Tuesday, August 18, 2009

What is a Post-Acquisition Due Diligence?

When all is said and done, the fundamental driver of any business is not its finance nor its strategies nor its operations. These together are responsible for no more than 20% of performance.

The real driver of corporate performance is something else. It is its Operating Dynamic. That complex of organizational and human factors that drives/impels behavior, generates performance and is finally responsible for success or failure.

No investor would enter into an acquisition without an in-depth financial and operational analysis. Yet, with almost every acquisition, decisions are made - and have to be made - in almost complete ignorance of that which will be responsible for 80% of performance. Investors must make their acquisition decisions on the best information available and then wait... And wait... And hope... Because understanding what the operating dynamic really is, and the impact it is having on performance takes time.

Until now it has been thought that that was the way it had to be. It was felt that the technology to open the soul of a company to its new owners did not exist. Happily, this is no longer true.

A Post-Acquisition Due Diligence is now possible. A due diligence that will expose to the light of day the real and often hidden drivers of performance, and do so for the company as a whole and for each of its units.

The cost is affordable, the effort required by the acquired company is minimal, the time to do it extremely short. And the ROI remarkable.


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