The Recruiter’s Role In The Merger & Acquisition

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


Core Values

Target Profile

Company Culture

Envisioned Future

Company Appetite

The Recruiter Knows


Eyes in the Back of your Head

◦Statistical Data & Projections

Ears to the Ground

◦Events & Opportunities

Target & Identify


Statistical Data & Projections

◦Crash & Burn

◦Downward Trajectory

◦Loss of Market Share

◦High PPP

◦Upward Trajectory

◦Strong where you’re Week

Target & Identify


Events & Opportunities

◦Broker Retiring

◦Over-extended

◦Conflicts in Office

◦Loss of Lease or Consolidation

◦Partner Conflict

◦Change in Ownership

◦Ownership Distractions

Target & Identify


Hardest part of the process:

◦The First Call!

Campaign & Contact


Modify your Weekly Schedule

◦Small Independent

◦Industry Vendor

◦Top Quartile Producer

Campaign & Contact


Choose Your Weapon(s)

◦Direct Mail

◦Phone

◦Advertising

Campaign & Contact


Use Your Weapon

Campaign & Contact


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


The Texas Two-Step

◦Fact-finding Interview

Perfect the ART of Interviewing

◦The Culture Quotient

The Conversation


Productivity

Policies

Marketing Materials & Policies

Facilities/Equipment

Cost Structure & Compensation

Company Events

Performance Strategies

Support & Recognition

The Conversation


The Financials

Due Diligence

The Evaluation

The Letter of Intent

Negotiation

Executed Agreement

Turn to the Experts


Preparation ◦Welcome Kits◦License Transfer◦FAQ◦Desk Options◦Company Benefits/Support◦Announcements & Cards◦Compensation◦Orientation

Taming the Transition


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


The Recruiter’s Role In The Merger & Acquisition

Business

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