Acquisitions fail because they look only to one side – cost efficiency (a tactical approach), rather than business expansion (a strategic approach) – and fail because they ignore the effects of culture. KPMG interviewed 100 executives who had been involved in 700 deals over a two-year period. Of these, 83% mergers failed to produce any benefit and over half actually destroyed value. Mercer-Kroll reported a 50-70% failure rate in [...]
Facilitating 𝙞𝙣𝙩𝙚𝙧𝙘𝙪𝙡𝙩𝙪𝙧𝙖𝙡 engagement improves cooperation and collaboration, trust in management, and trust in each other. An Executive Culture Assessment (ECA) looks at the business culture, which is how we think of ourselves and treat each other.Culture is made up of:✅ Values & beliefs✅ Identities✅ Unspoken rules of the game✅ How to deal with conflict✅ Levels of respect 𝗨𝘀𝗲𝗱 𝗔𝘀 𝗮 𝗖𝗼𝗺𝗽𝗼𝗻𝗲𝗻𝘁 𝗶𝗻 𝗮𝗻 𝗔𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻 𝗜𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗶𝗼𝗻An ideal use-case for an ECA is to leverage [...]
What You Already Know: Solution Selling Is So 2012 It is well known that Solution Selling is a thing of the past. In fact, in 2012 Harvard Business Review published an article titled, “The End of Solution Sales”, which describes how “companies can readily define solutions for themselves.” Often, clients today have researched, compared, rationalized and determined the solution before engaging a team for implementation. This has led to organizations and [...]
Acquisitions come with a lot of advantages, including: * getting more #customers * delivering more #services * increasing #financial stronghold 𝙒𝙝𝙞𝙡𝙚 𝙖𝙘𝙦𝙪𝙞𝙨𝙞𝙩𝙞𝙤𝙣𝙨 𝙖𝙧𝙚 𝙣𝙞𝙘𝙚 𝙞𝙣 𝙩𝙝𝙚𝙤𝙧𝙮, 𝙩𝙝𝙚𝙞𝙧 𝙛𝙖𝙞𝙡𝙪𝙧𝙚 𝙧𝙖𝙩𝙚 𝙞𝙨 𝙖𝙡𝙖𝙧𝙢𝙞𝙣𝙜𝙡𝙮 𝙝𝙞𝙜𝙝. 👉 4 Tops Reasons For Failure are 𝙥𝙚𝙤𝙥𝙡𝙚 𝙞𝙨𝙨𝙪𝙚𝙨: 1. Differences in #organizational culture 50% 2. Issues in human capital integration 35% 3. Lack of employee engagement 16% 4. Leadership/management retention 16% My Question Is: What Else [...]
Fast is Slow and Cheap is Expensive, So Why Are So Many Managers Cheap? To cut costs, engineering managers often rush developers, impose arbitrary unrealistic deadlines, or in the case of Boeing, outsource engineering to cheap contractors to try to increase production bandwidth. Boeing’s cultural emphasis on cost savings seems to have trickled all the way down to the engineers working on the 737. One 737 contract software engineer from HCL, an [...]
It is critical to view an integration advisor (post-acquisition) as a “trail guide” or someone who knows the way and what to watch out for. Here are my thoughts and the best tips for post-acquisition. Engage senior leaders from both sides early and often. The benefits of this are great. Not only will this process generate ideas and opportunities for value creation and revenue growth, but the Engagement will also make the integration [...]
Why did the acquisition occur? What was the concept for combining the two? What were the key variables that drove value in the financial model? Identify those value drivers for the acquisition and focus on these, using Pareto’s 80 - 20 Rule. The real issues are: how to use value-added applications to generate more revenue how to translate strategy into implementation how to deliver results that meet the projections of the financial model that was [...]
Are you ready to be an entrepreneur? Entrepreneurship is all the rage in this 21st century. Even though a lot of definitions exist, the truth is that an entrepreneur is someone who develops a business, acquires the necessary resources to run it and operates for its success. Having that said, this sounds very vague, thus many people take the term entrepreneurship extremely lightly. First of all, let’s talk about why entrepreneurship sounds [...]
In our previous posts in our Ultimate Solution Experience™ series, we discussed understanding your team, your REAL audience, and the Human-Centered Approach. Now that we know who we're working with, we can begin gathering requirements, ideas, and concepts for our project using what we call Envisioning to Innovation. Gathering requirements, understanding business needs and objective, managing personal agendas, and dealing with potential corporate politics is always challenging. If you are creating a product or service that [...]
In our first 3 posts, we introduced the Ultimate Solution Experience™; described how to define your purpose, business needs vs requirements, and measures for success; and we defined the roles of your team. The next step is to understand who your team really is and who they will working with during the engagement. Success following the principles of the Ultimate Solution Experience (uSX) greatly depend on all of the parties involved and [...]