Digital Deals: Strategies for Selecting and Structuring Partnerships - Hardcover

Geis, George

Hardcover

ISBN 10: 0071374973 ISBN 13: 9780071374972

Publisher: McGraw-Hill Education, 2001

Synopsis

In the New Economy, an organization's success depends on its ability to identify and execute effective partnerships, mergers, alliances and/or investments with other companies in order to provide its services and products. To successfully do so means the opportunity to have the competitive advantage in the respective market. Business competition has been profoundly changed by the Internet. The business press covers this type of activity on a daily basis. This book presents a model for enhancing your corporate development strategy that can be applied across all industries. A new method is needed for partnership planning. This book enables exectives to implement coherent corporate development plans. As the digital revolution spreads and accelerates, market value is migrating to organizations with superior execution of a plan for corporate development involving partnerships and investments, which applies to companies of all sizes. Books like "Digital Capital" focus one or two chapters on the importance of alliances. The reader will learn a systematic methodology for competitive analysis and partnership planning. The book goes into specific corporate development strategies illustrated through corporate examples from Microsoft, Intel, Scient, Sapient etc. In the end, the reader should have a blueprint for developing the informational resources needed to support stategic marketspace thinking. The book specifically covers the major structural forms for deals, the digital database and its significance to corporate strategy, details on effective minority equity investments, determining complementary value activities, and why a traditional deal approach is no longer adequate. It discusses the five classic structures: M&A, joint venture, minority equity investment, commerce alliance and spin-off - providing valuable insights into what's different and what's the same about the deal structure in the digital economy. It covers how to select target partners by reducing a player universe to a short list. Learn from big leaders, such as Microsoft, Intel, Cisco and AOL through case studies outlining the deal structure used and what worked/what didn't. The authors are in a position to bring this crucial information to the reader in a proven and effective manner through their connections with McKinsey and their clients.

About this title

About the Author

George T. Geis is an adjunct professor at the Anderson Graduate School of Management at UCLA, where he teaches in the areas of information technology, accounting, and finance. Geis is co-founder of TriVergence, a technology and research firm specializing in partnership systems, and has published five books and dozens of professional articles.

George S. Geis, JD, MBA, is a management consultant with McKinsey & Company, specializing in strategic alliances, corporate finance, marketing, and the Internet. Before joining McKinsey, Geis worked with law firms in Los Angeles and New York as well as the accounting firm of Arthur Andersen & Co.

From the Back Cover

New Partnering Strategies Used By Today's Digital Innovators to Gain ­­and Strengthen ­­Market Leadership

"Digital Deals is the new, new thing in strategic thinking. There is no doubt that the process of market modeling described within these pages fundamentally changes the types of conversations we will be having as we try to plan our respective futures."

From the Foreword by Thornton May

Corporate Futurist & Chief Awareness Officer

Guardent, Inc.

"A comprehensive survey of the new business development landscape. It provides a timely context and framework for 'next-generation' deal making. Digital Deals has captured the essence of success for both start-ups and incumbents in the digital economy: creative deal-making!"

Bart Schachter

General Partner, Blueprint Ventures

This is an extremely important book that nimbly moves where almost no one has gone before to explain the strategic visions of some of the world's most important companies. The book breaks new ground in explaining the new digital deal and will become essential reading for students, investors and digital dealmakers themselves."

Jeffrey Cole

Digital Deals explains how companies like AOL, Cisco, Intel, and Microsoft have planned and executed effective partnerships and strategic investments, and how these practices can enhance any company's effectiveness and value by identifying and executing intelligent partnerships, mergers, alliances, and investments. Providing step-by-step analyses and insights into partnership approaches that have succeeded across industries, it features:

-Guidelines for evaluating your organization's strengths and weaknesses­­and matching them to appropriate partners
-An 8-step market modeling framework for crafting an effective digital deal strategy
-Discussion of the 5 classic deal structures: M&A, joint ventures, minority equity investments, commerce alliances, and spin-offs

With specific guidelines for everything from targeting prospective partners to pursuing and completing alliances, Digital Deals provides a proven blueprint for planning and executing sound corporate partnering strategies­­and developing the database and web-based information resources needed to make them work.

"The companies who emerge as industry leaders will be those who understand how to partner and those who understand how to acquire."

­­John Chambers

President and CEO, Cisco Systems, Inc.

Digital Deals explains and analyzes the "growth through partnering" success of companies like Cisco, AOL, Microsoft and others. Combining case studies from the files of these digital leaders with techniques for structure and implementation, Digital Deals reveals the secrets organizations need to know before investing or partnering with other businesses­­and identifies the steps required to make those partnerships successful.

In this fast-moving age of global integration, businesses need more information and resources to gain and maintain their competitive advantage. Digital Deals will take you through the 21st century deal process from pre-deal needs analysis to assure post-deal satisfaction, in sections including:

-Crafting a Systematic Deal Strategy ­­explores the new significance of partnerships and presents a systematic framework for selecting appropriate digital deals.
-Structuring Digital Deals­­ examines how executives in companies from Intel to AT&T established and executed the five primary types of deal structures.
-Putting It All Together­­ explores the correlation between deal rationale and deal structure, and offers guidance for building a system that supports digital deal analysis and action.

As the digital revolution spreads and accelerates, market value is migrating to organizations that understand the value of­­and know the steps to execute­­cost-effective partnership and investment strategies. Digital Deals outlines and explains a systematic methodology for competitive analysis and partnership planning, and provides a proven model for developing and improving any organization's new economy corporate development strategy.

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2001
• Language: English
• ISBN 10: 0071374973
• ISBN 13: 9780071374972
• Binding: Hardcover
• Number of pages: 303