Post on 01-Nov-2014
description
The Recruiter’s Role in the Merger & Acquisition
Jonathan D. Nicholas, AECS CRB CRSThe Virtual CEO
Jonathannicholas.com
©2009 The Company CEO, Inc. All Rights Reserved
©2009 The Company CEO, Inc. All Rights Reserved
Core Values
Target Profile
Company Culture
Envisioned Future
Company Appetite
The Recruiter Knows
©2009 The Company CEO, Inc. All Rights Reserved
Eyes in the Back of your Head
◦Statistical Data & Projections
Ears to the Ground
◦Events & Opportunities
Target & Identify
©2009 The Company CEO, Inc. All Rights Reserved
Statistical Data & Projections
◦Crash & Burn
◦Downward Trajectory
◦Loss of Market Share
◦High PPP
◦Upward Trajectory
◦Strong where you’re Week
Target & Identify
©2009 The Company CEO, Inc. All Rights Reserved
Events & Opportunities
◦Broker Retiring
◦Over-extended
◦Conflicts in Office
◦Loss of Lease or Consolidation
◦Partner Conflict
◦Change in Ownership
◦Ownership Distractions
Target & Identify
©2009 The Company CEO, Inc. All Rights Reserved
Hardest part of the process:
◦The First Call!
Campaign & Contact
©2009 The Company CEO, Inc. All Rights Reserved
Modify your Weekly Schedule
◦Small Independent
◦Industry Vendor
◦Top Quartile Producer
Campaign & Contact
©2009 The Company CEO, Inc. All Rights Reserved
Choose Your Weapon(s)
◦Direct Mail
◦Phone
◦Advertising
Campaign & Contact
©2009 The Company CEO, Inc. All Rights Reserved
Use Your Weapon
Campaign & Contact
©2009 The Company CEO, Inc. All Rights Reserved
The Message
◦Looking for growth opportunities…
◦We are an aggressive entity in the market
◦Considering merging with a strong partner
◦Tired of the details…
◦Where do you want to be in 5 years…
◦ Is it time for two great companies to…
◦Are you ready for a conversation…
Campaign & Contact
©2009 The Company CEO, Inc. All Rights Reserved
The Texas Two-Step
◦Fact-finding Interview
Perfect the ART of Interviewing
◦The Culture Quotient
The Conversation
©2009 The Company CEO, Inc. All Rights Reserved
Productivity
Policies
Marketing Materials & Policies
Facilities/Equipment
Cost Structure & Compensation
Company Events
Performance Strategies
Support & Recognition
The Conversation
©2009 The Company CEO, Inc. All Rights Reserved
The Financials
Due Diligence
The Evaluation
The Letter of Intent
Negotiation
Executed Agreement
Turn to the Experts
©2009 The Company CEO, Inc. All Rights Reserved
Preparation ◦Welcome Kits◦License Transfer◦FAQ◦Desk Options◦Company Benefits/Support◦Announcements & Cards◦Compensation◦Orientation
Taming the Transition
©2009 The Company CEO, Inc. All Rights Reserved
Alerting the Key Agents
Creating a Merger Committee
The Buddy System
Announcement(s) & Availability
Taming the Transition
The Recruiter’s Role in the Merger & Acquisition
Jonathan D. Nicholas, AECS CRB CRSThe Virtual CEO
Jonathannicholas.com
©2009 The Company CEO, Inc. All Rights Reserved