Andy West, Jeff Rudnicki
You need to understand the sources [of M&A revenue synergies], and there are three places we can categorize. One is where you sell. That includes new channels, cross-selling to existing customers, geography expansion. Then there is how you sell. This is where the sales force effectiveness or channel coverage matters. Then there is what you sell. Is the deal bringing new products or new bundles … [ Read more ]
Content: Quotation | Authors: Andy West, Jeff Rudnicki | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
How Lots of Small M&A Deals Add Up to Big Value
New research confirms that companies that regularly and systematically pursue moderately sized M&A deliver better shareholder returns than companies that don’t.
Content: Article | Authors: Andy West, Jeff Rudnicki, Kate Siegel | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
A Deal-Making Strategy for New CEOs
New CEOs typically raise the tempo of transactions at first, then the pace slows down. Is that costly?
Content: Article | Authors: Andy West, Michael Birshan, Thomas Meakin | Source: McKinsey Quarterly | Subjects: Corporate Governance, Management, Mergers & Acquisitions
How the Best Acquirers Excel at Integration
The same handful of integration challenges vex companies year after year. New survey data suggest how high performers stay on top.
Content: Article | Authors: Andy West, Oliver Engert, Rebecca Doherty | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
Rebecca Doherty, Spring Liu, Andy West
Because there are often different owners throughout a company’s M&A process, it can be particularly tricky to put proper incentives in place for each one. So, incentives must balance the promotion of post-integration success with the successful execution of an individual’s role.
Content: Quotation | Authors: Andy West, Rebecca Doherty, Spring Liu | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
M&A as Competitive Advantage
Treating M&A as a strategic capability can give companies an edge that their peers will struggle to replicate.
Content: Article | Authors: Andy West, Cristina Ferrer, Robert Uhlaner | Source: McKinsey Quarterly | Subjects: Mergers & Acquisitions, Strategy
Taking a Longer-Term Look at M&A Value Creation
Companies that do many small deals can outperform their peers—if they have the right skills. But they need more than skill to succeed in large deals.
Content: Article | Authors: Andy West, Robert Uhlaner, Werner Rehm | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
Mastering Sales Force Integration in a Merger
Companies can seize the opportunity in mergers by involving employees and customers in the integration process, retaining critical staff, generating momentum by quickly winning key accounts, and serving the right customers in the right way.
Content: Article | Authors: Ajay Gupta, Andy West, Tom Stephenson | Source: McKinsey Quarterly | Subjects: Marketing / Sales, Mergers & Acquisitions