Case study: Cisco

Communications – be honest and open.

Action – take small steps, record success.

Don’t cover up – it always shows.

Think ahead – start with the end in mind.

Listen – listen first, then communicate.

  1. create a conscious M&A engine with long–term committed senior staff
  2. establish experience curve, learn, reflect on key methodologies
  3. use experienced follow–up teams to implement and assimilate
  • $18bn in 6 years of Acquisition
  • no–lay–off pledges
  • retain CEOs
  • consult customers
  • use small % investment as tester
  • buy companies with momentum
  • ensure culture fit
  • never be afraid to pull out
  • don’t celebrate "closures" – it‚s about implementation
  • buy bite–sized companies

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