A Merger Manual

by Steven Maxwell, Mng. Dir.; TechKNOWLKEDGEy Strategic Group, Boulder, CO,


Serial Information: Civil Engineering—ASCE, 1998, Vol. 68, Issue 2, Pg. 73-75


Document Type: Feature article

Abstract:

Mergers and acquisition business deals continue to proliferate in the consulting engineer and construction industry. There are many important issues on both sides of the table, and the article offers advice for both parties. Reasons for buying or selling are increased markets, more offices, diversification, vertical integration, elimination of competition, or simply that bigger means better in American business. Parties need to look at sustainable client base, market edge, verifiable financials, verifiable service claims, markets, experienced management, marketing expertise and entrepreneurial skill. Conversely, those doing the selling need to present their qualification in these areas in the best possible light. After such deals are complete, methods and strategies to meld the two differing corporate cultures are also offered. Such problems as communications, employee benefits, strategic plans, and training are discussed.

Subject Headings: Business management | Verification | Financial management | Consulting services | Training | Sustainable development | Marketing

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