PM ADVISORY:

Deal or no deal?
How to ensure your major transactions deliver benefits

By Saleem Ahmed

Moorhouse Consulting
UK

The merger and acquisition (M&A) market, now more than ever, puts you under pressure to ensure that your major strategic transactions deliver on the original ‘promise’. Yet, research consistently shows that many companies never achieve the value from a deal that was their raison d’etre, largely due to loss of focus on the benefits and a poorly planned implementation upon deal completion. But you don’t have to be one of them. Read on to hear how taking a robust programme and project management (PPM) approach pre- and post- deal can ensure your transaction’s benefits remain front of mind and achievable…

1 Don’t lose sight of your business case

A good business case will outline and quantify the motivations for doing the deal, the organisational, the market and of course, the financial benefits. Ensure it is clear, accessible and reviewed regularly by those sponsoring and implementing the transaction, to ensure delivery focus is maintained. Often those who originate and execute a deal are not the same team charged with implementing on the benefits. As such the business case must clearly point to the expected transaction ‘value drivers’ to guide the integration effort and to avoid implementation teams making dangerous assumptions as to the motivations of the deal, which, if wildly off kilter, can start a negative reaction, threatening all benefits.

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About the Author Saleem Ahmad Author Saleem Ahmed is a Manager with Moorhouse Consulting in the UK, voted the APM’s ‘Project Management Company of the Year’ in 2008. He has many years of experience delivering complex change in both the private and public sectors with notable experience in the telecoms and media industry. Saleem joined Moorhouse Consulting from KPMG where he managed transaction-led projects; both pre-deal due diligence and post-deal integration projects. Prior to this, he led performance improvement & systems integration projects for Atos KPMG Consulting. For more information on tools, training and advice on this topic visit www.moorhouseconsulting.com or contact saleemahmed@moorhouseconsulting.com