{"id":10467,"date":"2024-06-04T18:11:23","date_gmt":"2024-06-04T16:11:23","guid":{"rendered":"https:\/\/www.impactconsultants.eu\/?p=10467"},"modified":"2025-01-17T19:00:49","modified_gmt":"2025-01-17T18:00:49","slug":"ma-trends-the-secrets-of-a-successful-ma-strategy","status":"publish","type":"post","link":"https:\/\/www.impactconsultants.eu\/en\/ma-trends-the-secrets-of-a-successful-ma-strategy\/","title":{"rendered":"M&#038;A Trends: The secrets of a successful M&#038;A strategy"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"10467\" class=\"elementor elementor-10467\" wpc-filter-elementor-widget=\"1\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-17517637 elementor-section-full_width elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"17517637\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4ac03afe\" data-id=\"4ac03afe\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6dd10f5b elementor-widget elementor-widget-heading\" data-id=\"6dd10f5b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">M&amp;A TRENDS: THE SECRETS OF A SUCCESSFUL M&amp;A STRATEGY<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d877103 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"d877103\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7197e30\" data-id=\"7197e30\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5383796 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"5383796\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Fast-growing companies use external growth (M&amp;A) as an essential lever to consolidate their activities and adapt to the new industrial landscape. This transformation has become an additional lever, or sometimes a necessity, to maintain an increased pace of growth.<\/p><p>Recent deals in the travel and travel tech sectors provide a good illustration of this phenomenon:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-c20df90 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"c20df90\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-ba56f60\" data-id=\"ba56f60\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-28bea57 elementor-widget elementor-widget-text-editor\" data-id=\"28bea57\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Travelsoft integrates Traffics, Travel Compositor, Eventiz and more recently 3 new acquisitions: TravelgateX, Atcore Technology and Travel Connection Technology to achieve critical mass with global coverage:<\/p><p>The diversification of its offerings and its new technological capabilities give it a competitive edge, enabling it to offer a wider range of innovative, customised solutions to its customers worldwide.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-f472751\" data-id=\"f472751\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8532ffd elementor-widget elementor-widget-text-editor\" data-id=\"8532ffd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>American Express GBT has recently acquired CWT (currently undergoing regulatory approval) and Egencia, consolidating its position as a global leader:<\/p><p>Enabling a broader range of offerings across all customer segments, a larger geographic footprint, increased negotiating strength with suppliers and additional efficiency gains.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-edc9711\" data-id=\"edc9711\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-36056de elementor-widget elementor-widget-text-editor\" data-id=\"36056de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>CDS has acquired CRC and Goelett, to increase its depth of offer and its position as European leader in business travel:<\/p><p>By combining the strengths of these entities, CDS can cover new markets, diversify solutions for agencies and corporate clients, and use best practices that can be transposed to new countries.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-438a063 elementor-widget elementor-widget-text-editor\" data-id=\"438a063\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>The IMPACT CONSULTANTS team of experts will guide you step-by-step through the various areas of intervention, to apply best practice in terms of external growth:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b156501 elementor-widget elementor-widget-heading\" data-id=\"b156501\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">1. Preparation and Preliminary Assessment<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3c8f542 elementor-widget elementor-widget-text-editor\" data-id=\"3c8f542\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Acquisitions as a growth accelerator<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0ff97b3 elementor-widget elementor-widget-text-editor\" data-id=\"0ff97b3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>As these players have demonstrated, an external growth strategy enables companies to rapidly acquire new skills, penetrate new markets and strengthen their competitive position. A merger or acquisition between two companies significantly accelerates development and enables identified growth drivers and synergies to be realised.<\/p><p>Whether the aim is to increase revenues, extend geographical reach or diversify product offerings, the external growth strategy must be integrated into the company&rsquo;s overall strategy, by defining the levers targeted using predefined evaluation criteria.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ad4fb84 elementor-widget elementor-widget-text-editor\" data-id=\"ad4fb84\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Confirmation of opportunity<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-041949c elementor-widget elementor-widget-text-editor\" data-id=\"041949c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>A preliminary review helps to confirm the target&rsquo;s value-adding potential in relation to the levers targeted, as well as the points to be explored during the due diligence phase:<\/p><ul><li>Financial overview and additional contributions<\/li><li>Resonance of the offering on the market (product fit)<\/li><li>Assets on which to base growth (human, technological, trading)<\/li><li>Reputation and initial assessment of cultural compatibility.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-63f8a28 elementor-widget elementor-widget-heading\" data-id=\"63f8a28\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">2. Due Diligence (DD)<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f3ea093 elementor-widget elementor-widget-text-editor\" data-id=\"f3ea093\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Due Diligence is a critical stage in the M&amp;A process: it identifies and assesses in greater detail the strengths, weaknesses, risks and opportunities of the target company. This analysis helps to ensure that the acquisition is viable and to determine its real and projected value. Four areas are generally analysed: financial and legal, commercial, product and technical.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-b297de3 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"b297de3\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-da73726\" data-id=\"da73726\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b37baa2 elementor-widget elementor-widget-text-editor\" data-id=\"b37baa2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>Financial &amp; Legal :<\/b><\/p><ul><li>Audit of financial statements, cash flow analysis, debt\/asset valuation, verification of financial projections and valuation bases.<\/li><li>Review of key contracts, identification of potential disputes, verification of regulatory compliance and review of tax obligations.<\/li><li>Anticipation of the union and synchronisation of the two entities, whether they are fully integrated or remain separate.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-c720663\" data-id=\"c720663\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-82ab7d9 elementor-widget elementor-widget-text-editor\" data-id=\"82ab7d9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>Commercial scope :<\/b><\/p><ul><li>Analysis of market position (market fit, strength, competition): assessment of customer segments and their potential. Study of competitors, areas of differentiation and potential threats.<\/li><li>Depth of strategic agreements: analysis of existing partnerships and strategic alliances. Interviews or discussions to assess the strength of these agreements.<\/li><li>Revenue assumptions and comparisons: assessment of commercial strategy, distribution channels and business models. Comparison of projected revenues with industry benchmarks.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-4049085 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"4049085\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-23a9cb1\" data-id=\"23a9cb1\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cb3ed8e elementor-widget elementor-widget-text-editor\" data-id=\"cb3ed8e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Product scope :<\/p><ul><li>Product fit &amp; competitive benchmark: Assessment of the product range, product fit with the market and product life cycle.<\/li><li>Functional review &amp; roadmap: Analysis of innovation capabilities, development pipeline and product differentiation areas.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-4c5d4b9\" data-id=\"4c5d4b9\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7182b35 elementor-widget elementor-widget-text-editor\" data-id=\"7182b35\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>Technical scope :<\/b><\/p><ul><li>Scalability, technological debt: Review of IT systems, code versions used and IT architecture structure.<\/li><li>Product delivery: Review of development methods and their ability to deliver consistent value to customers.<\/li><li>Security and penetration testing: Verification of security standards, regulatory compliance and system resilience.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-77ebf6b elementor-widget elementor-widget-heading\" data-id=\"77ebf6b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">3. Negotiation and Structuring of the Agreement<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0adbe28 elementor-widget elementor-widget-text-editor\" data-id=\"0adbe28\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Once the due diligence confirming the potential has been carried out, the negotiation phases can begin. It is important to establish the terms of the acquisition, including the purchase price, payment terms, guarantees and indemnities, the transition period and any conditions precedent. The key stages in this process are<\/p><ul><li>Letter of Intent (LOI): Preliminary document that describes the main terms and intentions of the parties before proceeding to more detailed agreements.<\/li><li>Signing: Signing of the definitive agreement where the parties formally commit to the terms of the acquisition.<\/li><li>Closing: Completion of the transaction once the conditions precedent have been satisfied, including the transfer of assets and payment.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c586ee3 elementor-widget elementor-widget-heading\" data-id=\"c586ee3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">4. Synergies and integration<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b7a9371 elementor-widget elementor-widget-text-editor\" data-id=\"b7a9371\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Integration execution (or PMI: Post Merger Integration)<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1427fd0 elementor-widget elementor-widget-text-editor\" data-id=\"1427fd0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Integrating the acquired structure into the acquirer&rsquo;s operations, systems and culture is a crucial stage in an external growth operation, requiring a detailed action plan and stakeholders defined in advance. The aim is to have a plan ready for execution on D-day, with transitional governance and predefined teams who already know each other.<\/p><p>It is important to note that merging into a single entity is not always necessary. Sometimes it may be more appropriate to keep the entities autonomous in order to preserve certain specific synergies and maximise the benefits of the acquisition.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c410a7c elementor-widget elementor-widget-text-editor\" data-id=\"c410a7c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Integration execution (or PMI: Post Merger Integration)<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-01e41bf elementor-widget elementor-widget-text-editor\" data-id=\"01e41bf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Ongoing evaluation ensures that the strategic objectives are met and that the acquisition delivers the expected value. The impact of the acquisition is monitored and evaluated using predefined indicators:<\/p><ul><li>Commercial and financial performance<\/li><li>Realisation of synergies<\/li><li>Decisions on adjustments to be made<\/li><li>A new phase of growth acceleration may also result<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6562948 elementor-widget elementor-widget-text-editor\" data-id=\"6562948\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Sales acceleration<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c23dd7c elementor-widget elementor-widget-text-editor\" data-id=\"c23dd7c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>To optimise and maximise external growth operations and commercial acceleration, it is crucial to explore additional avenues such as market expansion, entry into new customer segments and product development. An adjusted business plan, with realistic financial projections based on new growth opportunities, internal capabilities and market realities, as well as targeted marketing actions, is essential.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-eccc573 elementor-widget elementor-widget-heading\" data-id=\"eccc573\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The contributions of IMPACT CONSULTANTS :<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-085c29a elementor-widget elementor-widget-text-editor\" data-id=\"085c29a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>As an expert in the travel, transport, mobility, leisure and healthcare sectors, providing solutions to growth challenges, IMPACT CONSULTANTS guides its clients through :<\/p><ul><li>Expert insight and deal-making capacity.<\/li><li>An entrepreneurial, operational and financial vision acquired through our assignments and investments.<\/li><li>In-depth knowledge of the ratios in our sectors, with direct access to information.<\/li><li>A methodology for taking a step back to confirm and secure assumptions and synergies.<\/li><li>A track record of transactions and investments, with assignments led by our partners.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c765f6 elementor-widget elementor-widget-text-editor\" data-id=\"7c765f6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Contact our team of experts!<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8093337 elementor-widget elementor-widget-text-editor\" data-id=\"8093337\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>They will guide you step by step through the various stages of your external growth strategy, drawing on best practice.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-af775f1 elementor-widget elementor-widget-text-editor\" data-id=\"af775f1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Alexandre Veau, Flavie Picart<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section 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xml:space=\"preserve\"><g><path fill=\"#9ea0a4\" d=\"M18 14V8h-4v6H8v4h6v6h4v-6h6v-4h-6z\" fill-rule=\"evenodd\"><\/path><\/g><\/svg><\/span><\/a><\/div><div class=\"heateorSssClear\"><\/div><\/div>\n\n<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>M&amp;A TRENDS: THE SECRETS OF A SUCCESSFUL M&amp;A STRATEGY Fast-growing companies use external growth (M&amp;A) as an essential lever to consolidate their activities and adapt to the new industrial landscape. This transformation has become an additional lever, or sometimes a necessity, to maintain an increased pace of growth. Recent deals in the travel and travel tech sectors provide a good illustration of this phenomenon: Travelsoft integrates Traffics, Travel Compositor, Eventiz and more recently 3 new acquisitions: TravelgateX, Atcore Technology and Travel Connection Technology to achieve critical mass with global coverage: The diversification of its offerings and its new technological capabilities give it a competitive edge, enabling it to offer a wider range of innovative, customised solutions to its customers worldwide. American Express GBT has recently acquired CWT (currently undergoing regulatory approval) and Egencia, consolidating its position as a global leader: Enabling a broader range of offerings across all customer segments, a larger geographic footprint, increased negotiating strength with suppliers and additional efficiency gains. CDS has acquired CRC and Goelett, to increase its depth of offer and its position as European leader in business travel: By combining the strengths of these entities, CDS can cover new markets, diversify solutions for agencies and corporate clients, and use best practices that can be transposed to new countries. The IMPACT CONSULTANTS team of experts will guide you step-by-step through the various areas of intervention, to apply best practice in terms of external growth: 1. Preparation and Preliminary Assessment Acquisitions as a growth accelerator As these players have demonstrated, an external growth strategy enables companies to rapidly acquire new skills, penetrate new markets and strengthen their competitive position. A merger or acquisition between two companies significantly accelerates development and enables identified growth drivers and synergies to be realised. Whether the aim is to increase revenues, extend geographical reach or diversify product offerings, the external growth strategy must be integrated into the company&rsquo;s overall strategy, by defining the levers targeted using predefined evaluation criteria. Confirmation of opportunity A preliminary review helps to confirm the target&rsquo;s value-adding potential in relation to the levers targeted, as well as the points to be explored during the due diligence phase: Financial overview and additional contributions Resonance of the offering on the market (product fit) Assets on which to base growth (human, technological, trading) Reputation and initial assessment of cultural compatibility. 2. Due Diligence (DD) Due Diligence is a critical stage in the M&amp;A process: it identifies and assesses in greater detail the strengths, weaknesses, risks and opportunities of the target company. This analysis helps to ensure that the acquisition is viable and to determine its real and projected value. Four areas are generally analysed: financial and legal, commercial, product and technical. Financial &amp; Legal : Audit of financial statements, cash flow analysis, debt\/asset valuation, verification of financial projections and valuation bases. Review of key contracts, identification of potential disputes, verification of regulatory compliance and review of tax obligations. Anticipation of the union and synchronisation of the two entities, whether they are fully integrated or remain separate. Commercial scope : Analysis of market position (market fit, strength, competition): assessment of customer segments and their potential. Study of competitors, areas of differentiation and potential threats. Depth of strategic agreements: analysis of existing partnerships and strategic alliances. Interviews or discussions to assess the strength of these agreements. Revenue assumptions and comparisons: assessment of commercial strategy, distribution channels and business models. Comparison of projected revenues with industry benchmarks. Product scope : Product fit &amp; competitive benchmark: Assessment of the product range, product fit with the market and product life cycle. Functional review &amp; roadmap: Analysis of innovation capabilities, development pipeline and product differentiation areas. Technical scope : Scalability, technological debt: Review of IT systems, code versions used and IT architecture structure. Product delivery: Review of development methods and their ability to deliver consistent value to customers. Security and penetration testing: Verification of security standards, regulatory compliance and system resilience. 3. Negotiation and Structuring of the Agreement Once the due diligence confirming the potential has been carried out, the negotiation phases can begin. It is important to establish the terms of the acquisition, including the purchase price, payment terms, guarantees and indemnities, the transition period and any conditions precedent. The key stages in this process are Letter of Intent (LOI): Preliminary document that describes the main terms and intentions of the parties before proceeding to more detailed agreements. Signing: Signing of the definitive agreement where the parties formally commit to the terms of the acquisition. Closing: Completion of the transaction once the conditions precedent have been satisfied, including the transfer of assets and payment. 4. Synergies and integration Integration execution (or PMI: Post Merger Integration) Integrating the acquired structure into the acquirer&rsquo;s operations, systems and culture is a crucial stage in an external growth operation, requiring a detailed action plan and stakeholders defined in advance. The aim is to have a plan ready for execution on D-day, with transitional governance and predefined teams who already know each other. It is important to note that merging into a single entity is not always necessary. Sometimes it may be more appropriate to keep the entities autonomous in order to preserve certain specific synergies and maximise the benefits of the acquisition. Integration execution (or PMI: Post Merger Integration) Ongoing evaluation ensures that the strategic objectives are met and that the acquisition delivers the expected value. The impact of the acquisition is monitored and evaluated using predefined indicators: Commercial and financial performance Realisation of synergies Decisions on adjustments to be made A new phase of growth acceleration may also result Sales acceleration To optimise and maximise external growth operations and commercial acceleration, it is crucial to explore additional avenues such as market expansion, entry into new customer segments and product development. An adjusted business plan, with realistic financial projections based on new growth opportunities, internal capabilities and market realities, as well as targeted marketing actions, is essential. The contributions of IMPACT CONSULTANTS : As an expert in the<\/p>","protected":false},"author":1,"featured_media":11129,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"page-builder","ast-site-content-layout":"full-width-container","site-content-style":"unboxed","site-sidebar-style":"unboxed","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[290],"tags":[894],"media_tag":[],"class_list":["post-10467","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-modeles-en","tag-commercial-services-en"],"_links":{"self":[{"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/posts\/10467","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/comments?post=10467"}],"version-history":[{"count":5,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/posts\/10467\/revisions"}],"predecessor-version":[{"id":10473,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/posts\/10467\/revisions\/10473"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/media\/11129"}],"wp:attachment":[{"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/media?parent=10467"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/categories?post=10467"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/tags?post=10467"},{"taxonomy":"media_tag","embeddable":true,"href":"https:\/\/www.impactconsultants.eu\/en\/wp-json\/wp\/v2\/media_tag?post=10467"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}