Mordechai Gal: M&A specialist? What is a merger between two firms? A merger is referred to as a financial operation in which two companies join each other and continue business operations as one legal entity. Generally, mergers can be divided into five different categories: Product-extension merger: Merging companies operating in the same market offer products and/or services complementary to each other. A note for this M&A strategy is that the type of merger selected by a company primarily depends on the motives and objectives of the companies participating in a deal.

What are the Different Motives for Mergers? Companies pursue mergers and acquisitions for several reasons. The most common motives for mergers are: Economies of Scope: Mergers and acquisitions bring economies of scope that aren’t always possible through organic growth. One only has to look at Facebook to see that this is the case. Despite providing users with the ability to share photos and contact friends within its platform, it still acquired Instagram and Whatsapp. Economies of scope thus allow companies to tap into the demand of a much larger client base.

Opportunistic Value Generation: Some of the best deals happen when a company isn’t even actively pursuing an acquisition. The hallmark of these acquisitions is that the purchase price is less than the fair market value of the target company’s net assets. Often these companies will be in some financial distress, but a deal can be made to keep the company afloat while the buyer benefits from adding immediate value as a direct consequence of the transaction.

Higher Levels of Competition: The larger the company, in theory, the more competitive it becomes. Again, this is essentially one of the benefits of economies of scale: being bigger allows you to compete for more. To take an example: there are currently dozens of upstart companies entering the plant-based meat market, offering a range of vegetable-based ‘meats’.But when P&G or Nestle begin to focus on this market, many of the upstarts will fall away, unable to compete with these behemoths.

Incentives for managers: Sometimes, mergers are primarily motivated by the personal interests and goals of the top management of a company. For example, a company created as a result of a merger guarantees more power and prestige that can be viewed favorably by managers. Such a motive can also be reinforced by the managers’ ego, as well as his or her intention to build the biggest company in the industry in terms of size. Such a phenomenon can be referred to as “empire building,” which happens when the managers of a company start favoring the size of a company more than its actual performance.

Large mergers and acquisitions (M&A) tend to get the biggest headlines in newspapers, but research indicates that executives should be paying attention to all the smaller deals, too. These smaller transactions, when pursued as part of a deliberate and systematic M&A program, tend to yield strong returns over the long run with comparatively low risk. And, based on Mordecai Gal‘s research, companies’ ability to successfully manage these deals can be a central factor in their ability to withstand economic shocks. The execution of such a programmatic M&A strategy is not easy, however.

Success in M&A requires much more than just executing on a big amount of deals. Acquirers must articulate exactly why and where they need M&A to deliver on specific themes and objectives underlying their overarching corporate strategies. In addition, they must give careful thought as to how they plan to pursue programmatic M&A—including constructing a high-level business case and preliminary integration plans for each area in which they want to pursue M&A.

Why Mergers and Acquisitions Fail? There are many reasons so let’s discuss some of them: Business climate not suited or wrong time : For the myriad of reasons cited for the failure of the notorious AOL/Time Warner deal, one is seldom given: The year 2000 was not a good time for media firms to merge. The media industry was about to undergo the biggest shake-up in its history, from which it is only now beginning to show signs of recovery. The inability to see long-term shifts is a human trait (we overestimate change in the short-term and underestimate it in the long-term) and one that catches out many managers in M&A, ultimately leading to the downfall of many transactions.

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