Beyond The Deal Training Brochure 2011

DELIVERING SUCCESSFUL ACQUISITION INTEGRATION

2011 / 2012 CalendarLondon - Birmingham - Manchester - New York City - Amsterdam

“Beyond the Deal was able to put theory into practice, relating it directly

to specific business issues. They provided an excellent training course

and ongoing support.” Kevin Sankar,

E.ON Energy Services

“The small group on the course enabled an open and interactive discussion, well

facilitated by Carlos, on what is often an area of M&A that is sometimes not

focused on sufficiently during the process”.

Phil Dolphin, Finance Director of Coil Coatings in AkzoNobel

“Well presented, relevant and presented by somebody with real

experience” Lorna Evans,

Exploration Logistics

In times of economic uncertainty, leaders recognise that mergers and acquisitions can help businesses outperform their peers and stay one step ahead of the competition. M&A outcomes however continue to vary enormously, with roughly half of all deals still failing to deliver the financial value or strategic benefits intended. While most underperforming acquisitions will eventually settle, such deals commonly inflate integration timescales and operating costs, cause significant disruption to management and staff, and in many cases continue to erode profitability for years beyond closing.

Today’s market conditions mean that getting integration right is even more important, both for businesses and their leaders. Even during the ‘good times’ of the M&A boom of the 1990s, 47% - almost half – of CEOs in acquiring businesses were replaced by their Boards within five years of deal announcement. While customers and investors will reward successfully-executed inorganic growth, they will also punish signs of business inertia or distraction. Acquirers who think ahead, understand the broader scope and impacts, set out the right course for integration, and start the journey well are more than likely to

arrive on time, on budget, and where they expected, with reduced risk of unexpected or unmanageable problems along the way.

Effective planning and execution of integration is the key that unlocks the potential of your new acquisition, turning it into the reality of high business performance, competitiveness, and profit. It has a direct, immediate impact on the bottom line, accelerates deal benefits, retains customers, key talent and strategic capability, and lifts EBITDA and market value. Businesses that outperform their peers excel in M&A; those that excel in M&A use successful integration – quick, focussed, efficient, and at minimum cost, risk and disruption to their businesses – as a source of real competitive difference.

M&A is back, but the fragile

economy provides both opportunity

and risk for the potential

acquirer.

DELIVERING SUCCESSFUL ACQUISITION INTEGRATION 2011/2012 London - Birmingham - Manchester - New York City - Amsterdam

Successful integration is the key that unlocks M&A potential.

www.beyondthedeal.com/training.html

“Clearly experts in their field”

Andrew Goody, Bibby Financial

Services Ltd.

Selecting The Best Targets Pre-deal:

What kinds of acquisitions should we be making, and why? Are the proposed benefits of the deal realistic and achievable?

Is this deal in the best interests of our business long-term, and at the right price?

Why has my last acquisition not delivered to expectations, and what can I do to improve the situation next time?

Over and above being a good strategic fit, is the target business - and its leadership – really going to be able to deliver beyond integration?

Integrating To Retain Value & Deliver Benefits Post-close:

How can we be ready for Day 1 and the first few steps post-close?

How can integration be delivered and managed alongside business as usual?

How important will culture and communications be to the success of this deal, and what should I do about it?

How do I retain and motivate people within both businesses during the difficult changes ahead?

How do I build strong management teams across the deal divide?

How can I be sure integration is delivering the goods with minimum disruption to operations? How can I make course corrections quickly to address unexpected problems?

How should I address specific issues such as branding, headcount reduction, relocation, IT and HR?

How do we make the most of our experience of past deals; and how can we learn to do it better for ourselves in the future?

Our one-day training course

will help you address the

following questions:



Preparing The Businesses For Integration Pre-close:

What objectives and priorities will need to be set to achieve my acquisition goals post-close?

How should the combined business look, feel, and operate once the deal is done?

How should integration be structured and planned to realise the ultimate acquisition objectives while minimising cost, risk and disruption to the on-going business?

How will integration costs, benefits and risks impact my P&L and balance sheet over the next few years?

How do I prepare my own business and the leadership team so that they are capable of managing integration and the new, larger business?

Things You Will Take Away From This Training Course:

Practical approaches and techniques to ensure your acquisition strategy, target assessment and due diligence considers, and is informed by, subsequent integration;An understanding of what makes integrations successful, and guidance on how to implement this in your own acquisition;Approaches to developing a post-close business model and end-to-end integration plan that supports your acquisition strategy, business case and targets (strategic, financial, commercial and operational);Ways to structure and manage your integration to deliver results quickly while minimising risk and disruption to your day-to-day business;Specific considerations for HR, IT, Communications and other areas especially important to successful integration;Practical advice on how to identify and address leadership, cultural and other people issues early.

Additional Benefits Of Attending:

Provides a fresh, objective perspective to your current integration approach and challenges;

Confirms key priorities and ‘must do’s’ for the future;

Answers specific questions relating to an upcoming integration;

Injects best practice thinking, tools and techniques into your integration;

Gives business leaders an opportunity to reflect and discuss their own experiences; group learning in a secure environment;

Begins the process of planning for your next acquisition and integration.

Attendees will also take home a copy of all presentation materials, including a set of checklists to help guide your planning and preparation for integration.

This course is targeted

at people delivering

acquisition benefits

or leading integration.

CEOs and MDs, Finance Directors/

CFOs, Directors and Managers of Strategy,

M&A and Business Development, HR

Directors & Managers, and other functional

leaders involved in leading acquisition and

integration.

1. 2.

3.

4.

5.

6.


“Experienced, knowledgeable, open-minded, very professional and organised, but very operational

and accessible, Beyond the Deal were key to our success.

I would be delighted to work with them again.” Finance Director, Lisi Group

“Beyond the Deal helped codify one of our key sources of advantage. They delivered an excellent

process and product, leaving us with a guide that is the culmination of 10 years of ground-breaking

M&A activity within the mining sector and a valuable toolkit that Xstrata can benefit from in the

future.” Thras Moraitis, Executive General Manager of Group Strategy and Corporate Affairs, Xstrata



Integration Specialists Helping Clients Make M&a Work:

Course Presenter: Carlos Keener Carlos is an M&A integration expert, with over fifteen years of integration, business restructuring and improvement, and project management experience. He advises businesses on corporate and acquisition strategies, design of post-deal operating models, operational performance reviews, and delivery of major business integration, restructuring and improvement. Past clients have spanned most sectors and geographies, and include GlaxoSmithKline, Tata-Corus, EMI, Marks & Spencer, Colgate Palmolive, and E.On; as well as numerous mid-market and smaller businesses. Carlos regularly speaks at industry and executive events in the UK and Continental Europe on acquisition and integration topics.

Course Presenter: Lynda FarmerLynda is a specialist in communications, change management, and engagement of leadership teams and employees during restructuring programmes. Her corporate experience includes roles as Head of Internal Communications at Wolseley, Mars, and London Underground; and Global Divisional Director at Motorola. Her consulting support of businesses such as British Airways, Barclays, Xstrata, Kimberly-Clark, WHSmith, Halifax, and Sainsbury’s has revolved around development and management of communications strategies, development of integration best practice, and interim management of communications teams.

Our aim is to help improve the performance and

success of M&A across sectors and

geographies.


Course Presenter: Colin HopkinsColin is an integration specialist with over 10 years of international experience in the IT and Telecoms sector, and former Integration Director at British Telecommunications. Working in highly-complex programme environments operating across multiple geographies across the globe, Colin’s strong collaborative style, technical competence in execution, and understanding of strategy has consistently delivered enhanced post-merger business performance. For Colin, integration success is strongly linked to the ability to cross the divide from strategy to execution, a skill he brings to all his work with clients.

Course Presenter: Adam TynerAdam has ten years of experience in general management and consulting in organisational strategy and design. He has supported M&A integration, cultural alignment and restructuring initiatives across multiple sectors, helping firms such as Pfizer, Wyeth, Morgan Stanley, and Tata-Corus. As a general manager, he led business units through a variety of situations including start-up, rapid profit improvement, entry into new geographies, turnaround, and restructuring, and he brings this operational and general management perspective to his client work. Adam is a graduate of Harvard University, and holds an MBA from the Tuck School of Business at Dartmouth.

Course Presenter: Barbara Vrdlovec

We do this by delivering practical and useable advice, guidance and support that managers can adapt, adopt, and immediately apply back in their own businesses. Our team are themselves practitioners in the field, regularly helping the largest businesses across sectors and around the world. We deliver professional in-depth training courses on integration best practice approaches, tools and techniques, all of which come directly from our own experiences, supported by Beyond the Deal research, benchmarking and case studies. This commercial experience enables our presenters to address common issues that acquirers face when working towards successful acquisition and integration.

Barbara is experienced in organisational design and delivery of new business models following acquisition or restructuring. Fluent in English, German, Italian and French, her over 10 years of experience in management consulting and line management has covered most sectors and geographies across the globe, and includes organisations such as Mondi, Toshiba, Nokia Siemens Networks and Erste Bank. A strong advocate of Stephen Covey and his focus on an individuals’ contribution to business and personal success, Barbara understands the complex interplay of people, processes, systems, culture, structure and governance; and how to align them post-acquisition to accelerate delivery of acquisition goals and high business performance. Before joining the Beyond the Deal team Barbara worked for Accenture and Austrian Airlines. She holds a degree from the Vienna University of Economics and Business Administration and a CEMS Master‘s Degree in International Management.

Session Agenda

Part I: Connecting The Dots Pre-deal

Developing an Acquisition and Integration Strategy Setting and Measuring Integration Objectives Target Assessment and Integration Due Diligence Financial Modelling for Integration, Implications for Target Valuation Assessing Leadership Teams and Target Culture Cooling Deal Momentum: Assessing and Managing Risks Pre-Deal

Part II: Planning And Preparing For Integration

Operating Model Design & Operational Restructuring Planning & Structuring Integration Programmes Selecting an Integration Manager & Team Preparing Management for Integration Preparing for Day 1

Part III: Managing Integration

Conducting Integration Programmes – Measurement, Reporting & Governance Selecting and Retaining the right people to manage the business post-close Retaining Performance and Value: Challenges to your business in the first 100 days Internal and External Communications during Integration Understanding & Aligning Cultures Post-Deal Integrating Core Processes, Structures and SystemsCross-border Integrations Understanding and Managing Integration Risk Transition to ‘business as usual’, measuring acquisition and integration success

Part IV: Consolidating Learnings From The Day

Summary of key lessons/review of integration checklists Facilitated small group discussions of specific integration topics of interest Action Planning



“The course was full of comprehensive

knowledge and the sharing of materials

and experiences in a confidential

environment. For a senior M&A practitioner

the structure of the day provides an

insightful opportunity to update your global

capability and to reflect on processes that

you could integrate into your established “toolkit”. For anyone

new to M&A or who is still developing their

career in this area the day provides a unique

learning experience. All attendees leave with

materials including templates that can be

immediately applied in their organisation.

Carlos and Lynda have complementary skills.

Their approach to limiting each course

to a small number of delegates allows for a more enriching day”.

Sheila Coyle, Chief Executive Officer, Sheila

Coyle Associates Limited


Beyond the Deal also provide in-house briefings, training courses and workshops on acquisition and integration.

If you are interested in holding a customised event for your business leaders, email [email protected],or call +44 (0)20 6070 6001.


Date Location Venue

25 MAY 2011 LONDON UK Date: Time: Venue: Cost:

Wed 25 May 20119:00am - 5:00pm Greener House, 66-68 Haymarket, Lodon, SW1Y 4RF £570

21 SEPT 2011 BIRMINGAHM UK

Date: Time: Venue: Cost:

Wed 21 Sept 2011 9:00am - 5:00pm TBC£570

6 DEC 2011 LONDON UK

Date:Time:Venue:Cost:

Tues 6 Dec 20119:00am - 5:00pm3 Devonshire Street W1W 5DTEarly Booking Rate £474 - £570 After Oct 5th

23 February 2012 NEW YORK CITYUSA


Wed 14 March 20129:00am - 5:00pmTBC£570

14 March 2012 MANCHESTER UK


Wed 14 March 20129:00am - 5:00pmTBCEarly Booking Rate £474 - £570 After Jan 13th

19 April 2012 AMSTERDAMNETHERLANDS


Thur 19 April 20129:00am - 5:00pmTBC£570

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Terms and Conditions: Cancellations received in writing or by email more than 28 days prior to the course date will incur no charge. Those received 14 to 28 days prior to the course date will be charged 50% of the agreed cost of the course or event. Those received less than 15 days prior to the course date will be charged in full. Substitution of attendees is allowable with 7 days’ notice.

Beyond the Deal LLP reserves the right to alter or cancel a course or event due to unforeseen circumstances. In cases of cancellation, a full refund will be offered.

DELIVERING SUCCESSFUL ACQUISITION INTEGRATION

A One Day Training Course

2011/2012 London - Birmingham - Manchester - New York City - Amsterdam

To see our calendar of training courses, seminars and events, please visit our website

www.beyondthedeal.com

©2011 Beyond the Deal LLP. All rights reserved.

Beyond the Deal LLP

20 Hanover SquareLondon, W1S 1JYUnited Kingdom+44 (0) 20 7060 6001

Ten Post Office SquareBoston, MA 02109United States+1 617 863 6001

Selection of companies who attended previous events

Beyond The Deal Training Brochure 2011

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Transcript of Beyond The Deal Training Brochure 2011