Walker's in the business of helping companies understand their customer base, and figuring out how to leverage that to grow their business. We do the same thing for strategic and financial buyers.
Watch this video to learn more about how we help companies understand their customer base before, during, and after the acquisition process.
Research shows 50 percent of all acquisitions ultimately fail to add value to the shareholders of the acquiring firm. Surprising?
So, what's missing? When considering the full scope of due diligence, few companies perform any adequate investigation of the asset that is almost always the single most important to be understood – the customer base. This customer asset can make up as much as 80 percent of the transaction value, yet far too little attention is paid to it.
In an effort to keep up with the latest news related to mergers and acquisitions, I am continually educating myself by pilfering through a never-ending inventory of content, online and elsewhere. Recently, I have read a number of very good articles and blogs on merger and acquisition strategies, processes, trends, etc., and many of these articles are very articulate in how they advise completing a successful merger or acquisition.
In a recent article for BusinessWeek, Mark Johnson discusses mergers and acquisitions and how to increase the probability of success. Johnson points out the familiar statistic that 80% of acquisitions fail to create value for the acquiring company; the reason, Johnson hypothesizes, is that firms fail to realize what they are buying.
