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Developing Business and Acquisition Plans--Phases 1 2 of the Acquisition Process

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Developing Business and Acquisition Plans--Phases 1 2 of the Acquisition Process

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    1. Developing Business and Acquisition Plans--Phases 1 & 2 of the Acquisition Process

    3. Current Learning Objectives Primary learning objectives: To provide students with an understanding of a highly practical �planning based� approach to managing the acquisition process and the issues associated with each phase of the M&A process Secondary learning objectives: To provide students with an understanding of selecting the correct strategy from a range of reasonable alternatives and how to develop an acquisition plan

    4. The Acquisition Process Pre-Purchase Decision Activities Post-Purchase Decision Activities Phase 1: Business Plan Phase 2: Acquisition Plan Phase 3: Search Phase 4: Screen Phase 5: First Contact Phase 6: Negotiation Phase 7: Integration Plan Phase 8: Closing Phase 9: Integration Phase 10: Evaluation

    5. Phase 1: Business Plan Industry/market definition

    6. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers)

    7. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers) Internal analysis (strengths and weaknesses as compared to the competition)

    8. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers) Internal analysis (strengths and weaknesses as compared to the competition) Opportunities/threats (from external and internal analyses)

    9. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers) Internal analysis (strengths and weaknesses as compared to the competition) Opportunities/threats (from external and internal analyses) Business vision/mission

    10. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers) Internal analysis (strengths and weaknesses as compared to the competition) Opportunities/threats (from external and internal analyses) Business vision/mission Strategies (cost, differentiation, focus, or some combination)

    11. Phase 1: Business Plan Industry/market definition External analysis (customers, current competitors, potential entrants, substitute products, and suppliers) Internal analysis (strengths and weaknesses as compared to the competition) Opportunities/threats (from external and internal analyses) Business vision/mission Strategies (cost, differentiation, focus, or some combination) Implementation strategy (selected from range of reasonable options) Solo ventures or �go it alone� Merger or acquisition Alliances (including JVs, partnerships, and licensing) Minority investments and Asset swaps

    12. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives)

    13. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable

    14. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review

    15. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences

    16. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences Search plan

    17. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences Search plan Negotiation strategy

    18. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences Search plan Negotiation strategy Determine initial offer price

    19. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences Search plan Negotiation strategy Determine initial offer price Financing plan

    20. Phase 2: Acquisition Plan Plan objectives (support the realization of key business plan objectives) Timetable Resource/capability review Management preferences Search plan Negotiation strategy Determine initial offer price Financing plan Integration plan (or �exit strategy� for financial buyers)

    21. Things to remember... The success of an acquisition is dependent on the focus, understanding, and discipline inherent in a thorough and thoughtful business plan An acquisition is only one of many options available for implementing a business plan Once a decision has been made that the implementation of the firm�s business strategy requires an acquisition, an acquisition plan is required.

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