Winning at Mergers and Acquisitions: The Guide to Market-Focused Planning and Integration Book

	Foreword
	Preface
1	"Marketing Due Diligence" in Strategic Mergers and Acquisitions	1
2	Quest for Strategic Advantage through Mergers and Acquisitions	21
3	Essence of Strategic Mergers and Acquisitions: Focusing on Revenue Enhancement	45
4	Evaluating Market Dynamics: Starting Point of Target Company Examinations	61
5	Analyzing a Target Company's Products and Product-Development Capabilities	82
6	Analyzing a Target Company's Customer Base	99
7	Evaluating a Target Company's Employees: A Skills-Based Approach to Personnel Decision Making	118
8	Analyzing the Target Company's Management Functions and Processes	137
9	Understanding and Acting on the Challenges of Postmerger Integration	157
10	Analyzing and Aligning Corporate Cultures	178
11	Aligning Products and Product Management Processes	201
12	Employee and Organizational Communication Strategies	221
13	Training: Catalyst of Integration and Skills Transfer	243
14	Reward and Recognition Programs and Employee Motivational Techniques	260
15	Postmerger External Communication Strategies Supporting the Merger's Launch	277
16	Designing the Merged Firm's Organizational Structure: A Framework for Decision Making	297
App	Researching Acquisition Candidates: Information Requirements, Sources, and Data-Collection Techniques	311
	Index	324