Welcome to another episode of 100 days and beyond with Adam Smith. He is a Senior Strategic Business Leader and Transformational Change Specialist, leading the design and delivery of complex global business strategies to drive growth, profitability, customer retention & culture change.

Background

Adam has been in and around the technology sector throughout his career. His early career includes Vice President / Business Transformation roles with BT Global Services plus senior Customer leadership roles at COLT and Cable & Wireless (based in the USA and Hong Kong). He subsequently established Match Point Consulting, completing a diverse range of ‘interim’ and transformation assignments with leading global companies (e.g. Thomson Reuters, Equinix, HP Enterprise Services and Sage), and internationally (Dubai, Netherlands).

His recent role was Managing Director of UK business and Group Board member at VALCON Group (following First Consulting, Viqtor Davis and Valcon in the Nordics joining forces). Backed by Water land private equity, VALCON is a premium operations consultancy with deep technology (digital/low-code) and data skills.

Turnaround in Integration

Adam Smith suggests that when a business is facing a prolonged financial crisis, it is first to understand why the business attractive to anyone. Understand its capability or proportion. You must understand the mission of bringing to together operational Consulting, data and digital capabilities. People need to understand the ‘why’ from a customer perspective because the purpose of any business is to acquire customers and fulfil their needs.

Turnaround strategies

Adam’s first thing in any business is unravelling the dynamics from a client’s perspective.

He states that we should understand where the money is going and who we are working with as a partnership. Talking to people and understanding the challenges and roadblocks can help us grow. You make choices in terms of where to focus your efforts because you cannot do everything. Focus on where you can make the most difference.

You need the right people with the right skills to help drive the business. You must understand the customer’s dynamic and relationship. Put rhythms in place to support people in the frontline to ensure they’re winning. You shouldn’t create a massive amount of operational pain and customer experience pain, which will result in the customer leaving.

“The role of leader is to create the right environment for people to listen and participate in the decision making process rather than being told what to do.” -Adam Smith

Adam Smith is a strategic thinker with extensive experience delivering business transformation and realising cultural change across diverse sectors.

To know more about his magnificent experience, hop on the podcast.

Connect with Adam Smith

LinkedIn: https://www.linkedin.com/in/adam-smith-75b1382

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Go to www.100daysandbeyond.com

Share your expertise and knowledge on our podcast platforms. Apply to be one of our featured guests at https://www.linkedin.com/in/dudley-peacock This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform for peers and potential clients. Go To www.100daysandbeyond.com for more episodes. Use This Note At The End Of 100D&B Episodes Instead.

LINKS: http://mergerintegration.co.uk

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Welcome to another episode of 100 Days and beyond with Oliver Maltiese. He is a Managing Director (partner). He is experienced in Corporate Strategy, Shareholder Value Creation, M&A (PMI, Carve-out) & Transformation.

Background

He has been in the M&A for about 20 years, assisting mainly large corporations and various industries in their buy and sell operations. After a few years in London, he moved back to Paris to lead and help develop Deloitte’s M&A Operations (PMI, Carve-out). He works closely with clients in various of sectors, including A&D, High tech, Life sciences, Industrials, and Utilities.

Value creation challenges

 The best path to create sustainable value growth in a fast-changing environment needs a lot of considerations around transformation. Oliver thinks that the human journey is the main thing behind its technical side. You must be able to embrace the change or transformation of businesses. You need to on-board the team of management. A business plan is not enough. You need to spend a lot of time, money and thought to train and support people on the journey. One of the key lessons is that we need to prepare quickly. It will help leading companies and leadership team to highlight weakness and their strengths and support the transformation journey of a long time.

Value Creation for shareholders

While creating value for shareholders in PMI, one of the challenges is trying to reconcile capital market discipline while operating model and business model. Shareholder value should leverage a company so you can work daily, driving fascinating discussions with advisors, board members and CEOs. The shareholders value creation is also based upon the quality of the leadership team. Understanding who will drive these to grow is one of the critical challenges, but timeframe is a key one.

These were some of the brilliant aspects about Value Creation by Oliver, there’s a lot more in the episode. Tune in to find more!

Connect wit Oliver Maltiese

LinkedIn: https://www.linkedin.com/in/olivier-maltese-a759431a

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 LINKS:

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Welcome to another episode of 100 days and beyond with David Blois. David is a founder and Managing Partner of M&A Advisory, a niche boutique that initiates and executes M&A transactions with an excellent cultural and business fit to maximise value. M&A Advisory is the exclusive M&A partner for the PRCA and is part of Eaton Square, a global M&A firm.

Background

David deals in marketing communications. He sells a lot of business, making sure it is people-oriented. He has worked all over the globe, 90% of which were on the sales side and 10% of which they worked for buyers.

David is a Fellow of the Association of Chartered Certified Accountants (FCCA) and a member of the Chartered Institute of Marketing. After several financial and business management positions in the UK and overseas, he became part of Plc. The Corporate Finance team at Reed Elsevier, helping shape it through acquisition into a global information business. David then joined Saatchi & Saatchi as Commercial Director, Eastern Europe, where the business gained market leadership through the merger. Before establishing his M&A Advisory, David completed the UK and international transactions as Director of Results International, a London-based advisory firm.

Dynamics around people-based businesses

To make a business valuable, there is quite a lot of supply and demand for of industry. Buyers look for skill sets that suits their business.

You must present an exciting opportunity to a buyer to make a worthwhile acquisition. As a seller, it's essential to try and keep the number of your clients to have an equal-spread buyer who will look at the quality of that revenue stream.

Deal structure

In this particular process, there are three crucial elements to ensure the client gets the best deal. They can be applied to any business

1. Firstly, you have to have chemistry between parties.

2. The second thing to look for is a cultural fit between businesses. It will help understand the work post-deal.

3. The final thing is an excellent business proportion. So, if two companies get together, there should be something that drives value between the two.

These were some fundamental principles that David Blois unfolded during the Podcast. For further discussion, hop onto our Podcast.

Connect with David Blois

LinkedIn: https://www.linkedin.com/in/david-blois#inmail-app-upsell

Website: www.mandaadvisory.com

Email: [email protected]

Share your expertise and knowledge on our podcast platforms. Apply to be one of our featured guests at https://www.linkedin.com/in/dudley-peacock. This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform for peers and potential clients. Go To www.100daysandbeyond.com for more episodes.

LINKS: http://mergerintegration.co.uk

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Welcome to another episode of 100 days and beyond with Jon Burke. Jon Burke is a commercially-minded, customer-focused marketing leader with over 20 years of international experience in multi-channel marketing, M&A integration, sales management and team realignment. Covering technology, software and smart products, industrial goods and consumer durables in both B2B and B2C markets. 

Background  

Jon has been leading and integrating marketing teams and overseeing strategic plans at head office and regional levels. He has worked on the corporate side for many years. He spent six years in a business that did on average, about six to eight deals (M&A) a year. 

He is a director and consultant at Osmaston Associates.  

Strategic marketing management  

In an acquired business, from a sales and marketing point of view, giving your salespeople access to the right tool promptly is crucial. You want to understand how they use their data. 

You need to use most of the data to grow the business. It enhances the performance of the parent company as well as the other business unit within it. 

To optimise the performance in the company, you need to be working off the same system and data consistently so that you can reach out to target audiences and existing customers to grow the revenue. 

It is essential that sales leaders manage their forecasts and stick to them and communicate in any plus or minuses on time. Quality communication is the key and helps run the business. 

Project Management 

Jon Burke has experience managing 6-8 deals a year. 

From an integration point of view, the key gateways are the 90-100 day plan. It is a good project management process using a DMO or IMO approach. Ensure that there's a defined process that you can just repeat regularly. People get familiar with the processes and the key thing is to be aware of what the strategies are for each business. 

To learn more, hop on the podcast.  

Connect with Jon Burke  

LinkedIn: https://www.linkedin.com/in/jonpburke  

Website: http://osmastonassociates.com  

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LINKS:  http://mergerintegration.co.uk  

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Welcome to another episode of Hundred days and beyond with Rajib Arjun. He is a partner and chief operating officer at Altius strategic consulting. Rajib is an accomplished operation and technology executive with more than 20 years of success across the technology, telecom, communications, private equity, and manufacturing industries. He has extensive experience in enabling growth and executing EBITDA value capture. His broad area of expertise includes m&a, complex Carve-outs, cost optimization, technology-enabled business processes and emerging markets.

Background

Rajib received his Bachelor of Technology from the National Institute of Technology and his MBA from Devi Ahilya University. He has also studied executive and general management at the University of California Walter A. Haas School of Business.

Rajib has held leadership positions at many private equity funds like PwC and Tata Group. He was responsible for 60% of the growth within Tata for three years, resulting in a $150M portfolio of business. Rajib continues to create working relationships with C-Suite executives and has successfully led complex multi-year client engagements in private equity, VC, hi-tech, telecom, manufacturing, retail, healthcare, and international trade.

Carve-out and Strategic consulting

Altius strategic consulting claim velocity, precision and expertise.

Rajib mentioned that the idea behind this is that if the company was engrossed in a problem they would have the best team on work and deliver it in the shortest possible time, driving the highest impact.

Rajib and his team have codified the science and art of doing Carve-out into the set of technology-enabled management consulting practices. Looking at the offer and aspects of people and technology, they deliver the entire experience within 100 days to their client. The key operating work is Velocity.

Rajib Arjun notes six components that allow them to deliver to the client in a software consumable manner.

1. Alignment with investment.

2. Understanding the components that the business needs to be stood up separately.

3. Target operating model and requirements with a prebuilt and time-tested point of view.

4. Relationship with hardware, and software providers and system integrators that can hit the ground running.

5. Sourcing, the ability to work with software, and hardware vendors without wasting time

6. Programme management services.

Team Management

Rajib has built teams with 3 distinctive experiences to be able to deliver the right value to the clients.

1. People with strong consulting experience

2. Individuals with extensive industry and functional expertise such as finance, HR, procurement or pharmaceutical industry experience.

3. Project program managers involved in large-scale transformations.

“The historical context of delivering consulting using linear solutions is dead. We are in an era of non-linear solutions, delivering outcomes in a finite time. That's the era. To do that profitably in an economically viable manner, technology is going to play the key role”

-Rajib Arjun

For more important factors, tune into the podcast.

Connect with Rajib Arjun

LinkedIn: https://www.linkedin.com/in/rajibarjun

Website: https://www.altius.us/

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

LINKS: http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com

Welcome to another episode of Hundred days and beyond, with Rupak Ghose. He is an enterprise software scale-up COO at Galytix, Building LEGO & Early Warning Systems. He is a thought leader in FinTech.

Rupak regularly appeared in leading publications & on awards for top trading and tech executive. Led industry consortium projects with senior management of banks. Generated 250% shareholder return (8x broader U.K. market) and exit valuation of $8bn for NEX/ICAP shareholders from 2012-2018. Worked directly with Board including founder CEO as head of corporate Strategy (also M&A and Investor Relations). Assisted integration of electronic assets into the largest exchange group in the world.

Background

Rupak was an equity research analyst for 13 years, looking at a lot of M&A from the perspective of shareholder value. Then he had his second job at a company called ICAP as a head of corporate strategy. After that, he led an industry consortium, working for some industry bodies. And now he is in scale-up land with 130 employees, four, five different locations globally selling enterprise software SAS to systemically important banks and insurance companies.

Integration of electronic assets

Rupak says that if you think about digital assets, you think about blockchain or crypto, whereas electronic is sort of web 1.0 web 2.0. He has worked in ICAP having a voice broker business that used a lot of technology platforms with some pure electronic platforms as well. They had a large technology budget for it. He thinks that the most valuable business is selling your electronic assets. You run electronic trading platforms. The difference between the two is, that you had people in sales, business development and finance. The brokerage business is more of a people’s business. But you don’t have the client-facing sales guy selling the technology platforms, optimization or post-trade tool like a SAS product.

M&A Integration strategy

Pre-deal or post-deal, everyone tries to find a way to work together to get joint highest possible value.

Rupak shared a few strategies for M&A integration:

- When you are acquiring an asset from a savvy seller, you want them on the board and have some incentive around it.

- The Incentive structure is really important. It’s about understanding the incentive motive's culture.

- With the constant shift in the market, you need to negotiate as hard as you can with M&A.

- You need to minimize your downside, and share as much of the upside so you need to give them an earn-out generously and the upfront as little as possible.

- You need to structure it in a non-binary way.

To know the whole inspirational journey of Rupak Ghose, tune into this episode.

Connect with Rupak Ghose

LinkedIn: https://www.linkedin.com/in/rupak-ghose-53084743

Website: https://www.galytix.com/perspectives/banks_must_act_on_their_early_warning_systems_or_risk_ROE_downturn

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

LINKS: http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com

Welcome to another episode of 100 days and beyond with John Farrell. He is an accomplished business leader and executive director within a large multidisciplinary contracting organization. John has gained an impressive experience with business growth, M&A, turnaround, profit improvement, and value release in high paced environments across sectors including M&E, utilities & energy, construction, facilities management, and environmental services. Having gained success by securing significant growth in long-term framework and major project opportunities from bid through to successful delivery.

Background

John now works in the ranks of operational roles and in large-scale infrastructure business utilities focusing on people, large projects, big contracts and big customers. Through this he’s gotten a broad spectrum of business management from the front-line delivery to managing P&Ls and eventually M&A. John, later on, got involved in turnaround. He has also been a part of PLC as a managing director and a member of the executive team in the local government within M&E. He then went into SSE, a massive energy provider.

Value creation

John says that the value of a business is maintaining the assets around its long-term customer relationships and contracts. Contracting organizations have long-term contracts with people. If you win a contract from another competitor, you bring the workforce and they move across to you. Hence allowing you to introduce change within a workforce. When you have the cycle running continuously - you educate your people around your target operating model and how your business is moving forward with innovation, this is what makes your company highly acquisitive. Which is why you've got to create a line through that by bringing people along the journey and making communication a priority. The more you can set up a team that becomes an advocate for change, the more effective your program and post-deal integration will be. Few important key points to help while going through an acquisition integration are:

1. Discussion with customers in the due diligence process.

2. Looking at the business history of delivery thinking & their engagement with customers.

3. Maintaining your customer base is the absolute key.

4. Approach your target and eventually nurture your business development team.

5. Getting engaged with every stakeholder in the business at a senior level.

6. Being mindful and having a well-built risk management team setup.

John Farrell is a consistent advocate in the creation and ongoing development of high performing teams and individuals to drive success.

Connect with John Farrell

LinkedIn: https://www.linkedin.com/in/johnfarrellent

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

LINKS: http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com

Welcome to another episode of In hundred days and beyond with Robin Adda. He is a thought leader, entrepreneur, CEO of EdTech barefoot eLearning and essential digital GA skills gap by providing IT and soft skills eLearning to training center and businesses.

Background

Robin has studied law degree,  went into accountancy followed by strict guidance of parents. Then he moved into corporate recovery running a business that failed, as his first experience in managing business. He decided to get a job in investment bank and from a large company corporate finance, he moved into a small M&A department. He later on moved to word pressing/IT through a friend, which was his first company.

Barefoot eLearning

Robin Adda has a company called Barefoot eLearning. The concept behind it is very interesting. People having issues in their computers, printers or Venuses which they couldn’t fix on their own, so they’d call them. The concept is basically to give them level support. So they run different courses called Barefoot engineers to create a hero in each department. It is like the initiative in China ‘Chinese barefoot doctors’ who trained people to be barefoot doctors going round the communes teaching somebody in each location the basics of medicine to help sick people get better until it was an incurable disease.

Transition in M&A

Robin thinks that It's very difficult because when you run your own business, you are your own boss. When you sell the business, you are no longer the boss. What he personally don't like is to see people come in and eliminate your brand, put in their brand as if you didn't exist. He felt more sad about the fact that they didn’t recognize the value. Robin says that if business is successful you need the key staff to stay in board. Hop on to the episode to learn some brilliant aspects of Advanced technology.

Connect with Robin Adda

LinkedIn: https://www.linkedin.com/in/robinadda

Website: www.barefootelearning.com

Facebook: https://m.facebook.com/barefoot_elearning

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

LINKS:  http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com

Welcome to another episode of 100 days and beyond with Vladimir Cordier. He is a results oriented and hands-on implementation and transformation technology professional with over 20 years line operations consulting and international program management. He also has experience in the IT and business within senior technology roles in large corporations, specializing in addressing the needs and issues clients encountered during their digital transformation. 

Background

Vladimir started his career in telecoms as a support engineer for a big company and then he move into project management. He has worked in industry for a lot of big companies for 17 years as a senior management looking at their IT strategy and plan the implementation of those projects and delivering them. He stayed on the ground for 3 years doing most of the projects in PMI, where he got into integration. He involved in ERP and business management systems.

 Hundred days plan – PMI

Few key things revealed by Vladimir Cordier are as follow:

The first and most important factor is all  Planning. Make sure right talents stay on board Start a month before signing the contract on the buyer side and paint the picture.

Integration blueprint will be a live document which will live couple of months after the day 1 and the 100 days.

You need to get the synergies by not losing the momentum

Communication and connection with clients, suppliers and everyone is very important. Assure them that things will remain the same.

Merge your emails and websites.

Make a priority list of the systems that need to merge, that are needed to be removed and replaced.

You need army of consultants to keep your operations running and do things well. It’s all about planning and surrounding yourself with people who have done it before.

Vladimir Cordier has led over 100 global projects and programmes, managing over 150 virtual team members across more than 30 business units. Heis French bilingual, Prince 2 and Scrum Master certified. He is author of the “50 Golden Rules of Project Management” book. These were a few of the factors. Tune into the podcast to know the rest of his brilliant journey.

Connect with Vladimir Cordier

LinkedIn: https://www.linkedin.com/mwlite/in/vcordier

Website: http://www.bearingpoint.com/capital

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

LINKS: http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com

Welcome to another episode of Hundred days and beyond with Liam McGreevy, who is a co-founder, director and CEO at Elite growth, holistic herb. Leading into 11 years in the Agritech industry with exceptional knowledge across all areas of the production and distribution, assisting in building global supply chain. He is a progressive business manager and am market developer with 15 years of experience in sales and marketing, technical and compliance manufacturing and distribution operations as well as finance and business development.

Background

Liam McGreevy started his career as a science graduate working with RMC in an in-house laboratory, testing in the construction sector for 6 years. Then worked as a sales representative for distribution of water cultural equipment. Then moved to another employer who was setting up his business and they grew it rapidly with a lot of learning in that period. After that, he ended up in the medical side with the science background. He has worked with a number of companies across retail medical ingredient development raising money and doing acquisition.

Agritech – Agriculture Technology

Liam McGreevy says, it is as broad scope covering cultivation of vegetables into livestock farming on the technological side. He says, people don’t value farmers and do not understand the complexity of the process. Having the elements of risk like climate change, pollution, and waste materials, we need to balance things with right measurements and think reasonably for long-term sustainability.  

Marketing strategy

Been working as a distributor for many years, Liam McGreevy thinks that to market a brand/product, it has to be able to deliver the right message with right price and right margin structure and right relationship with the supplier. Understanding the product is key as well.

M & A Integration

Liam thinks that whether you are on the Merger side or on the Acquisition side, there are two things.

1.      You will look at the people and business teams, if they have similar end goals and right funding structure as you have.

2.      And secondly, if the merged or acquired business has the ability to capture the growth. So he think on both sides, there has to be alignment of  goals of mind-set and ability to work together. Liam has always been a hard worker and competitive person, played a lot of sports growing up. He has got the competitive streak at him and has the hard work ethics. His approach is to try and be really productive and stay fit and healthy within a certain time frame. He thinks that success comes from repeated positive habits and building them in life. These were few summarised points discussed in the episode with Liam Mcgreevy. To know more, tune into the podcast.

Connect with Liam Mcgreevy

LinkedIn: https://www.linkedin.com/in/liam-mcgreevy-5a808724

Share Your Expertise And Knowledge On Our Thought Leader Podcast Apply To Be One Of Our FEATURED GUESTS… This podcast gives M&A experts the platform and the opportunity to demonstrate and showcase their ‘in the trenches’ experiences using a state-of-the-art platform so peers and potential clients can know in advance Go To www.100daysandbeyond.com

100 Days and Beyond M&A Post Merger Integrations

Links: http://mergerintegration.co.uk

http://www.100daysandbeyond.com

http://www.skilfulpursuit.com