Eight Best Practices for Successful International Acquisitions
by Hélène Pielmeier
October 28, 2014
October 28, 2014

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Mergers and acquisitions (M&As) can be an effective way to go international and become operational quickly. You can buy a company as a platform to build upon. However, acquiring a company is a lengthy process – you need to identify a suitable company to buy, conduct due diligence, negotiate the deal, and formalize it with lawyers. International M&A is a risky endeavor due to the upfront investment and the fact that you won’t know whether the clients and staff will remain before you’re done paying off the loans or realizing enough sales to justify it. Yet you can typically achieve high returns faster than by building an office from scratch.

To provide guidance for LSPs considering international M&A, we drew on insights from 29 interviews that we conducted for our report on international expansion (see “International Expansion for LSPs,” Oct14), Common Sense Advisory’s M&A practice, and briefings with LSPs that experienced successful and failed acquisitions. Maximize your investment with the following eight best practices: 1) Clarify your acquisition goals; 2) define the profile of the target company; 3) assess your readiness to acquire another company; 4) get some help from experts; 5) network to find acquisition targets; 6) perform thorough due diligence; 7) focus your evaluation on what matters; and 8) decide up front on the level of integration.

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Pages: 9

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