It does not take a mastermind to understand the reasons why mergers between firms fail. How often do we hear of UK firms merging with a smaller European rival, only to learn some months later that the smaller firm has opted out after the honeymoon period?
Research, tactical negotiation and strategy are paramount for all successful mergers. It is true that every merger should be assessed on its own merits, but by following a few simple guidelines, some of the most common pitfalls can be avoided. The guidelines I have highlighted are based on my personal experience of what works and what does not – it is up to you to decide if they are applicable to any merger discussions that your firm is entering into.
