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A Case Study of the Successful Integration of an Overseas Acquisition

A Case Study of the Successful Integration of an Overseas Acquisition

There are many successful business models for identifying and successfully acquiring another company. Research says that many fail, according to the Financial Times. The success of the integration is usually in direct proportion to the effort expended by senior management when it comes to managing the integration.

A typical example of this was the post acquisition strategy that needed to be put in place after the purchase of a German company in the scientific and medtech sector. The price was low as the target company had got into difficulties. As is often the case, the low purchase price masked the real problems in the company.

As time was of the essence, it was imperative to:- Grasp key issues and deal with them in a constructive positive way.

Work with the team at the acquired company and get their buy-in. This was done by understanding their research culture and directing it to a commercial, winning ethos. As cash flow was tight, as much resource as possible had to be borrowed from the parent company.

Bills of material and product structures were revised and vastly improved, matching drawings to part numbers to spec sheets to suppliers. All the basic work an engineering department would perform if they had been managed professionally. Time consuming but vital if a product is to be manufactured at the correct quality.

The IT infrastructure was upgraded to release "world-leading scientists" from the constraints of very out-dated systems. Productivity improved, as did energy levels to complete tasks. With direction and their innate energy, we transformed their world-leading science operation into a professional, commercial organisation ready for success.

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