Check out my first LIVE CASE STUDY and watch me build a 300,000+ page site! I show everything – domain, Google analytics, SEO strategy...

The Man Who Sold the Web Blog | Category Archive | Uncategorized


Archive | Uncategorized RSS feed for this section

How to Secure the Promised Revenue Synergies After Signing a Merger Deal?

15 Oct

Stiff market competition, expansion into new territories, product portfolio extension, and gaining new capabilities are the prime reasons why more and more organizations are seriously looking into the prospects of — and carrying out — Mergers and Acquisitions. However, only a few M&As achieve their desired revenue objectives.

Revenue Synergies are a decisive factor in closing such deals. However, identifying precisely where these Revenue Synergies lie and then capturing them isn’t as easy as it sounds.

McKinsey study comprising of 200 M&A executives from 10 different sectors revealed that all the respective organizations of the respondents remained short of achieving their Revenue Synergy targets (~23% short of the target on average). Securing Revenue Synergies is a long-term game. The companies that succeed in securing Revenue Synergies achieve the target in or around 5 years.

Leaders aspiring to achieve Revenue Synergies should first clarify the objectives from and the schedule of the revenue synergies, lay out the organizational priorities and go-to-market strategies, remove obstacles from realizing value, and gain across the board readiness and commitment for the initiative. Organizations that are most successful in securing revenue synergies pay close attention to these 7 guiding principles during the Post-merger Integration process:

  1. Source of Synergies
  2. Leadership Ownership
  3. Customer Insight-driven Opportunities
  4. Salesperson Driven Strategy
  5. Ambitious Targets and Incentives
  6. Sufficient Support
  7. Performance Management

These 7 guiding principles to capturing Revenue Synergies are critical for effective integration of two firms after a merger and unlocking potential benefits from the deal. Let’s discuss the first 3 principles in detail now.

1. Source of Synergies

The inability of the leadership of the acquiring company to spot major sources of revenue that integration brings in results in losing significant pools of opportunity and failure of M&As. Realizing Revenue Synergies demands a thorough methodology to ascertain and qualify revenue prospects along markets and channels, Go-to-Market Strategies, and developing commercial capabilities. This entails:

  • Evaluating customers and markets, selling offerings of the combined firms utilizing existing and additional channels, and adequately training and rewarding the sales teams.
  • Coming up with innovative new products and bundles utilizing combined R&D capabilities.
  • Sharing best practices and commercial capabilities that mergers offer.

2. Leadership Ownership

Organizations that accomplish their Revenue Synergy objectives guarantee that their top management and employees commit themselves fully to the initiative from the onset. They identify potential value pockets from the integration, examine the assumptions about securing value, and get them endorsed by the senior management and front-line staff. The potential Revenue Strategies are regularly evaluated by inter-departmental experts.

3. Customer Insight-driven Opportunities

Accurate estimation of Revenue Synergies demands top-level estimates — assumptions on market share gain, revenue enhancement, or improved penetration — alongside comprehensive bottom-up customer insights, and evaluation of customer relationships. Other important elements to consider include analyzing the offerings being offered to customers, discerning other potential products and services required by the customers, and assessing the ability of the sales team and brands in terms of the potential they offer to the clients.

Interested in learning more about the other guiding principles of securing PMI revenue synergies? You can download an editable PowerPoint on Post-merger Integration (PMI): Securing Revenue Synergies here on the Flevy documents marketplace.

Are you a Management Consultant?

You can download this and hundreds of other consulting frameworks and consulting training guides from the FlevyPro library.

You asked for it! We now have an Affiliate Program.

1 Sep

This has been in the works for a while. Finally, we launched our long-awaited Affiliate Program.

Sign up is open (for now). Just go here:

http://themanwhosoldtheweb.com/affiliates.php

As an affiliate, you can share in our growing success. We have 2 product offerings, both which have been doing well. The 300K Page Job Search In-a-Box, in particular, has been doing great!

Over the month of September and beyond, we do have a number of other offerings that are coming out. These include scripts, turnkey solutions, and guides. As an affiliate, you can capitalize on all of our current and future products.

Hope to have you in our program!

dave

Here’s an exclusive Infura coupon code.

15 Jul

I get a lot of emails asking for a recommendation on a web host.  So, here’s a dedicated post on my recommendation — Infura Web Host.

Here are 3 reasons why I recommend Infura:

  • Reliability. These guys have been around since 2001, which is a long time.  You know this isn’t a pet project that may close up shop 6 months from now.
  • Affordability. Their default package is $3.95/month for unlimited space and unlimited bandwidth.  Use the Infura coupon code “DavidTang” (yes, this is exclusive to my blog readers!), make that $2.95/month.  Let’s sweeten the deal even more!  Get the annual subscription for $35/year and get a free domain name for life.  Remember, Infura coupon code is “DavidTang” or just use this link.
  • Service. They provide 24/7 customer service.  Beyond that, they also offer paid script installation services, which is great for the beginner.  In fact, they even offer a script installation service for the 300K Job Page Search In-a-Box.

Here’s a lovely testimonial I pulled from their site… […]

How do I pick a job search niche? Use BLS.

1 Jul

One of the most common pre-sales questions I receive for the 300K Page Job Search In-a-Box is:  How do I pick a job search niche? (That question’s followed with: how do I pick a domain name?)

Like with any site, picking a niche requires research.  In the case of job search, your research should focus on employment data.  And, what better source for that than the U.S. Bureau of Labor Statistics (BLS)?

A couple years ago, BLS published their projections of employment by major industry sector.  Check it here: http://www.bls.gov/news.release/ecopro.t02.htm

For each industry/vertical, BLS captured the employment numbers for 1998, 2008, and 2018; and then the average annual growth rates between 1998-2008 and 2008-2018.  We want to focus on the 2008 and 2018 numbers.  In honing in on an attractive vertical, there are 2 things to look for:

  • Large employment value – A large employment base means there’s a large target market for our job search site.  I’d say anything greater than 10 million is a winner, which leaves us with:
    • Manufacturing
    • Retail
    • Professional services
    • Healthcare / social assistance
    • Leisure / hospitality
    • State and local government
    • Financial services (this comes in close at 8.7MM employees) […]

Check out my interview with RA Project.

6 Apr

Recently, I had the privilege of being interviewed by Bes Zain, founder of the Reader Appreciation Project.  RA Project is one of the first and, likewise, longest running blogs on the Internet!

In the interview, I discuss one of my biggest projects, NuTang, and my latest project, this one–The Man Who Sold the Web.  I answered questions around automation, niche selection, past mistakes, among others.  You can read the full interview here:

http://raproject.com/blog/starting-niche-autopilot-sites-nutang-creator-david-tang-interview

If you have any questions after reading the interview, please reply directly to that article.  I will be responding to questions there.

Thanks.

dave


| TheManWhoSoldtheWeb.com

I'll send you an email when there's exclusive or important news. Subscribe below.

© Copyright 2011-2019.   TheManWhoSoldtheWeb.com