Description
Acknowledgments Executive Summary The Strategic Playbook 1 The Investment Case: The heart of the M&A leader’s playbook Tool 1.1 Investment Case 2 Focus: Which drives everything else 3 Plans: Strategy precedes execution Tool 3.1 Situation Analysis Checklist Tool 3.2 SWOT Tool 3.3. Business Planning 4 Innovation: A fundamental strategic choice Tool 4.1 BRAVE Innovation The Commercial Playbook 5 Organic Revenue Growth: So valuable. 6 Customers: From which all new value flows 7 Marketing & Sales: Which every organization must do Tool 7.1 Purchase/Sales Funnel Management Tool 7.2 Marketing Planning Tool 7.3 Creative Brief Tool 7.4 Strategic Selling The Operational Playbook 8 Cost Optimization: To free up resources to fuel commercial growth 9 Operational Excellence: Supply chain, distribution, continual improvement Tool 9.1 Team Charter Tool 9.2 Milestone Management 10 Technology: Because all companies are technology companies today The Financial Playbook 11 The Deal/Due Diligence: iteratively Tool 11.1 Culture Tool 11.2 Negotiating Tool 11.3 Due Diligence Checklist 12 Financing the Deal: The different options 13 Further M&A: Enabling commercial and operational success The Governance Playbook 14 Regulatory: And the license to play 15 Financial Governance: Always necessary 16 The Board: And its multiple roles The Organizational Playbook 17 Culture: The underlying root cause of nearly every merger’s success or failure 18 Incentives: Show me how they’re paid and I’ll tell you what they do 19 Leadership: Starting with the core leadership team Tool 19.1 Team/People Assessment 20 People: Acquire, Develop, Encourage, Plan, Transition Tool 20.1 Future Organizational Capability Planning Tool 20.2 Talent Management Tool 20.3 Recruiting Brief 21 Politics: What current and new leaders need to know organizationally and personally The Change Management Playbook 22 Integration Leadership: Start here 23 Change Management: Leading through the point of inflection Tool 23.1 Alignment Workshop Tool 23.2 Change Management 24 Communication: Everything communicates Tool 24.1 Communication Planning 25 Announcement Cascade: Emotional, Direct, Indirect Tool 25.1 Announcement Cascade Tool 25.2 Press Interviews 26 Adjustments: Because you’ll need them Tool 26.1 Management Cadence Prototypical Order 27 Prototypical Order Concept – Research – Investment Case – Negotiation – Deal/Due Diligence – Contract – Close – Integration – Acceleration – Next Normal – The Next Chapter About the Authors Index
