Mastering the Merger: Four Critical Decisions That Make or Break the Deal - Bain & Company

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Book

Mastering the Merger: Four Critical Decisions That Make or Break the Deal

Four critical decisions that make or break the deal

  • August 24, 2004
  • min read

Book

Mastering the Merger: Four Critical Decisions That Make or Break the Deal

Today's corporate deal makers face a conundrum: Though 70% of major acquisitions fail, it's nearly impossible to build a world-class company without doing deals. 

In Mastering the Merger, David Harding and Sam Rovit argue that a laserlike focus on just four key imperatives—before executives finalize the deal—can dramatically improve the odds of M&A success. Based on more than 30 years of in-the-trenches work on thousands of deals across a range of industries—and supplemented by extensive Bain & Co. research—Harding and Rovit reveal that the best M&A performers channel their efforts into (1) targeting deals that advance the core business; (2) determining which deals to close and when to walk away; (3) identifying where to integrate—and where not to; and (4) developing contingency plans for when deals inevitably stray. Top deal makers also favor a succession of smaller deals over complex "megamergers"—and essentially institutionalize a success formula over time. 

Helping executives zero in on what matters most in the complex world of M&A, Mastering the Merger offers a blueprint for the decisions and strategies that will beat the odds. David Harding is a director in Bain & Co.'s Boston office and is an expert in corporate strategy and organizational effectiveness. Sam Rovit is a director in the Chicago office and leader of Bain & Co.'s global mergers and acquisitions practice.

For more information, please visit www.masteringthemerger.com.

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