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Develop a strategic framework for merger communications

By Andrew Hedley, Director, Hedley Consulting

20 May 2013

It is all too easy for those focused on the consummation of a merger (and with a deep knowledge of the transaction) to assume that its strategic logic will be self-evident. It is always wrong to presume that the benefits flowing from the union will be apparent to the combined firm's client base.

Key clients should be engaged in advance of any public announcement; it is crucial that, for this vital constituency, the merger message is measured and managed. Even worse is to come to the conclusion that it will have genuine appeal.

Client communications must be ?well managed from the point at which news of a potential merger enters the public domain. For many clients, news of an impending merger involving one of their law firms will initially raise concerns. These must be addressed quickly and directly to avoid rumours and misinformation filling ?the vacuum.
Client concerns will commonly centre on questions such as:?

  • Will...

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