Are We Leaving Money On The Table?

Situation:

The Mergers & Acquisitions team of a FTSE 100 company wanted to assess their recent negotiation performance and identify any opportunities for improvement.

Problem:

The team was responsible for negotiating complex acquisition and divestiture deals, valued at over $40bn in recent years. Success was critical to execute the corporation’s restructure strategy. Its leaders wanted to know: how well are we really performing? Have we left money on the table? Where can we improve?

Action:

Drawing on insights from negotiation and auction theory, we conducted a Negotiation Performance Review. We provided the team with 15 concise, actionable recommendations for analyzing, executing, supporting, and debriefing major transactions.

Result:

The group’s leaders shared our insights with their C-suite sponsors, created five working groups to implement selected recommendations for enhancing capabilities and decision processes.