A/E/C MERGERS & ACQUISITIONS Senior Executive Roundtable
Detailed Course Agenda

A. INTERNAL AND EXTERNAL FACTORS—WHAT YOU NEED TO KNOW BEFORE YOU PROCEED
Current market conditions: how they are impacting M&A activity
Buyer expectations: what buyers typically look for in an acquisition
Seller expectations: how to work with buyers on price, deal terms and the process
 
B. IMPLEMENTING THE SEARCH—HOW TO FIND THE RIGHT FIT
Identifying potential buyers
Identifying potential sellers
Making initial contact
Use of confidentiality agreements
 
C. FACE-TO-FACE DISCUSSIONS AND NEGOTIATIONS
How to conduct negotiations
Identifying and dealing with the critical issues
Reaching an “agreement in principle”
 
D.VALUATIONS AND PURCHASE PRICE—FROM BOTH PERSPECTIVES
Internal valuations vs. external valuations—fair market value
How buyers approach valuations: methodologies, adjustments
The buyer/seller gap and how to deal with it
How deal terms impact the purchase price
 
E. PREPARING THE LETTER OF INTENT OR MEMORANDUM OF UNDERSTANDING
When is it time for an LOI
Binding vs. non-binding language
How to address the subject of price
 
F. DUE DILIGENCE—WHAT'S INVOLVED, HO TO DO IT, WHY IT'S CRUCIAL TO THE BUYER
Project due diligence—a big blind spot
How detailed should it be—how much time does it take
How to adjust the deal for unexpected issues that come up along the way
 
G. INTEGRATION AND BUSINESS PLANNING—YOUR KEY TO SUCCESS
Degrees and types of integration
How and when to start planning for post-acquisition operations
Who should be involved
Changing the firm’s name
 
H. COMPLETING THE PROCESS
Final negotiations
Purchase/sale agreement: typical elements
Other closing documents
Preparing for closing—legal and operational considerations
How to let everyone know

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