survivor: proposal island n m a s aapmpflorida.org/meetings/docs/program-recaps/2018-pulini.pdf ·...

Louise Pulini, CF APMPSecretary, APMP NY

Liberty ChapterMarch 8, 2018

SURVIVOR: PROPOSAL ISLANDNAVIGATING MERGERS &

ACQUISITIONS AND STAYING AFLOAT

A. Yes, I experienced M&A and I moved to a new company.

B. Yes, I experienced M&A and I remained with the same company.

C. My company is undergoing M&A right now.

D. No, I have not experienced M&A.

March 8, 2018 2SURVIVOR: Proposal Island--Navigating Mergers & Acquisitions and Staying Afloat

Group Poll:

Have you experienced a merger or acquisition in the past two years?

Ø How have you personally coped with mergers & acquisitions?

Ø What lessons have you learned?

Ø How have you dealt with organizational changes?

Ø What steps did you take to change or enhance your position?

Ø How did you use your particular expertise to promote your skills and strengths?


Discussion topicsØ Mergers and acquisitions activityØ M/A announcement made and then……the waiting gameØ Diving into the new culture Ø Navigating through the changes-new teams, products and servicesØ Dealing with new sales/marketing professionalsØ Finding your place in the new proposal team-new opportunities

Ø “Survivor guilt”-who stays and who goes

Ø Learning new ways to write, pull content and produce RFPsØ Figuring out new content databasesØ New style guides and templates

Ø Lessons learned and best practicesØ Dialogue-How has the M&A process affected you?


Mergers & Acquisitions


Ø The state of the deal: M&A trends 2018, point to strong deal activity ahead. Nearly 70 percent of executives at US-headquartered corporations and 76 percent of leaders at domestic-based private equity firms say deal flow will increase in the next 12 months. Further, there is evidence that deal size will increase, if not stay the same, compared with deals brokered in 2017.

Ø Most of us have seen our companies either buy businesses to grow, merge with other companies, or be acquired by larger, stronger companies.

Ø Organizational changes directly affect sales and marketing, proposal teams, and other revenue-facing teams.


The M&A Announcement-

The Waiting Game


Ø Companies grow exponentially through merger strategies. Strength and value gained by completing mergers may lead to an acquisition by a stronger, larger company, equity fund, or other line of business.

Ø When going through the merger process, the parent company merges teams and processes, although all mergers take time to close.

Ø Organizational and personnel changes may occur through the merger process.

Ø When the parent company is acquired, it can take three-six months for the deal to officially close.

Ø Once the closing is final, the integration process begins, although there is much work being done in the background.


Diving into the New Culture


Ø Learning the new culture of your company after going through mergers and acquisitions takes strength, flexibility and the ability to be adaptable and accept change.

Ø There will be changes in executive leadership, as well as direct report management.

Ø There will be additional or closed offices, and new or restructured teams.

Ø There may be changes in finance, legal, sales and marketing, human resources, and other teams.

Ø There may be organizational changes which will result in restructuring of proposal-facing departments and teams.


Navigating Through the

Changes March 8, 2018 11

SURVIVOR: Proposal Island--Navigating Mergers & Acquisitions and Staying Afloat

Ø Take advantage of any training offered.

Ø Begin to forge new relationships and learn the “new” culture.

Ø Step up and lean in—show your interest and enthusiasm in adapting to change and focus on your ability to be flexible.

Ø Investigate new opportunities for your own personal growth and development.

Ø Continue to do your best work and work closely with your peers.

Ø Keep focused on tasks at hand but always make time to learn new information to keep you relevant and viable.

Ø Speak up at meetings but be positive, proactive and be a good listener.

Ø If you are a telecommuter, get to know people in offices, so you can understand “office culture”.

Ø Learn the new company intranet, and immerse yourself in important company information.


Working with New Sales/Marketing

Staff


Ø M& A directly affects proposal teams in many ways, through changes in sales & marketing, finance, legal, etc.

Ø Learning new sales and marketing processes and understanding branding strategies, territories, volume, and win rates, can greatly help to acclimate proposal writers, when working on proposals.

Ø Re-organization may dramatically alter the way business is done and proposal teams need to adapt quickly in order to retain/win business.

Ø Working with new sales people takes patience and strength, but forging strong relationships will be beneficial in the end.


Finding Your Place in the

New/Restructured Proposal Team


Ø Dealing with Survivor’s Guilt—there may be organizational changes within the team, which will impact reporting structure as well as working relationships and will test your coping skills.

Ø Take advantage of opportunities for advancement or change within the proposal team or other opportunities in the company.

Ø Learn and understand the company culture.

Ø Establish relationships with new managers and team members.

Ø Be present, and be proactive-make yourself known, and quietly advertise your skills and strengths.


Learning New Proposal Processes


Ø Often, there will be changes in the contentdatabase and training will be required toeffectively pull responses for proposals.

Ø There may be new requirements andprocesses. It is critical to work with legal andother teams to ensure understanding.

Ø New style guides/templates will need to belearned, as well as graphics placement.

Ø Updated pricing processes will require learningnew ways to price, retain, and win business.

Ø Once new branding is completed, it will becrucial to understand the mission/vision, anddeliver information which will help thecompany win business.

Ø Taking product and services training is also animportant part of embracing the company’sculture and learning how to sell the products.


LESSONS LEARNEDAND BEST PRACTICES


Adapt, adopt and refresh and re-build your core skills.1

Continue to do your best work but ask for help if needed.2

Speak up, but be positive, proactive and actively listen. Ask pertinent questions.3

Work through your fears and anxieties and embrace new cultures. 4

Share your knowledge and be willing to help people, and have people help you as well.5

Learn everything you can about the new company if you are acquired and ask questions if needed. 6

Be an “expert” in an area, so you can be viable.7


HOW HAS THE M & APROCESS AFFECTED

YOU?

March 8, 201821SURVIVOR: Proposal Island--Navigating Mergers

& Acquisitions and Staying Afloat

QUESTIONS?CONTACT: LOUISE PULINI AT 267 247-5556 OR AT [email protected]

survivor: proposal island n m a s aapmpflorida.org/meetings/docs/program-recaps/2018-pulini.pdf ·...

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