Integrating and Managing Acquisitions

Date: September 18-21, 2017
Venue: Shanghai

English and Chinese with simultaneous interpretation
Programme Fee: 
RMB 49,800

Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, interpretation and translation fees if required. The full fee must be paid within two weeks upon receipt of the payment notice. Applications made within 30 days of the start of a programme require immediate payment. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.

Description

The worldwide economic crisis has brought good news and bad news for Chinese businesses. The bad news is that external demand has shrunk considerably, causing distress for many export-dependent enterprises; on the other hand, however, for high-performing businesses there is a rare opportunity to acquire domestic and foreign businesses and carry out industrial integration and updating. However, both international and Chinese efforts at corporate development indicate that at least 50% of mergers and acquisitions (M&A) fail to achieve their original objectives. What are the reasons for such a high failure rate, and what lessons can be learned? What are the key strategic issues that have to be properly addressed in order to avoid the pitfalls of past M&A and to make them work?

Objective

This programme will give participants exposure to cutting edge thinking on M&A, impart to them a conceptual and practical understanding of the problems and challenges involved in the planning, negotiation and management of M&A, and provide them with practical guidance on managing M&A. The emphasis of the programme will be on the phase following the actual purchase or financial transaction, i.e., the period in which different firms have to work together to create synergies and ultimately additional value that justifies the investment.


Participants

The programme is designed for top managers in charge of strategic development for their companies or involved in decision-making on the fundamental issues in M&A, including CEOs, CFOs, business unit heads, strategic planning directors, managing directors, and others.


Comments From Participants

Chinese private enterprises, in the surge of M&A activities, have benefited from government policies or structural advantages in the combined enterprise. Through the learning in this programme, we understand that in selecting a possible merger partner we need to place an emphasis on post-merger synergies, pre-merger analysis and due diligence, then finally confirming the M&A project. The programme also introduced related economic analysis which is useful for the future of the company.

Jimmy Guo
Vice President
Ningbo Joyson Holding Group

 

This programme helps to understand on how M&A can increase the company value. Through clear case analysis and focused instructions, the topics of selecting M&A target, post-merger consolidation, and assessment of M&A have been systematically delivered. I've benefited greatly from this programme.

Cherry Qian
General Manager
Lanxess International Trading (Shanghai) Co. Ltd.

 

Only if you know where the risks lie, you are more likely to win. Only if you know how to avoid blindness, success is closer. The programme has taught me what some of the risks and pitfalls are on M&A, ensuring that the first step is down to earth in the right direction.

Gong Min
Operation Strategy Manager
Shanghai Huizhong Automotive Manufacturing Co., Ltd.

 

With professors with both Chinese and Western backgrounds and participants of high profile, the programme offers not only theories at strategic level, but also practical solutions for effective operations. Business executives who have undergone, are undergoing, or plan to try M&A can all benefit from this programme.

Perry Chen
Manager, Greater China
Nubiola Pigments (Shanghai) Co., Ltd.

Benefits

Participants in the programme will:

  • Gain a better understanding of the role of M&A in corporate development
  • Be able to organise the M&A decision-making process more effectively
  • Develop concepts and frameworks for M&A valuation and financing
  • Learn to screen for suitable and strategically fit acquisition targets
  • Learn how to successfully integrate the acquired company/assets
  • Increase their awareness of resistance to change during acquisitions

Schedule

Day 1
Morning

Understanding the Strategic Framework

  • M&A: Why and How?
    • M&A as growth strategies
    • M&A vs. partnerships
    • Sources of M&A value creation
  • What is the M&A Track-Record?
    • Why so many acquisitions still fail?
    • Key success factors for implementing M&A
    • Framework for executing M&A
Afternoon

M&A Valuation

  • Cost and earnings of M&A
  • Valuation of M&A
    • Challenges of M&A valuations
    • Different methods of M&A valuation
    • Value creation in M&A
Day 2
Morning

Financing the Acquisition and Payment

  • Choices of funds raising
  • Payment and risk control

 

Afternoon

From Planning to Closing

  • Pre-acquisition Planning
    • Target selection and assessment
    • Setting-up the M&A infrastructure
    • Key Negotiation issues
  • First steps in the acquisition process
    • Managing due diligence
    • Assessing organizational and cultural fit.
    • Human capital audit

From Closing to Integration

  • Patterns of post-merger Integration
    • Preservation, absorption or “best-of both”?
    • Developing the PMI Roadmap
    • Planning the first 100 days
    • The M&A leadership challenges 
Day 3
Morning

Post-Merger Integration as a Change Process

  • The Transition Phase: Management of Change
    • Creating vision for the new organization
    • Key steps in the integration roadmap
    • The M&A leadership challenge
  • Mobilizing Organizational Energy
    • Managing the “merger syndrome”
    • Dealing with the “hard” truth
    • Creating inspiration and involvement
Afternoon

Key Human Resource Management Challenges

  • Key People Issues
    • Communication
    • Retaining talent
    • Building new culture
  • Cross-cultural Issues
    • Responding to cultural differences
    • Culture by default or by design?
    • Tools for managing culture integration
Day 4
Morning

Managing Integration

  • Leading the PMI process
    • The role of senior Executives
    • The role of integration manager
    • The role of integration team
  • Linking Value Drivers with Integration Strategy
    • Determining the degree and speed of integration
    • Aligning business platforms and key systems
    • The challenge of integrating tacit knowledge
Afternoon

Moving From Toolkits to Action

  • Alternative Models for M&A Integration
    • Should newcomers play by different rules?
    • Integrating acquisitions in mature markets
    • Thinking strategically to avoid costly mistakes
  • What can we learn from experience?
    • Guest speaker presentation
    • Building M&A capabilities
    • Summary of learning points

Admissions Procedures
Applications are requested at least 30 days before the programme start date. Applications are reviewed as they arrive and admissions are subject to the final confirmation of CEIBS. Any applications received after that date will be considered on the basis of space availability. For more information, please contact our Customer Service Team in Shanghai, Beijing or Shenzhen.

Cancellations
Any cancellation made 30 days or more prior to the programme start date is eligible for a full refund of programme fees paid. However, the expenses arising therefrom shall be for the account of the applicant or his/her employer. Any cancellation made less than 30 days prior to the programme start date shall be subject to a fee of 20 percent of the total programme fee. After the programme starts, no fees shall be refunded for participants who withdraw from the programme for any reason.

Notification
To ensure the continuity of your learning, you are required to make proper arrangements according to the course schedule after receiving your letter of enrollment. We will neither make up lessons for you nor confer you with the certificate of completion if you are absent from the course for personal reasons. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.


Contact Information

Shanghai
Customer Service Team
699 Hongfeng Road, Pudong, Shanghai, 201206, P.R.C.
Tel: +86-21-2890 5187
Email: exed@ceibs.edu

Beijing
Customer Service Team
No.20, Zhongguancun Software Park
No.8, Dongbeiwang West Road,Haidian District
Beijing, 100193, P.R.C.
Tel: +86-10-8296 6688
Email: exed@ceibs.edu

Shenzhen
Customer Service Team
Suite 10A, Taihua Wutong Industrial Park, Gushu Development Zone,
Hangcheng sub-district, Baoan, Shenzhen 518126, P.R.C.
Tel: +86-755-3699 5199
Email: exed@ceibs.edu