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A merger can be a ‘Trojan horse’ opportunity to transform your firm

By Andrew Hedley, Director, Hedley Consulting

28 October 2013

"Don't worry about the implementation, that's tomorrow's problem. Just focus on getting the deal done" figures high on the list of comments which betray the naivety of those negotiating mergers.

Of course, it is also fair to say that such sentiments are understandable given the context of the moment, the pressure of closure and the belief that all things will be possible once the final push to the summit has been attained. But, as every mountaineer will testify, reaching the peak does not represent success unless the return journey can be safely navigated. Failing to have a clear and detailed ?merger implementation programme is analogous to reaching the summit with no plan for the descent.

Those who believe that such planning can be put to one side and viewed as a post-completion activity are simply painting themselves into a corner from which it is difficult to plot an escape. They are driven to a large extent by a focus on getting t...

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