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Growth through acquisitions: A fresh look
MAY 1996 | McKinsey Quarterly | PATRICIA L. ANSLINGER AND THOMAS E. COPELAND

LBOs outbid corporate buyers and then produce extraordinary returns. How do they do it? A study of over 800 acquisitions shatters some myths about the value of timing and leverage. Don’t do the deal if you can’t find the leader.

Making acquisitions work

But making this type of acquisition work is not easy. Our research found that successful corporate and financial buyers adopt seven key operating principles. These principles affect almost every stage of the acquisition process, from the identification of candidates to postmerger management. They are:

* Insist on innovative operating strategies.(The lesson: Don't look for growth only in high-growth industries.)
* Don't do the deal if you can't find the leader.
* Offer big incentives to top-level executives.
* Link compensation to changes in cash-flow.
* Push the pace of change.
* Foster dynamic relationships among owners, managers, and the board.
Hire the best acquirers.

MAY 1996 • PATRICIA L. ANSLINGER AND THOMAS E. COPELAND
financial_buyers  incentives  LBOs  McKinsey  mergers_&_acquisitions  M&A  private_equity  value_creation 
november 2011 by jerryking
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