Integrating and Managing Acquisitions

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Date: November 8-11, 2023
Venue: Shanghai
Note: Due to the epidemic, the actual starting time for the courses shall be subject to the notice from the class coordinator.

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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, CMOs, business unit heads, strategic planning directors, managing directors, etc.

Introduction

The worldwide economic crisis has brought good news and bad news to Chinese businesses. The bad news is that external demand has shrunk considerably, causing distress for many export-dependent enterprises. As for the good news, there is a rare opportunity for high-performing businesses to acquire domestic and foreign businesses and carry out industrial consolidation and upgrade. 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 common pitfalls in M&As and to carry them through successfully? How should Chinese businesses leverage M&A, a double-edged sword, to build up their competitiveness? 

Programme Coverage

  • M&A: Why to do it and how to do it
  • The track record of M&A deals
  • Overseas investment and M&A
    • Process, steps and risks of M&A
    • Opportunities and pitfalls of overseas M&A
    • Due diligence in M&A
    • Valuation and value creation in M&A
    • Financing channels and application of financial instruments in overseas M&A
    • Acquisition: planning, process and completion of transaction
  • Overseas M&As by Chinese companies: strategic analysis, trends and driving factors
  • Post-merger integration
  • The transition phase: management of change
  • Key challenges in human resource management
  • Integration management
  • Moving from toolkits to action

A certificate of completion will be awarded

Programme Fee

RMB 49,800

Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, and 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 prior to the start of the 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.

Contact Us

Shanghai
Tel: (86 21) 2890 5187
Email: exed@ceibs.edu
Address: 699 Hongfeng Road, Pudong, Shanghai

Beijing
Tel: (86 10) 8296 6688
Email: exed@ceibs.edu
Address: Building 20, Zhongguancun Software Park, 8 Dongbeiwang West Road, Haidian District, Beijing

Shenzhen
Tel: (86 755) 3699 5199
Email: exed@ceibs.edu
Address: Suite 10A, Taihua Wutong Industrial Park, Gushu Development Zone, Hangcheng sub-district, Baoan, Shenzhen

ZHANG, HUA
Associate Professor of Finance, CEIBS

CHIANG, FUNG TUNG FLORA
Professor of Management, CEIBS

Kim, Changhyun
Assistant Professor of Strategy, CEIBS

Programme Objective

Merger and acquisition is a strategy adopted by companies globally to meet the needs of dynamic business environment. Companies must understand the reason behind M&A before they even start to think about how to make it work. This programme will provide participants with a strategic perspective of 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 companies have to work together to create synergies and ultimately additional value that justifies the investment.

Programme 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

Programme Schedule

Day 1

Morning
  • Reasons for M&A
    • M&A: Why and How?
      • What is M&A?
      • How is it different from other forms of strategic alliance?
      • Different types, methods and objectives of M&A
Afternoon
  • Historical M&A waves that swept through developed economies
  • Recent trends of Chinese M&As and driving forces
  • Key factors for success and failure of Chinese M&A efforts

Day 2

Morning
  • M&A Valuation
    • Cost and earnings of M&A
    • Valuation of M&A
      • Challenges of M&A valuation
      • Different methods of M&A valuation
      • Value creation in M&A
  • Financing the Acquisition and Payment
    • Options of fundraising
    • 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 organisational 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
    • Integration management
      • The role of senior executives
      • The role of the integration manager
      • The role of the integration team

Day 3

Morning
  • Post-Merger Integration as a Change Process
    • The Transition phase: management of change
      • Creating vision for the new organisation
      • Key steps in the integration roadmap
      • The M&A leadership challenge
    • Mobilizing organisational energy
      • Managing the “merger syndrome”
      • Dealing with the “hard” truth
      • Creating inspiration and involvement
Afternoon
  • Key Challenges in Human Resource Management
    • Key personnel 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

We reserve the right to adjust the course information (including price, date, location, faculty, course arrangement and other details)

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.

 

Teaching Language

Chinese

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.