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How to win partners’ hearts and minds for a proposed merger

By Andrew Hedley, Director, Hedley Consulting

18 June 2013

An interesting point is reached in any merger discussion, at which the negotiating teams must set aside issues of market dynamics, strategy and positioning. Plans for operational change, efficiency improvements and rationalisation must also be sidelined. Even the development of compelling propositions to attract new clients and expand existing relationships must pause in order to answer one question. This question is, when looked at through the eyes of the common or garden partner, “what’s in it for me?”

For many in the rank and file, the attraction of any merger is not tied up in vision, strategy or opportunity in the ‘brave new world’. It is more concerned with a simpler question, which is rarely expressed straightforwardly but often evidenced by behaviours and hinted at ?in questions that circle the core issue: “Will I be better or worse off, in both ?the short and longer t...

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