Book Review: Make the Deal

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Make the Deal: Negotiating Mergers & Acquisitions. 2016Christopher S. Harrison.


Make the Deal: Negotiating Mergers & Acquisitions offers an summary of how you can deliver collectively enterprise and authorized data for optimally structuring a merger or acquisition. Such an summary is especially helpful for the reader who’s accustomed to the strategic and monetary causes for getting an organization, and maybe has a normal understanding of such high-level ideas as an asset transaction versus a inventory transaction, however has had little publicity to authorized ideas that drive the construction and documentation of mergers and acquisitions (M&As). By describing the elements of the authorized agreements utilized in M&As, the creator helps readers enhance their negotiating abilities and enhance their probabilities of a profitable deal.

Make the Deal is a comparatively concise, but detailed, supply to study why sure provisions are included in the documentation and the way they’ll play out in the M&A course of as a deal strikes towards closing and past. The e-book additionally exhibits how you can add worth all through the deal-making course of. Author Christopher Harrison illustrates the concepts by exhibiting greater than 140 examples of the typical wording of those ideas in the authorized paperwork. He additionally notes the elements of the provisions which might be usually topic to in depth negotiation.

Harrison is chief funding officer of the Falconwood Corporation and former co-head of the asset administration M&A legislation observe at Schulte Roth & Zabel. He explains in cheap element subjects one would seemingly encounter in a merger or an acquisition, akin to confidentiality agreements, key provisions and agreements, buy value concerns, representations and warranties, covenants, closing situations, termination rights and breakup charges, materials adversarial results, fairness and debt dedication letters, financing threat, competing gives, indemnities, and dispute resolutions. Harrison additionally explores widespread deal buildings in additional depth than most nonlawyers are prone to be accustomed to. Importantly, he delves into the structure of those agreements to elucidate how clauses inside every of them can have necessary implications for the transaction’s end result.

To assist the practitioner perceive the immense ramifications that seemingly innocuous clauses or oversights in drafting an acquisition can have, Harrison recounts fictional struggle tales wherein oversights in authorized drafting or different sudden occasions led to unanticipated outcomes. For occasion, he writes a couple of hypothetical small firm that had a sizzling product. The firm was bought by a bigger firm with most of the buy value structured as an earnout. When the buying firm reduce advertising and marketing funding to the newly acquired smaller firm and gross sales subsequently fell, the promoting shareholders had been left with little worth as a result of the buy settlement had no requirement to proceed to fund the smaller firm’s advertising and marketing efforts after the acquisition was accomplished.

Using a wide range of sources, Make the Deal additionally makes an attempt to outline present accepted observe in all kinds of points associated to M&A transactions. For occasion, the e-book states that round 80% of offers have a waiver of jury trial, two-thirds of personal offers have a no-shop restriction (which bars the vendor from soliciting a purchase order proposal from another occasion), and one-third to one-half of personal offers have a (third-party) authorized opinion situation for closing.

Although a considerable physique of labor is out there to elucidate the monetary elements of a merger or acquisition, this e-book focuses on the authorized elements and thus offers a bridge between the two worlds. It exhibits how authorized agreements ought to assist the enterprise rationale for doing the deal and decrease the enterprise dangers to each the purchaser and vendor. Make the Deal can be helpful to the particular person engaged in a deal who needs to know the particulars of the transaction’s authorized agreements as a way to enhance the probabilities of a profitable end result.

Therefore, this e-book could possibly be of great profit to CFA charterholders engaged on M&As, particularly those that have moved into company growth, personal fairness, or an M&A division. These readers ought to readily perceive the funding metrics and rationale for an M&A transaction however might need much less familiarity with the related contractual provisions.

More book reviews can be found on the CFA Institute website or in the CFA Institute Financial Analysts Journal®.

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All posts are the opinion of the creator. As such, they shouldn’t be construed as funding recommendation, nor do the opinions expressed essentially replicate the views of CFA Institute or the creator’s employer.

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