Verfügbarkeit: Mergers & acquisitions for dummies | Technische Universität München

Mergers & acquisitions for dummies: [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively]

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Bibliographische Detailangaben
Beteilige Person:	Snow, Bill (VerfasserIn)
Format:	Buch
Sprache:	Englisch
Veröffentlicht:	Indianapolis, Ind. Wiley 2011
Schriftenreihe:	... for Dummies
Schlagwörter:	Mergers and Acquisitions
Links:	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022647085&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Umfang:	XVIII, 338 S.
ISBN:	9780470385562

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Datensatz im Suchindex

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adam_text	Titel: Mergers acquisitions for dummies Autor: Snow, Bill Jahr: 2011 Table of Contents Introduction................................................................. 1 About This Book..............................................................................................1 Conventions Used in This Book.....................................................................2 What You re Not to Read................................................................................2 Foolish Assumptions.......................................................................................3 How This Book Is Organized..........................................................................3 Part I: Mergers Acquisitions 101......................................................4 Part II: Taking the First Steps to Buy or Sell a Company..................4 Part III: Starting the Deal on the Right Foot........................................4 Part IV: Firming Up the Deal.................................................................5 Part V: Closing the Deal... and Beyond!............................................5 Part VI: The Part of Tens.......................................................................5 Icons Used in This Book.................................................................................6 Where to Go from Here...................................................................................6 Part 1: Mergers Acquisitions 101............................... 9 Chapter 1: The Building Blocks of Mergers and Acquisitions......11 Defining Mergers and Acquisitions.............................................................11 Introducing Important Terms and Phrases................................................12 Buyer.....................................................................................................13 Seller......................................................................................................14 Transaction (also known as the deal)...............................................14 Consideration.......................................................................................16 EBITDA..................................................................................................16 Adjusted EBITDA..................................................................................17 Closing...................................................................................................17 Adhering to Basic M A Rules and Decorum..............................................17 Follow the steps to getting a deal done............................................18 Understand M A etiquette.................................................................19 Know what to tell employees - and when......................................20 Considering the Costs Associated with M A............................................21 Tallying advisors fees and other costs............................................21 Paying off debt.....................................................................................22 Post-closing adjustments....................................................................22 Sigh ... talking taxes...........................................................................23 Determining What Kind of Company You Have.........................................23 Sole proprietorship.............................................................................24 Small business......................................................................................25 Middle market and lower middle market company........................25 Large company (and beyond)............................................................25 Chapter 2: Getting Ready to Buy or Sell a Company...............27 Considering Common Reasons to Sell........................................................27 Retirement............................................................................................28 Let someone else take the company to the next level....................29 Divesting a division or product line..................................................30 The industry is changing....................................................................31 I ve got troubles, troubles, troubles..................................................31 Selling a piece of the company...........................................................33 Planning Ahead to Ensure a Smooth Sale...................................................35 Clean up the balance sheet.................................................................35 Pay off debt...........................................................................................37 Address legal issues............................................................................37 Trim staff and cut dead weight..........................................................38 Increase sales.......................................................................................39 Quantify owner s expenses and other add backs............................39 Owner, make thyself expendable.......................................................40 Exploring Typical Reasons to Acquire........................................................40 Make more money...............................................................................40 Gain access to new products and new markets...............................41 Implement vertical integration...........................................................41 Take advantage of economies of scale..............................................41 Buyout a competitor...........................................................................41 Prepping before an Acquisition...................................................................42 Determine the appropriate type of acquisition...............................42 Get your company s balance sheet in order....................................42 Have the money lined up....................................................................42 Set up an acquisition chain of command..........................................43 Buying a Company from a PE Firm..............................................................43 Understanding why PE firms sell.......................................................43 Evaluating a PE firm s portfolio company........................................44 Chapter 3: Previewing the Generally Accepted M A Process......45 Take Note! The M A Process in a Nutshell................................................45 Step 1: Compile a target list................................................................46 Step 2: Make contact with the targets...............................................46 Step 3: Send or receive a teaser or executive summary.................47 Step 4: Execute a confidentiality agreement....................................47 Step 5: Send or review the confidential information memorandum...................................................................................47 Step 6: Solicit or submit an indication of interest...........................48 Step 7: Conduct management meetings............................................48 Step 8: Write or review the letter of intent.......................................48 Step 9: Perform due diligence............................................................49 Step 10: Draft the purchase agreement.............................................49 Step 11: Show up for closing...............................................................49 Step 12: Deal with post-closing adjustments and integration........49 Exploring Two Types of M A Processes: Auction versus Negotiation.....50 Who Has It Easier, Buyer or Seller?.............................................................51 Selling is easy if you know what you re doing..................................51 Buying is difficult even if you know what you re doing..................52 Following the Power Shifts in the M A Process........................................53 Looking at the factors of motivation.................................................54 Understanding who has power..........................................................54 Reading the other party s situation...................................................56 Maintaining as much power as possible when disclosing undesirable news...........................................................58 What to Tell Employees and When.............................................................58 Keep news of a sale process confidential.........................................59 Never lie................................................................................................59 A staggered release.............................................................................59 Part II: Taking the First Steps to Buy or Sett a Company............................................ 61 Chapter 4: Financing M A Deals...............................63 Exploring Financing Options........................................................................63 Buyer uses his own cash.....................................................................64 Buyer borrows money.........................................................................65 Buyer utilizes Other People s Money................................................65 Buyer seeks financial help from the Seller.......................................66 Understanding the Levels of Debt...............................................................68 Surveying senior lenders and subordinated debt...........................68 Looking at lines of credit....................................................................69 Taking a Closer Look at Investors...............................................................69 Institutions versus individuals...........................................................69 Private equity (PE) firm......................................................................71 Strategic Buyer.....................................................................................73 Striking the Right Type of Deal....................................................................73 Exploring the differences among buyouts and majority and minority investments...............................................................74 Choosing an asset or a stock deal: What s Buyer buying?.............74 Examining the All-Important EBITDA..........................................................75 Making Buyers Return Calculations...........................................................76 Return on equity..................................................................................76 Return on investment..........................................................................77 Internal rate of return..........................................................................77 Financing a Problem Child...........................................................................77 Debt is greater than purchase price..................................................77 The business has operating losses....................................................78 Chapter 5: With a Little Help from Your Friends: Working with M A Advisors...........................................79 Choosing Wisely: Identifying Ideal Advisors..............................................79 Utilizing Inside Advisors...............................................................................81 CFO or other financial bigwig.............................................................82 Corporate development people.........................................................82 Hiring Outside Advisors...............................................................................83 Consulting wealth advisors when you re ready to sell...................83 Considering an intermediary..............................................................84 Lawyering up on both sides...............................................................86 Looking at accountants and auditors for Buyers and Sellers........87 I m the tax man!....................................................................................88 Recruiting more consultants to Buyer s team.................................88 Seeking friendly advice: Using friends and family as informal advisors........................................................................90 Skipping business appraisers.............................................................90 Keeping Everyone on the Same Page: Avoiding Communication Breakdowns...................................................................91 Getting Your Banker Involved..,...................................................................93 Chapter 6: Finding and Contacting Buyers or Sellers..............95 Creating a Target List....................................................................................95 Getting started.....................................................................................96 Expanding and winnowing the list.....................................................98 Capping the list: How many (and which) companies to include...99 Sellers on Your Mark: Contacting Buyers.................................................102 Speaking with the right person........................................................102 Following a script that works...........................................................105 Easy Does It: Contacting Sellers................................................................108 Getting the call off on the right foot................................................109 Using a successful script..................................................................110 You re having a serious conversation! What now?.......................Ill Additional Tips for Getting Past Screeners..............................................112 Recognizing who you re dealing with..............................................112 Overcoming screener roadblocks...................................................114 Tracking Your Calls.....................................................................................116 Part III: Starting the Oeat on the night Foot............... 119 Chapter 7: Assuring Confidentiality............................121 Tempting Buyers with an Anonymous Teaser.........................................121 Keeping it short and sweet...............................................................122 Including high-level financial info only...........................................123 Touting key selling points.................................................................123 Executing a Confidentiality Agreement....................................................124 Perusing the CA s contents...............................................................124 Figuring out which party sends the CA...........................................125 Determining who gets more value out of the CA...........................126 Handling a Breach of Confidentiality........................................................126 Confirming a breach..........................................................................127 Thinking long and hard about legal action.....................................127 Keeping the Cat in the Bag: Advice for Buyers........................................128 Involving employees and advisors..................................................128 Discussing the deal in public............................................................129 Chapter 8: Creating and Reviewing an Offering Document........131 The Offering Document in a Nutshell........................................................131 Compiling the Executive Summary...........................................................133 The thesis...........................................................................................133 Seller s rationale for seeking a deal.................................................138 Seller s deal guidance........................................................................138 Presenting the Company s Background...................................................138 The company s past and present....................................................139 Ownership and legal entity...............................................................139 Employee info and benefits..............................................................140 Locations of offices and facilities.....................................................141 Real estate...........................................................................................141 Technology.........................................................................................141 Legal disclosures...............................................................................141 Sharing the Go-to-Market Strategy............................................................142 Description of market and products...............................................142 Customer names................................................................................144 Info about competitors.....................................................................145 Doing the Numbers......................................................................................145 Historical financials...........................................................................146 Financial projections.........................................................................148 Balance sheet basics.........................................................................148 Income statement basics..................................................................149 Losses on the books..........................................................................151 Accounts receivable terms...............................................................151 Fixed assets (equipment).................................................................152 Inventory.............................................................................................152 Intangible assets................................................................................152 Chapter 9: Properly Expressing Interest in Doing a Deal..........155 Understanding the Indication of Interest.................................................156 Including Key Bits of Information in an Indication of Interest...............157 Preamble, platitudes, and Buyer background................................158 The proposed deal: Valuation range and other considerations .... 158 Thelegalese........................................................................................161 An enthusiastic send off....................................................................161 Chapter 10: Ensuring Successful First Meetings between Buyer and Seller....................................163 Understanding the Importance of Meeting in Person.............................163 The buyer gets to interact with key management.........................164 Both sides perform due diligence on the other.............................164 The parties gauge chemistry............................................................165 Ironing Out Management Meeting Logistics............................................165 Assembling key players....................................................................166 Agreeing on a venue..........................................................................166 Setting the meeting agenda..............................................................167 Perfecting the Seller s Presentation..........................................................168 Gathering the right material.............................................................169 Making Seller s presentation shine..................................................169 Prepping Buyers for Management Meetings............................................170 Reading the Tea Leaves: Did the Meeting Go Well?................................172 Part IV: Firming Up the beat..................................... 173 Chapter 11: An Insider s Guide to M A Negotiating..............175 Keys to Negotiating Success......................................................................175 Know your position...........................................................................175 Remember the goal: Closing a deal.................................................176 Negotiate with the decision-maker..................................................177 Bend where you can..........................................................................177 Take it one day at a time...................................................................178 Remember your ABNs: Always be negotiating...............................178 Using Successful Negotiating Tactics.......................................................179 Say Here s the deal that gets it done ............................................179 Pick up the phone..............................................................................179 Offer a conditional if-then agreement.............................................180 Understand that the first who speaks loses...................................181 Don t be afraid to haggle...................................................................181 Beware of a bad bluff.........................................................................181 Avoiding Common M A Negotiating Mistakes........................................182 Surviving Unforeseen Twists and Turns...................................................184 Getting a deal gone sideways back on track..................................184 Negotiating in good faith...................................................................185 Chapter 12: Crunching the Numbers: Establishing Valuation and Selling Price...................................187 What s a Company Worth? Determining Valuation.................................187 Meeting in the Middle: Agreeing on a Price.............................................190 Testing the waters.............................................................................190 Buyers: Measure returns...................................................................191 Sellers: Create a compelling valuation............................................192 When Buyer and Seller Disagree: Bridging a Valuation Gap..................194 Using an earn-out to prove valuation..............................................194 Settling a valuation disagreement with a Seller note....................195 Paying for a company with stock.....................................................195 Selling less than 100 percent of the company................................196 Dealing with Renegotiation........................................................................197 Chapter 13: LOI and Behold: Making or Receiving an Offer........199 Signaling Sincerity with a Letter of Intent................................................199 Understanding the Salient Issues in the LOI............................................201 Salutation and preamble...................................................................202 Valuation and deal structure............................................................202 Holdback and escrow........................................................................203 Representations and warranties......................................................204 Financing.............................................................................................204 Due diligence and timing..................................................................205 Approvals and conditions.................................................................205 Role of management..........................................................................205 Access to information.......................................................................206 Expenses.............................................................................................206 Exclusivity...........................................................................................206 Non-disclosure and publicity...........................................................207 Nonbinding agreement......................................................................207 Governing law or jurisdiction...........................................................207 Agreeing to and Extending Exclusivity.....................................................208 Considering exclusivity in pre-emptive bids..................................208 Running out of time: Prolonging exclusivity..................................209 You Have a Signed LOI - Now What?......................................................209 Chapter 14: Confirming Everything! Doing Due Diligence.........211 Digging into the Due Diligence Process....................................................211 Getting the process underway.........................................................212 Allowing enough time for the due diligence phase.......................212 Covering the expense........................................................................213 Conveying the due diligence info to Buyer.....................................213 Business as usual: Running the company during due diligence.... 214 Providing Appropriate Information...........................................................215 Corporate info....................................................................................216 Operations..........................................................................................216 Financials............................................................................................217 Sales and marketing info...................................................................218 Real estate and facilities info............................................................219 Fixed assets........................................................................................220 Inventory.............................................................................................220 Supplier info.......................................................................................221 Intellectual property..........................................................................221 Human resources...............................................................................222 Debt and financial dealings...............................................................222 Environmental concerns...................................................................223 Taxes...................................................................................................223 Contract information.........................................................................224 Insurance............................................................................................225 Litigation history................................................................................225 Governmental filings..........................................................................227 Considering Requests for Additional Information..................................227 Chapter 15: Documenting the Final Deal: The Purchase Agreement.....................................229 Drafting the Deal..........................................................................................229 Writing the first draft.........................................................................230 Redlining the initial draft..................................................................230 Navigating the Final Purchase Agreement...............................................231 Confirm the name, rank, and serial number of the deal...............232 Determine what s being sold, for how much, and when...............233 Know what to bring to the closing...................................................233 Review the representations and warranties..................................234 Secure against loss with indemnifications.....................................239 Agree on how to handle a rep and warranty breach.....................239 Get acquainted with the exhibits and schedules...........................240 Part V: Ctosing the Oeat... ana* Beyond!..................... 2b3 Chapter 16: Knowing What to Expect on Closing Day.............245 Gathering the Necessary Parties...............................................................245 Walking Through the Closing Process......................................................246 Reviewing the flow of funds statement...........................................246 Signing the final purchase agreement and other documents......249 Distributing the funds: Show me the money!.................................250 Popping the champagne...................................................................250 Tying Up Loose Ends Shortly after Closing..............................................251 Allowing time to fully close the books............................................251 Making a working capital adjustment.............................................251 Chapter 17: Handling Post-Closing Announcements and Adjustments.............................................253 Start Spreading the News...........................................................................253 Telling Seller s employees about the deal......................................254 Making a media announcement.......................................................255 Following Through: The Deal after the Deal............................................256 Closing the loop on post-closing adjustments...............................256 Wrapping up the contingent payments..........................................256 Dealing with Disputes.................................................................................258 Handling breaches.............................................................................258 Making claims against escrow..........................................................260 Chapter 18: Come Together: Integrating Buyer and Seller.........261 Planning the Integration.............................................................................262 Assembling a Buyer s transition team............................................262 Determining the level of autonomy.................................................263 Covering the carve-out bases...........................................................263 Communicating with Seller before the close..................................264 Transition process: Planning the first 90 days...............................265 Culling Products and Services...................................................................267 Combining Operations, Administration, and Finance.............................268 Handling Personnel: Successful First Steps for New Owners................269 Addressing cultural differences.......................................................270 Resolving conflict...............................................................................273 Acting like a leader at all times........................................................275 Making friends....................................................................................276 Instituting accountability..................................................................276 Firing people.......................................................................................278 Part VI: The Part of Tens...........................................281 Chapter 19: Ten Considerations Prior to Signing an LOI...........283 Is the Deal Too Good to Be True?..............................................................283 How Is the Buyer Financing the Deal?.......................................................284 How Much Cash Is in the Offer?.................................................................284 What Are the Conditions of Escrow?........................................................284 Is the Deal a Stock or Asset Deal?..............................................................284 How Does the Deal Settle Working Capital Issues Post-Closing?..........285 Is the Inventory 100 Percent Salable?.......................................................285 Who Pays Off Any Long-Term Debt and What Happens to the Line of Credit?...............................................................................286 What Are the Tax Implications of the Seller s Accounts Receivable?.....286 Is the Seller Signing a Noncompete Agreement with the Buyer?..........286 Chapter 20: Ten Major M A Errors and How to Avoid Them.......287 Assuming the Deal Is Done after the LOI Stage........................................287 Being Unprepared for Due Diligence.........................................................288 Asking for a High Valuation with No Rationale........................................288 Figuring Buyers Won t Discover Problems in the Financials.................288 Underestimating the Other Side s Sophistication...................................289 Failing to Understand Who Really Has the Power...................................289 Withholding Material Information.............................................................289 Blabbing about the Deal Before It Closes.................................................290 Calling the Seller s Employees without Permission................................290 Contacting a Seller s Customers or Vendors without Authorization.... 290 Chapter 21: Ten Possible Ways to Solve Valuation Differences___293 Payments over Time...................................................................................293 Earn-Out Based on Revenues.....................................................................294 Earn-Out Based on Earnings.......................................................................294 Earn-Out Based on Gross Profit.................................................................294 Valuation Based on a Future Year.............................................................295 Partial Buyout..............................................................................................295 Stock and Stock Options.............................................................................295 Consulting Contract....................................................................................296 Stay Bonus....................................................................................................296 Combo Package............................................................................................296 Appendix.................................................................297 Index.......................................................................325
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spellingShingle	Snow, Bill Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively] Mergers and Acquisitions (DE-588)4205916-1 gnd
subject_GND	(DE-588)4205916-1
title	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively]
title_alt	Mergers and acquisitions for dummies
title_auth	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively]
title_exact_search	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively]
title_full	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively] by Bill Snow
title_fullStr	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively] by Bill Snow
title_full_unstemmed	Mergers & acquisitions for dummies [learn to: navigate the entire M&A process, identify and value targets, negotiate effectively] by Bill Snow
title_short	Mergers & acquisitions for dummies
title_sort	mergers acquisitions for dummies learn to navigate the entire m a process identify and value targets negotiate effectively
title_sub	[learn to: navigate the entire M&A process, identify and value targets, negotiate effectively]
topic	Mergers and Acquisitions (DE-588)4205916-1 gnd
topic_facet	Mergers and Acquisitions
url	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022647085&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT snowbill mergersacquisitionsfordummieslearntonavigatetheentiremaprocessidentifyandvaluetargetsnegotiateeffectively AT snowbill mergersandacquisitionsfordummies

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