This page contains a Flash digital edition of a book.
40 . Glasgow Business April/May 2016


BUYING Depending on the size and


structure of the two businesses, buying can be as great an upheaval for the buyer as the seller. It can also represent a considerable risk, particularly in making the combined business work to its full potential, post-transaction. “On the buying side, a lot of


it’s about strategic fit and synergies,” said Shuna. “Buyers should ask how they will integrate this business, how important the current managers are to its success and, if necessary, how they can be incentivised? You should also consider whether the acquisition represents a step change in the way the business needs to be run. Will the combined team be good enough, or does it take you to a level where additional skills will be needed, for example an FD rather than a financial controller?”


Tis is echoed by Campbell,


who said a strategy for integration shouldn’t be leſt until the ink is dry. “Ensure a detailed integration


plan is in place prior to deal completion and assemble a strong team from both sides to deliver it,” he advises. “Communication is a key component of this plan, ensure you reach out to all stakeholders – employees, customers and suppliers – at the earliest appropriate time so they understand the strategic rationale for the transaction and how it will impact them.” KPMG’s Neal added: “Cultural


fit is very important and is definitely something we consider when advising clients. Something can seem a good match on paper, but while a fresh cultural perspective can be very healthy, if it is mishandled you can lose good people along the way.”


“While a fresh cultural perspective can be very healthy, if it is mishandled you can lose good people along the way”


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52