Sector:
Manufacturing
Service Lines:
M&A – Revenue Synergy Assessment, Buy-Side Commercial Due Diligence
Client Situation
A leading U.S. based medical products company was considering the acquisition of a major competitor
The client believed it could generate significant revenue synergies with the target as the overlaps – products and services, customers, geographies – were not significant and it could cross-sell with its existing businesses
But there were divergent views internally and the client needed to get an objective view on the potential combination before it could move forward
How We Helped
Reviewed the acquisition rationale and interviewed management and key stakeholders on the merits and risks of the acquisition, as well alternatives
Developed a fact base on the commercial performance of the client’s business to aid in the revenue synergy evaluation
Completed extensive primary and secondary research on the target with market participants, former employees, customers and other industry experts
Assessed the strategic fit of the two companies and analyzed revenue synergy opportunities, including quantification of estimates by products and services, customer segments and geographies
Conducted several workshops with the client team to review analyses, findings and pressure-test key assumptions
Develop an integration strategy based on different scenarios tied to the revenue synergy opportunities and what it would take to achieve them
Result
The decision to pursue the acquisition was a difficult one, and our recommendations led the client to pursue an alternative path that was a mix of organic efforts and smaller add-on deals
Over the following 2 years, the client closed several add-ons and successfully grew the business to become a major part of the overall company