By Sid Chadwick – 10/03/19
Published in American Printer

Big Hat….No Cattle”…….Cultural  Aphorism From Texas

INTRODUCTION:

We see this unfolding story…. Repeat itself….over… and over…..

— Promises are made to the Seller….from the Buyer….re. how his/her employees will be valuable….and particularly those in leadership positions.

— Customer-prized capabilities at the Seller…competencies of unusual, hard-won expertise — treasured by customers and employees alike….are promised to be studied…certainly adopted by the new owner’s organization.

— Acquired customers can count on more capacity, production options, and more reliable delivery — available to them.

Somehow….with the ink barely dry…..

Acquiring company personnel….don’t know newly acquired customers, personally — who were “part of the family” — at the acquired company….and interestingly enough….as an observation….some don’t appear to have an interest to make the effort……

— Previous employees don’t have the authority to “get things done”…they used to have….and they know it…as they experience it.

Six-to-Twelve-to-Eighteen Months Out….

Employees….and Customers….are “peeling off”….one at a time….

valueHow can this happen?

What happened to “The Value” — that was acquired……it was recognized…….wasn’t it….?

Did anyone… Recognize …The Value….?

SUMMARY:

My tally sheet…shows…

  1. The M & A firm….did their job….did it well…no longer on the scene….no one really wants them around….including them….
  2. The Seller… has moved on to his/her fantasy life…now with a legacy for the children…and grandchildren…..(Oh…. And Creditors… may be asking, “Where did the Seller go….?”)
  3. The Buyer…having demonstrated to his peers…. his/her ability to make industry headlines….at a most attractive low earnings multiple…..
  4.  And….Employees… and…acquired customers…..want to go where their existence, their position in these commercial transactions….still counts for something……

Well…they’ve all moved-on….everyone wanted to be important to someone…..so they went to where they could again count on…(including) ….what they expected…and were told…..

For Experienced, Highly Skilled Employees…and New, Additional Business…….Find  —  “Who’s Being Acquired/Who’s Been Acquired..?

“Culture eats strategy for breakfast…”……Peter Drucker, Management Consultant, Author

 

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