Considers deals that effect company structure such as licensing, outsourcing, partnerships, joint-ventures and with particular emphasis on mergers and acquisitions. (For sales deals refer to the Sales Strategy presentation and for purchasing deals refer to Purchasing & Supply Chain) Topics covered include identifying the objectives for a deal, making critical decisions about a deal, how to structure a deal and avoiding potential pitfalls. Deal Objectives examines the variety of purposes for deals such as market expansion, cost sharing or coordination. Critical Decisions covers decisions such as whether to move slow to build trust or quickly to prevent opposition from coalescing. Structures consider which type of deal is optimal (contract, partnership, M&A, etc) as well as whether lower risk/cost alternatives to deals exist. Finally, Pitfalls discusses a variety of potential traps such as agency problems and counterparty risk as well as ways to mitigate the risks.
Relevant Audience: Business owners, senior managers and business development professionals.
Dealmaking
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