Publications

  • Making tough calls on deals - Audio slideshow with text transcript

    April 27, 2004 | Mergers & Acquisitions | Results Brief

    It's a sad fact that around two-thirds of all acquisitions fail to create value for the acquirer. Numerous studies have looked at this topic over the years, and whichever way you examine it, the success rate on deals has been shockingly low.

  • When to walk away from a deal

    March 31, 2004 | Mergers & Acquisitions | Harvard Business Review

    Effective due diligence requires answering four basic questions: What are we really buying? What is the target's stand-alone value? Where are the synergies—and the skeletons? And what's our walk-away price? Each of these questions will prompt an even deeper level of querying that puts the broader,

  • Organising for Deal Success

    September 30, 2003 | Mergers & Acquisitions | European Business Journal

    They build experienced deal teams that get involved in all acquisitions, they commit line expertise, and they always set a walk-away price and prepare to leave the table if the deal's economics fail to make sense.

  • The Future of Customer Service

    May 27, 1999 | Customer Strategy & Marketing | Bain Brief

    What can it mean when a five-star hotel chain authorises its staff to spend up to 1,250 pounds each to tackle problems affecting customer service? Or that a prominent retailer guarantees shoppers they will never again have to queue at the checkout counter?

  • Broadband Services - Success Second Time Around

    March 31, 1999 | Strategic Due Diligence | Global Telecoms Business

    Broadband services are back at the financing trough -this time with their hunger for growth financing backed by adequate consumer and small business demand. Global capital markets will be asked for more than $100 billion of broadband network construction funding over the next three to five years.