Mergers & Acquisitions

Excellence
Key Steps for Mastering Due Diligence, Valuation & Integration

DUBAI, UAE
28 - 30 JANUARY 2025

M&A Thought Leader & Author

“Successful Acquisitions: A Proven Plan for Strategic Growth”

Amazon 4.7

DAVID BRAUN
TESTIMONIALS
“David Braun has extensive experience in the field of Mergers & Acquisitions. The subject on the
valuation was the main strength in this event.”
Foo Eefaun – Senior Manager, Corporate Finance, IOI Corporation Berhad

“David Braun was really good! He was very informative in delivering the M&A training. The main
strength of this event was the breakout session we had. Overall, I find this training was excellent”
Preveena Murugesu - Analyst, Tenaga Nasional Berhad

“The training by David Braun was very productive and effective. The strength of this event lies in
the instructors' capability to explain each of the topics in a comprehensive yet concise manner.
Personally, I find the Due Diligence & Integration topics particularly useful for my scenario.”
Stephano Wang – Corporate Finance Manager, SEATech Ventures Corp

“Great! Especially the hands on exercise on calculating the enterprise value and information
required from the other party”
Rusnani Md Rus – Manager, Sime Darby Plantation Berhad

“Practical explanations to queries and real life examples. Understanding the M&A process
including the due diligence involved in the commercial side of things is useful.”
Charissa Chiok - Assistant Manager, Securities Commission Malaysia
 DAY 1 | PROGRAM OUTLINE

SESSION 1 Mastering The M&A Process

WHY YOU SHOULD ATTEND
M&A is tough - even for the best-of-the-best!
Even with the right intentions, planning, and preparation, many
Do you want to grow your business by acquiring another
deals fail to achieve their full pre-deal financial or strategic
company but don’t know where to begin or fully
objectives. M&A is not merely an investment or a transaction;
it's an end-to-end business process that requires skilled understand the complete M&A process?
leadership to navigate each phase, decision and requirement
from start to finish. This presentation will provide you a pathway for your
Current M&A trends and forecast M&A journey, helping you make informed decisions and
Overview of the M&A Process avoid the potential obstacles that could cause your deal
Setting your M&A goals to fail. By gaining more knowledge of the acquisition
5 options for growth: Organic vs. Inorganic process, you will greatly increase your chance of success
Common Failure Factors and unlock exciting new opportunities for your
Understanding the end-to-end M&A Lifecycle. What organization.
happens and when?

Exercise: Lessons Learned from One of the World’s

Largest Company’s M&A Failure
ACTIVITY

WHO SHOULD ATTEND?

SESSION 2 Finding and Selecting Your M&A Targets

Key Executives (CEOs, CFOs, Business Unit GM’s, VP

Once the decision has been made to follow an M&A growth
strategy, the next question becomes, “Which companies do I Strategy/Corporate Development, etc.)
pursue?” Since your time and resources are limited, your Tasked with driving strategic growth through MA&D,
focus must be on not finding any company to buy, but accountable for deal resourcing, building a more
instead finding the “right” company to buy. robust M&A capability in the organization, and
M&A tactics for buyers seeking continuous improvements in key “gap areas”.
Developing your search strategy Corporate Development Leads
Finding prospects Accountable to the executive committee or deal team
Profiling and exploring prospects for overall strategy execution, end-to-end M&A
Selecting the target
operations, internal capability development, and
Best practices for reaching out to targets
ensuring completion of the deal thesis objectives and
Elements of an effective pitch
synergies.
Due Diligence & Integration Leads:
Team Activity: Create your “Pitch” Those principally responsible for integration strategy,
ACTIVITY planning, decision making, and accomplishing
overall “integration complete”.
SESSION 3 The Art of Due Diligence Diligence Management Office (DMO) & Integration
Management Office (IMO) Leads & Program Managers
Due diligence is a critical, high pressure component of M&A, Those responsible for detailed due diligence,
often filled with risks that can result in long term financial, legal, integration planning, mapping, and managing all
and reputational liabilities. Successful due diligence requires cross-functional dependencies, scheduling,
mastering both the broad scope of comprehensive enterprise coordinating, tracking, reporting, managing risks,
due diligence and the intricate process itself, all within a
action items, etc.
competitive and fast-paced deal environment.
Functional Workstream Leads & Dedicated Workstream
Defining Due Diligence
Program Managers
Finding Opportunity with Due Diligence: The Three Data
Those responsible for due diligence, integration
Buckets
planning and execution of their specific functional,
Phases of Due Diligence
business, or cross-functional workstream across the
Essential Team Roles in Due Diligence (Financial, HR, IT,
M&A life cycle, while supporting all related cross-
Operations, etc.)
The Due Diligence Checklist functional dependencies.
Transitioning from Diligence to Integration

Partner Activity: Your Top Ten Due Diligence Items

ACTIVITY
 DAY 2 & 3 | PROGRAM OUTLINE

DAY 2 DAY 3
SESSION 4 The Basics of Business Valuation Assembling the Transaction Advisory Team
SESSION 6
and Compiling the M&A Documents
How much should you pay for an Acquisition?
This question has led to never-ending debates that have It takes a village to make a Deal come together.
stopped many potential deals. Learn how to overcome the Accountants, attorneys, and financial advisors are just some
“price” debate by turning your focus instead towards the of the professionals whose specialized expertise you may
“value” of the deal. need to call upon to bring your deal to a successful close.
You may also need their assistance to assemble the proper
The Art & Science of Business Valuation: What is business
documentation for your transaction.
valuation and why do we use it?
Understanding the business you are valuing Who should be on your team?
The different types of Valuation methods – Income, Asset, NDAs, IOIs, and LOIs
and Market Purchase agreements
Calculating WACC Stocks vs. Assets
Inputs into the valuation model
Add-backs and adjustments
Exercise: Create your ideal advisory team and
Understanding a seller’s “Hot Buttons”
outline the roles they will play in your M&A
Approaching the seller with your valuation
deal.
ACTIVITY
Group Activity: Attendees will be divided into
“buyers” and “sellers” to value a sample company
using the methods from this module. SESSION 7 The Four Phases of Integration
ACTIVITY

Deals centered around mergers and acquisitions can and do

SESSION 5 Effective Negotiation Tactics still fail at every phase of the M&A lifecycle. Without a doubt,
integration is the most complex and the most challenging of
Do you have what it takes to finalize a deal? any lifecycle phase. Even the most skilled acquirers have
Negotiation is a critical skill for aligning decision makers from learned the hard way by failing at integration before a
both organizations involved in a transaction. Discover proven promising deal.
practices for bringing all parties to the negotiating table and
Keys to Integration Success: Integration governance, roles,
coming away with a deal that benefits everyone.
responsibilities and resourcing
Prepare and plan for negotiations How Due Diligence and Integration fit Hand-in-Glove
The three most important details: Terms, Timing, and Talent How to develop your 100-Day Integration Plan
Defining what you want How to plan and execute a seamless Day 1
Tradables Communication Strategies critical to integration success
Bargaining The Integration Dashboard: Value-Drivers, Metrics and KPIs
Win-Win Agreements
Broaching the issue of price and avoiding circular
Case Study: Where should our integration focus be?
negotiations
Fallback positions ACTIVITY

Exercise: Experience the roles of buyer and seller from

both sides of the table as part of a mock negotiation. SESSION 8 Review, summary, and wrap-up
ACTIVITY

KEY LEARNINGS PROGRAM SCHEDULE

How to lead your company through the complete M&A lifecycle

Understanding the scope and the complexities of the due 0830 Registration & Coffee/Tea

diligence process 0900 Workshop commences

Why valuation is such an important part of the acquisition 1015 Morning break (20 mins)

process 1230 Lunch (1 hour)

Mastering the phases of integration 1500 Afternoon break (20 mins)

How to find the “right” companies to pursue for acquisition 1700 End of day

Assembling your transaction team

Discovering the most effective techniques for negotiating a deal
 Meet Your Facilitator
DAVID BRAUN
M&A Thought Leader & Author
“Successful Acquisitions: A Proven Plan for Strategic Growth”

David Braun’s specialty is helping companies grow through acquisitions, with

clients range from family-owned businesses to Fortune 500 multinational
companies. He is the Founder and CEO of Capstone, which he established in 1995.

He is a widely acclaimed thought leader in the field of mergers and acquisitions. As

a published author, recognized industry expert, and sought-after speaker, he has
brought major innovations to the field of middle market company growth.

David is the author of Successful Acquisitions: A Proven Plan for Strategic Growth
(AMACOM - now a division of HarperCollins Leadership, 2013), which provides a
detailed and practical guide to his entire “Roadmap to Acquisitions.” He has also
authored and delivered numerous presentations for the American Management
Association (AMA), National Center for Continuing Education (NCCE) and Vistage
International.

David has over 30 years’ experience formulating successful growth strategies in

hundreds of different industries. As a speaker, David has lectured to over 40,000
top-level business executives on the subject of M&A and external growth. As an
M&A expert, David is regularly featured in the business media including Financial
Times, Forbes, Fox Business News, CBS MoneyWatch, and CNN Money.

DAVID’S CLIENTS INCLUDE:

Chicken of the Sea (Seafood) ATW Companies (Metal Fabrication)
Shell (Petroleum) ITOCHU Corporation (Multinational Corporation with business
Kinetrex Energy (Natural Gas) groups in textiles, machinery, energy, metals/minerals, and food
Green Dot (Telecommunications) products).
Madico, Inc. (Global Manufacturer) Voestalpine (Steel manufacturing and products)
Brookstone Partners (Private Equity Nitto Denko (Adhesive manufacturing)
Investments) ITA International (Data analytics, technology, and cybersecurity)

REVIEWS FOR DAVID'S BOOK

“Successful Acquisitions is a must read for all business leaders interested in growth through acquisition … The book
is easy to read and packed with practical tips for executing an acquisition … Both first-time acquirers and
experienced M&A practitioners will find the advice in Successful Acquisitions useful and profitable.”
- Jim Dunn, CEO iTOK, SmartCEO

“David Braun has authored the best book I have read on the subject of assessing growth options for small and
mid-cap firms and, with startling clarity, he outlines the basics of the M&A process. Over twenty years’ experience
is poured into this book that enlightens the reader on a step by step ’Roadmap to Acquisition.’”
- Dennis Mussell, Retired CEO of Chicken of the Sea International

“David Braun has managed to nail the art of Successful Acquisitions. The book offers business leaders a clear
perspective with abundant real-life examples. It is an essential read for companies looking to buy or sell.”
- Larry B. Pulley, Dean of the Mason School of Business, the College of William and Mary
 MERGERS & ACQUISITIONS EXCELLENCE
Dubai, UAE | 28 - 30 January 2025

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