M&A Integration Training

PURPOSE OF THE COURSE

The M&A Integration Success training course teaches delegates to run rapid but controlled post-acquisition integration programmes that maximise strategic synergies and minimise risk.

Taught by an expert in business integration the course gives delegates a solid grounding in the approaches and techniques used by some of the world’s best companies to deliver value from their acquisitions.

Extensive use is made of case study material. Delegates will leave the course with templates and methodologies that can be taken back to their business and used to give an immediate professional edge to integration activity.

WHAT WILL DELEGATES LEARN

The course will teach delegates how to:

• Realise the full value of each deal through effective post-acquisition integration;
• Focus their integration approach on delivering strategic synergies in full;
• Set a pace that delivers synergies in the shortest timescales consistent with a controlled integration process;
• Decide the most appropriate level of integration;
• Establish control over the integration process and manage risk;
• Lay the foundations for integration success in thorough due diligence;
• Make the most of the crucially important first 100 days;
• Avoid post-integration clashes of management style and organisational culture.

COURSE DATES

December 7-8, 2011
March 15-16, 2012
June 18-19, 2012
September 17-18, 2012
December 10-11, 2012

Course Cost: £1200 plus VAT for two day course.

ABOUT OUR TUTORS

All our tutors are veterans of numerous integration projects as both corporate managers and professional advisors.

Lead tutor on the M&A Integration Success programme is Andrew Scola. Working for PwC, IBM and Deloitte consultancies, Andrew advised clients on numerous multi-national acquisitions and divestitures, delivering integration and separation programmes to clients across financial services, life sciences, consumer business, media and high-technology industries. After leaving the 'Big 4', Andrew worked was Head of Post-Acquisition Integration for a global healthcare company, and he has subsequently co-founded a specialist M&A consultancy based in London. Recent clients include Skype, where Andrew led the $3bn separation of Skype from eBay (one of the first major Private Equity deals since the Credit Crunch).

COURSE STRUCTURE AND CONTENTS

Day 1 – Laying the Foundations

M&A Integration Overview

• Linking pre-deal strategy to post deal integration;
• Why mergers fail? – defining success;
• What is integration, and its objective?
• Integration strategies;
• What to expect during integration?
• Transforming the business.

Planning For Integration

• Establishing integration priorities during due diligence;
• Integration checklist;
• 100 Day planning and Day 1;
• Planning for “the dip” in productivity and service;
• Reviewing integration readiness.

Establishing and Controlling the Integration process

• Integration drivers – synergies, how deep to cut;
• Establishing momentum – speed, cost and control;
• Integration governance - board supervision; integration standards, risk management;
• Integration Management - mobilization, integration management office, parallel planning process;
• Integration Control - progress reporting, detailed plans, change control.

Day 2 – Delivering the Integration

Human Resources

• Setting the structure – People selection and key staff retention;
• HR support to the integration process;
• Cultural integration;
• Harmonising pay and benefits.

Communications

• Managing communications for the integration;
• Day 1 communication;
• A two way process – bringing the company together through communications.

Information Technology

• Determining the optimum level of IT integration;
• Common IT issues in integrations;
• IT’s impact on other integration streams.

Finance

• Integrating the finance teams;
• Establishing a common reporting format.

Sales and Marketing

• Brand, channel and product management;
• Customer management – account management, price, service and share;
• Revenue generation – cross selling and selling up;
• Communications – the customer perspective from Day 1 onwards.

Consolidating Operations

• Benchmarking, process reviews and eliminating duplication;
• Head office and site consolidation;
• Procurement, R&D, Legal and HSSE.

Learning Through Doing

• Lessons for the next integration;
• Understanding the “Chain of Events”;
• Being better prepared next time.

WHO SHOULD ATTEND?

The course is designed for directors and senior managers involved in or responsible for the integration of business acquisitions and mergers:

• Managing Directors;
• Operations Directors and Managers;
• HR Directors and Managers;
• Finance Directors and Financial Controllers;
• Integration Directors and Team Leaders.

RECENT DELEGATES

Delegates from the following major companies have attended recent CDS courses:

• e2v
• Macmillan Publishing
• Thomson Reuters
• Sealed Air
• First Rate Transaction Services
• Arcelor Mittal
• Northern Trust Global Investments
• Westway Services
• Chartered Quality Institute
• Ingenico
• Two Sisters Food Group
• ITW
• Dong Energy
• Spirax Sarco
• Abcam
• Alfa Laval
• Rafael Defence Systems
• Mubadala Development Corporation

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