decide that it is feasible and after they get to a preliminary understanding or to what appears to be reachable understanding ; however, at this point the binding contract was not signed yet.

Howson states that a successful due diligence leads to negotiation rounds and, if such negotiations go well, the deal is set. Bing lists topics to be covered during the due diligence process, but he does not define the field this diligence fits into. Drastic consequences can come from unsuccessful due diligences, from overlooking critical areas and, particularly, from non-financial matters.

According to Bing , financial statements provide thumbnail sketches of a business and of its background, as well as give few clues and trigger insights about the company in the present-term, and enable reasonable guessing about its near future. Valuation is also an important point throughout the dealing process. Wilde defines as cynical a person who makes the distinction between value and price, i. According to Damodaran , such profile would fit many investors who see investing as a game and define winning as staying "ahead of the pack".

According to the acquirer, in the buyer's viewpoint, the combined value of the acquired business exceeds the purchase price; on the other hand, in the seller's viewpoint, the price paid is more important than other alternatives, including the continuous ownership of the stand-alone business.

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Naturally, negotiations start at the beginning of the process e. The critical stage during the negotiation process is felt right after the due diligence, when the information gathered during it is added to and factored in the valuation model. A higher premium must be paid if the value predicted for the target company is lower than it was previously thought, fact that could lead to the renegotiation of transaction terms. Closing the deal means signing the Sales and Purchase Agreement "SPA" , and it can be compared to saying "yes" in a wedding ceremony; there is no way back after the deal is closed and the merger is complete.

Then, it is time to celebrate and start the integration and consolidation process. Integration regards the transition period, when the merged entity is designed and set.

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Often, a lot of effort and planning is demanded to accomplish a smooth integration, which involves people, assets, customers, suppliers, technologies, infrastructure and operations Epstein, Consolidation follows the integration process; it is the process when the new entity is already set to work and accomplish the plan, which was the basis for the merger rationale.

The current study follows an exploratory qualitative research design. According to Chizzotti , exploratory studies often clarify situations in order to raise the awareness about them. Such information result in rich and substantial descriptions of the herein studied phenomenon Vieira, Merger talks collapse due to a number of objective and subjective reasons. This type of information is often confidential and treated with a lot of discretion. The qualitative approach was chosen, because the reasons for a failure are not often disclosed.

According to Neves , this approach comprises a set of different interpretative techniques that aim at describing and decoding the components of a complex system of meanings.

Mergers and Acquisitions – M&A

The statement by Malhotra about the sampling technique, which was developed for qualitative research purposes and to select the participants to be considered, addresses it as a non-probabilistic technique, since it relies on personal judgments about the researcher rather than on the possibility of selecting sample elements.

Moreover, data were collected between March and June through 16 in-depth interviews with deal makers from different backgrounds, including corporate and private equity professionals, advisors and investment bankers. Sixteen 16 interviewees were intentionally chosen depending on their experience and on the role they played in the transaction processes; their availability and interview accessibility were taken into account.

The aim was to investigate the entire deal flow and to understand the correlation between different dialogs, as well as between different viewpoints. The sample was firstly divided in five categories of professionals in order to make it easier to each participant to contribute to the research Fig. Source: the authors. Strategy and Business Development "BD" professionals are often brought in before the deal takes shape and put in direct contact with the top management, either if the deal is considered to be made or not.

Strategy and Business Development professionals often participate in the process before, during and, sometimes, after the deal is made.

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They are often responsible for the target or investor approach, for liaising with the valuation teams and attorneys in charge of drafting the SPA, during the due diligence. Integration professionals are consultants hired to conduct the Post Deal Integration work. These professionals are often brought in during the due diligence phase. Sample categorization results can be seen in Table 1 , which presents the following information: the role a person plays in the negotiation, this person's focus on the transaction, the total number of transactions this person has participated in, the number of failed transactions non-deal this person has participated in, and the person's level of involvement.

The names of the participants were omitted for confidentiality reasons, to give them neutral identification column identification.

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Overall, the interviewer was aware of the interviewees' general willingness to cooperate, mainly because of the way the interviews were conducted. It seems that the ideal interview recommended by Lodi was accomplished, i. Some favorable reasons included altruism, and the pursuit of emotional and intellectual satisfaction.

The questions, which were relatively open, were placed according to the interviewee's profile, personal experience and willingness to share. Based on your personal experience, what are the factors leading to the abandonment of a transaction? Think about an emblematic transaction you have participated in, but that was actually not completed. What were the contributing factors leading one or both parts away from the deal? Is there a price to be paid for walking away from a deal?

Please comment. What were the consequences of it? A content analysis was conducted in order to treat the collected information. According to Gill , there is no single perspective on content analysis, but a number of different analysis types. The narratives were transcribed in the pre-analysis stage and, subsequently, assessed and organized according to factors that have led to the abandonment of the transaction process.