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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  August 26, 2014

Using Chaos To Our Advantage

Yes, the world is more complex and volatile now. And most of it is deliberate according to this summer article from Strategy+Business.

The upshot: between 2010 and 2013, “transformational deals”, those mergers that open up new markets, increased 15%. At the same time, the easier “absorption deals”, those acquisitions that complement current operations, declined 11%. ¬†Why? Companies are looking for growth outside their core competencies. It’s the response to a disruptive marketplace.

Why do we care? Because integration is the deal-breaker. Make sure two disparate organizations work together is critical for realizing the value of the merger. Translation: big budgets to ensure that these difficult moves are successful. Which means more opportunities for small and mid-sized B2B firms.

Even better: these game-changers know they need help. According to PriceWaterhouseCooper’s (PwC) 2014 M&A survey, less than 25% say they have the internal resources to pull this off. The price is huge: fewer than half achieved financial goals and only 35% reached the operational objectives.

Folks, this is what we call a goldmine. B2B experts of all stripes will be needed here. Your next best step: drill down on these deals and figure out how you can help.

 

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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.