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Full Description
A behind-the-scenes look at the underlying roles of each player in a mergers and acquisitions transaction
Mergers and Acquisitions Dealmaker explores the roles of the buyers and sellers involved in mergers and acquisitions as well as executive management, line management, and the corporate development team. Now in a second edition, this book provides readers with a "behind the scenes" look into the roles, approaches, and motivations of each key player in a strategic transaction, and provides strategies on building a successful team. Providing a unique insight into the various professionals that drive mergers and acquisitions, Mergers and Acquisitions Dealmakers is a valuable reference destined to become essential reading for anyone trying to understand how mergers and acquisitions actually work.
Michael E.S. Frankel (Chicago, IL) is a seasoned corporate development executive with extensive experience in mergers and acquisitions, corporate strategy, and business development transactions. He has led over 100 transactions and has worked on hundreds more. He has executed transactions as an attorney, investment banker, and corporate development officer for VeriSign, GE Capital, and IRI, where he currently heads corporate development.
Contents
PREFACE xi
CHAPTER 1 Buyers and Sellers and Their People 1
Sellers 2
Buyers 11
CHAPTER 2 Deal Player Ecosystem 31
Key Supporting Players 31
Supporting Players Interacting with the Principals 33
CHAPTER 3 Executive Management 37
What's Their Role? 40
The People and What They Do 43
Economic Model and Their Incentives/Biases 49
Management of or Interaction with Executive Management 52
CHAPTER 4 In-House Corporate Development Staff 59
What's Their Role? 60
The People and What They Do 76
Economic Model and Their Incentives/Biases 79
Management of or Interaction with Corporate Development Staff 80
CHAPTER 5 Line Management 85
What's Their Role? 86
The People and What They Do 87
Economic Model and Their Incentives/Biases 92
Management of or Interaction with Line Management 95
CHAPTER 6 Board of Directors 99
What's Their Role? 100
The People and What They Do 102
Economic Model and Their Incentives/Biases 104
Management of or Interaction with the Board of Directors 106
CHAPTER 7 Equity Holders 109
Founders 109
Public and Institutional Shareholders 117
CHAPTER 8 Private Investors 129
What's Their Role? 131
The People and What They Do 136
Economic Model and Their Incentives/Biases 146
Management of or Interaction with Private Investors 149
CHAPTER 9 Lawyers 153
What's Their Role? 156
The People and What They Do 165
Economic Model and Their Incentives/Biases 167
Management of or Interaction with Lawyers 168
Variations 169
CHAPTER 10 Investment Bankers 177
What's Their Role? 177
The People and What They Do 186
Economic Model and Their Incentives/Biases 188
Management of or Interaction with Investment Bankers 191 Variations 193
CHAPTER 11 Other Advisors 199
Consultants/Auditors 199
Public Relations/Communications Firm 202
Proxy/Shareholder Services Firm 203
Financial Printers 204
CHAPTER 12 Regulators and The Press 207
Regulators 207
The Press 212
Index 217
