IMC M&A Internal
Overview
IMC – The pluses make the difference
2 IMC Business Lines
Program Research
Conceptual Development
Implementation Optimization Continuation
Mergers & Acquisition
Management Consultancy
Executive Search
Human Capital
Management
Interim Management
IMC – The pluses make the difference
3 IMC Global Organisation
IMC STRUCTURE
Management Team
Regional Principals
Practice Leaders
IMC M & A CLUSTER
MENA, North America, South America, EU,
Eastern Europe, Africa
IMC GLOBAL ORGANISATION FMCG, Industrial & Manufacturing, Finance & Banking ,
Executive Recruitment, Renewable Energies, Venture Capital, Property & Construction, Hospitability & Leisure, Legal, Healthcare, Public Services, B2B, Military, Transport &
logistics, Services, Life Sciences, Automotive
What Sets’
us apart
Like Minded
Organisation
Independent professionals
Consultants and advisors
Individually invited to IMC
Hands On
Extensive experience
Global vision
Wide range of sectors
Code of conduct
Ethics & ROI
Cost structure
Functional
Experience
CxO
Corporate Governance
HR & HCM
Risk Management
Change Management
Operations
Lean, supply and Logistics
B2B
Sales & Marketing
E commerce
Project Management
Tax & Legal
IMC – The pluses make the difference
4 IMC M&A Group – Foundation
Bad news – Most Acquisitions fail.
Integration Phases
Soft Factors
M&A’s are a strategic tool – Need a clear strategy.
Need researching.
Mergers & Acquisitions are incredibly risky business - For Buyer & Seller.
Get it wrong – Will cost a fortune.
Get it right – Substantial Upsides.
High Risk decision processes are familiar to management teams.
30% success rates can be normal in many decision environments.
Economics of acquisitions are different to “normal” business decisions.
IMC – The pluses make the difference
5 IMC M&A Group – Support
25 M&A advisors within a global organisation of 100.
Global presence – Cross Bordering – Wide sector coverage.
Experience across M&A processes.
Local and sectorial “insight”.
Highly experienced like minded independent advisors and consultants.
Developing winning strategies.
Risks avoidance.
Planning for success.
“Hands on” Business experts.
Knowledge, know how and experience.
Global cross functional team - Hidden learning and distraction costs.
Advisors into the decision making process.
IMC – The pluses make the difference
6 IMC M&A Group – Market Targets
Upstream – Buyer side.
Investment groups seeking portfolio opportunities.
Corporations searching acquisition opportunities.
Businesses with a defined acquisition strategy.
Downstream – Seller side.
Businesses seeking additional funding.
Businesses for sale / equity deals.
IMC – The pluses make the difference
7
Does the business have firm foundations to start an acquisition. • Existing business. • Diversion and distraction. • Skills and resources. • Management time – stress. Does the business have a clear strategy and strategic approach. Acquisition Targets. Considered not opportunist. Alternatives. Consideration to potential market developments.
Understanding the Market. Consideration to market developments. Targets business model. Integration strategy. • Extra Value – Value the business • Soft Factors Developing synergies. Due diligence – problem areas. Price and negotiation. Preparation – internal and external processes and relationships.
Thorough planning. Communication. Leadership. Change management. Cultural differences. Key Staff - Evaluation / Buy in. Customers & Market trends. Core business. Distraction.
Concrete Strategy Evaluation and Deal Integration
IMC M&A Group – Acquisition strategy
IMC – The pluses make the difference
8
Analysis of the acquirer and the market. Evaluation of expansion strategy. Establish acquisition criteria. • Hard / Financial. • Soft / Operational. • Competencies • Size • Geography • boundary conditions Establish value-adding factors.
Target identification approach. IMCs global cross sector contacts. Exploiting contacts & gathering knowledge. Continuous fine tuning of prospect short list. Timing. Selected opportunities • Initial contact. • Motivation.
Confidentially. Valuation techniques and method. Structured detailed evaluation. Negotiation tactics & procedure. • Definition. • Continuous review. • Best alternatives. • Differences.
Legal’s & Financials. Due Diligence. • Ground work. • Coordination. Advanced preparation of post integration strategy.
Last Friday / First Monday. • Uncertainty. • Communication. • Integration Strategy. • People decisions. • Change. • Coaching. Interim
Management Consultancy – 4 P’s. Control / Auditing. Human Resources. Management. Marketing. Operations. Leadership. Organization. Consolidation.
Client & Market development. Appropriateness of changes. Corporate alignment. Corporate integration & Contribution. Core business(s)
Strategic &Acquisition
Planning.
Acquisition Target
evaluation.
Deal Management
.
Integration Management
.
Corporate Development
.
IMC M&A Group – Acquisition services
IMC – The pluses make the difference
9
Does the business have firm foundations to be sold. Owners Objectives Clear strategy. Define leadership Structure • Management. • Ownership. • Structured approach. Establish timing window. • Optimize. • Window of opportunity. Clear and comprehensive documentation.
Understanding the Market and market developments Target potential buyers. Evaluate parameters / drivers for the buyer. Consistent info-memo for the buyer in-line with drivers? Contact to potential buyer.
Selection process – interested offers. Buyer qualifications Establish bidding contest. Optimise transaction structure. Excessive guarantee avoidance.
Preparation Intelligent Marketing Results Optimisation
IMC M&A Group – Sale strategy
IMC – The pluses make the difference
10
Analysis of the market and potential investors / acquirers Developing value-added synergies. Scope of Deal Establish acquirer criteria. • Hard / Financial. • Soft / Operational.
Confidentiality. Protect market / brand position. Global search. • Identify potential
buyers / investors. Buyer Research: • Potential interest. • Evaluate resources. Direct contact. Marketing strategy. Spin Off & MBO.
Interested offer selection. Process optimization. Information flow management. Coordination. • Meetings. • Deadlines.
Best offer selection. Negotiation. Cost and transaction structure. Contract negotiations. Operational closing.
Post Sale Support: • Differentiation
Strategy. • Strategic change. • Communication. • Reorganisation. Interim Management Consultancy – 4 P’s. Control and Auditing. Human Resources. Management. Operations. IT Management. Leadership. Organization. Logistics.
Strategic Planning
Marketing Bidding contest
Closing Sucess
IMC M&A Group – Sales services
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