All too often we hear that acquirers fail to generate the expected returns out of their M&A activities. As in everything, the key to making it work is to have a clear idea of what you are trying to achieve, and a plan to get there.
Successful serial acquirers invest disproportionately in three key areas: Building and Refining a Compelling Investment Thesis. These acquirers craft a proprietary view of how they create value and use that view to guide their M&A activity. Investing in an Enduring M&A Network and Culture. Senior leadership is deeply engaged in the M&A process, and managers at all levels of the organization are expected to source and cultivate relationships with potential targets. Defining Distinctive Principles for the M&A Process. The most successful acquirers articulate a core set of carefully designed operating principles. These principles define how the M&A process and people will be managed for discipline without adding bureaucracy.