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Mergers and Acquisitions Playbook: Lessons from the Middle-Market Trenches, by Mark A. Filippell
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From the Inside Flap
Mergers and Acquisitions Playbook introduces a street-smart approach to the mergers and acquisitions (M&A) process. It's straightforward, it's savvy, and it's designed to prepare you to understand and manage the sale of your business with an investment banker's know-how. Drawing from his nearly three decades of experience, during which he completed over 125 merger and acquisition transactions, author and successful investment banker Mark Filippell uses his wealth of real-world experience and true case studies to reveal the nuts and bolts of valuing your company, marketing it, negotiating the deal points, and closing the transaction—all with an insider's perspective. Even if you don't plan on selling your business yourself, you'll need to understand all the players—and "plays"—involved in this transaction that will be the most important of your career as a business owner. Mergers and Acquisitions Playbook helps you gain invaluable insight, with coverage on: Preparing to sell your business Whether or not you should hire an intermediary Finding out what your business is worth The difference between "value" and "currency" How to create competition (or the impression of it) Identifying and cultivating the right buyers Approaching prospective buyers Negotiating strategies Moving from letter of intent to closing Working with lawyers Whether you're in the game or just watching, you're going to need to know what's happening—especially if your business is one of the major players. Anecdotal and packed with practical advice on the mergers and acquisitions process from start to finish, Mergers and Acquisitions Playbook prepares you to enter the M&A process like an expert—no matter what your playing field looks like.
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From the Back Cover
Praise for Mergers & Acquisitions Playbook Lessons from the Middle-Market Trenches "My experiences with more than twenty acquisitions and divestitures, both domestic and international, are accurately reflected in this 'Playbook.' A good acquisition is a thing of beauty, a bad one a curse for many generations. Follow Mark's guidance to the rules of the 'game' and you will come out a winner! We did when we worked with Mark on one of our most important projects." —Kurt Wiedenhaupt, former Chairman and CEO, American Precision Industries "The Mergers and Acquisitions Playbook will be an invaluable tool for anyone who is considering selling their business. Mark Filippell incorporates all of the knowledge and experience he has gained from nearly thirty years of working on M&A. The book is well written and easily understood, even for readers who have not been exposed to the world of M&A." —John G. Nestor, Chairman and CEO, Kirtland Capital Partners "This extremely readable and thorough book by a veteran 'middle market' investment banker is a 'must' for anyone thinking about selling (or buying or even investing in) a business in that range. He covers almost everything, with useful appendices. His Michigan Law School roots embolden him to include a section on 'Managing the M&A Lawyer.'" —Richard W. Pogue, former Managing Partner and now Advisor, Jones Day "The Mergers and Acquisitions Playbook is the 'how to' that you don't learn in business school and is recommended reading for any corporate executive looking to either buy or sell a business. Mark goes way beyond the numbers and reveals the strategy behind executing a good deal." —Richard D. Weber, President, Atlas Energy, Inc. "Mark Filippell's Mergers and Acquisitions Playbook offers an experienced professional's comprehensive view into how investment bankers really do sell businesses. It includes a wealth of practical techniques and approaches that makes a difference at every stage of the sale process. As promised, this book really does 'level the playing field.'" —David L. Jaffe, Managing Partner, Centre Partners Management LLC
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Product details
Hardcover: 336 pages
Publisher: Wiley; 1 edition (November 30, 2010)
Language: English
ISBN-10: 9780470627532
ISBN-13: 978-0470627532
ASIN: 0470627530
Product Dimensions:
5.9 x 1.2 x 9 inches
Shipping Weight: 1.1 pounds (View shipping rates and policies)
Average Customer Review:
4.8 out of 5 stars
25 customer reviews
Amazon Best Sellers Rank:
#317,496 in Books (See Top 100 in Books)
Jim Collins, in Good to Great, searched for those qualities that differentiated the average company from the true standouts. While the long-term performance results of the best companies are available to all, the means by which those ends were achieved were far more subtle. And so it is with Playbook. Although billed as a how-to manual, on a subtle but powerful level it is an unintentional autobiographical account of how the author achieved greatness as a mergers and acquisitions specialist. Those who have watched Mark perform his magic over the years have witnessed those traits for which greatness was the unanticipated byproduct. Beyond his intellectual brilliance, Mark possesses two relatively uncommon virtues, particularly when they appear in tandem. First, his tenacity is legendary. It becomes doubly powerful when one's overarching motivation is to further the interests of his client. Playbook in its own right is a powerful tool; executed by anyone with Mark's intellect and temperament it is dynamite.
A great overview of the M &A ProcessRecommend for anyone considering selling their business. It’s worth the time to avoid finding out errors after it is too late.
I was looking for a book to get an introductory view of M&A and this book served its purpose in providing a broad overview of the process and some general tips. It was not a technical guide and was very enjoyable to read. This book probably would not be great for someone who is already in the M&A field or has a few transactions under their belt, but it is a great starting point. Thanks.
This is a pretty pricey book, but it's the best end-to-end commentary on M&A that I've ever read. It really covers the gambit of transaction scenarios and stages, including deal structure, bid strategy, stakeholder management, and a lot more. It leaves you with plenty to think and talk about. It is also a very accessible read, for someone who hasn't spent a lot of time in that business, it's written as a door-opener. Filippell adds a lot of flavor with his first hand stories and I really liked how he discussed the human side of these business transactions.
I am a business broker and this book is full of usable tips, advise, knowledge and examples as I look to upper main street as my next frontier.
I recently completed a partial sale of my company to a private equity firm. A friend of mine recommended this book when I was just starting the process, and the book proved to be invaluable. Mark Filippell takes you through the entire process from start to finish: identifying why you want to sell, clarifying your goals and desired outcome, putting together your deal team, determining valuation, etc. As Mark promised, the whole process took close to a year. At each phase I was able to use the book as a reference on what to expect and how to position myself for the best outcome. As a "big reader" I read at least ten books on the sales process, valuation, how private equity works, angel investors, etc. This book was hands down the best of the bunch. Mark covers the material in the appropriate level of depth, while still keeping it highly readable. Highly recommended!
This book turns a complex process into an easy to understand activity. The author's use of analogies and humor allow the reader to set a steady pace and avoid the need to re-read sections. Anyone who desires to be in the investment banking business, or is interested in selling a business of their own, should become familiar with the knowledge this book has to offer. There is also some great anecdotal information on bankruptcy sales and regulations which is difficult to find elsewhere.
I really liked this book, and it really gives the reality about everything having pros, cons, exceptions--usually no easy answers. For example, a seller might have offers where payment could be in cash or stock. The author was definitely on top of this issue in pointing out that when John Rockefeller bought up oil refiners in Cleveland in the beginning, they were offered Standard Oil stock--but most demanded cash (they would have made fortunes by taking the stock). But I liked this on p. 213: " . . . could be worth its weight in worthless Enron stock certificates."If the author does a new edition or another book, I recommend avoiding footnotes, and if some are absolutely needed, then putting them on the bottoms of the pages (not at the end of each chapter and after any appendices--which was very irritating). Also almost all of the sayings that were in quotes did not need to be in quotes.This author reflects a local practical Cleveland mentality, and the book is very honest and down-to-earth.But then I had a negative reaction when I saw on the back of the book a review by a former Managing Partner of a big international law firm (which included the obligatory touting of the author's "Michigan Law School roots"). I immediately wondered if that big firm is used on many of the author's deals. I would never use that firm on a deal, and if I was a seller, and the buyer was using that firm, I would reject that buyer or demand a much higher price, and if I was the bidding buyer and the seller was using that firm, I would drop out of the bidding or offer a much lower price.
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