3 July Synergy in Life Insurance Acquisition July 3, 2024 By Administrator Account Project Management Ideas 0 THE SITUATION: A large bank acquires manufacturer of Life Insurance. The benefit is to extend overall Wealth offerings and acquire customer base and sales group. The Chief Financial Officer and experienced management team from the acquired Insurance company identify additional synergy opportunities based on the new combination. However, even with Board of Directors support, there are challenges. Management’s Capital, Accounting, and Operational policies are tuned for traditional banking business. THE INTERVENTION: An Insurance company has high cash in-flow from its policy holders. Given the banks vast Real Estate holdings and Credit Risk appetite, the approach is to shift holdings from short term (cash) to long term assets. A detailed plan is developed. Actions are intiated to identify, invest, and lease back several hundred million dollars in Real Estate. A key benefit is the actuarial impact of the Asset Liability Matching on top of the bank financial metrics. Stephen and the CFO assemble a team of internal and external experts. The office of the Chief Accountant, Appointed Actuary, Tax and Legal team are joined by outside counsel and appraisal professionals. Explanation of the business case, risk profile, and an active communication to management stakeholders is key to remove blockers and gain internal support. THE RESULT: While the first transaction is being worked out, word within the bank grows, and increasingly experienced and expert partners join the team. The first transaction is used as a template to replicate the business case several times over. It is unusual to work on a single project and see financial impact in following year financial results. The success of the initiative is gratifying to all involved. Increased Net Income After Taxes (NIAT) / Reduction in Policy Liabilities; Reduction in Interest Rate Volatility; and, Increased Minimum Continuing Capital and Surplus Requirement (MCCSR) ratio. Following the success of the first two significant transactions, Stephen transitions the “play book”. The remaining internal team replicate and continue this new initiative as a Business As Usual program. Related Articles M&A: Top Ten Drivers | Stephen Wise | Integration Professionals I believe that under-estimation of the importance of the post-merger integration planning is the single greatest factor leading to this high failure-rate phenomenon. The preventative action is development of a robust post-merger integration plan that aligns stakeholders’ activities with the deal thesis. Objectives, Measures, and Benefits A critical first step to creating this plan is for leaders to communicate a deal thesis with clear success criteria. The objectives, measures, and benefits must be detailed and well defined. For example, if they are not tangible or they are vague, it is highly likely they will lose gravitas as they timeline moves forward. As a starting point, to creating a robust deal thesis, here are the top ten drivers of M&A acquisitions[1]. I believe that under-estimation of the importance of the post-merger integration planning is the single greatest factor leading to this high failure-rate phenomenon. The preventative action is development of a robust post-merger integration plan that aligns stakeholders’ activities with the deal thesis. Top-Ten Drivers of M&A acquisitions 1.Industry Synergy Achieve economies of scale by buying customer / supplier, or competitor. Acquisition of a competitor is horizontal, and acquisition of a customer or supplier is vertical. 2.Strategic Planning Accomplish strategic goals more quickly and more successfully such as entering new markets or acquiring technology or people assets. 3.Differential efficiency Realize a return on investment by buying a company with less efficient processes and making them more efficient. 4.Inefficient Management Realize a return by buying a company with inefficient managers and replacing them. 5.Market Power Increase market share and ability to increase price/profit. 6.Financial Synergy Lower cost of capital by smoothing cash flow and increasing debt capacity. 7.Under valuation Take advantage of a price that is low in comparison to past stock prices and/or estimated future prices, or in relation to the cost the buyer would incurs if it built the company from scratch. 8.Corporate Governance Assert control at the board of directors’ level in an underperforming company with dispersed stakeholder ownership. 9.Tax Efficiency Obtain a more favorable tax status. 10.Managerialism Increase the pay and/or power of managers. STEPHEN D WISE INTEGRATION PROFESSIONALS DRAMATICALLY IMPROVE TRACTION [1] Lajoux, Alexandra Reed (2019). The art of M & A : a merger, acquisition, and buyout guide. New York: McGraw-Hill Education. $1 B Annualized Cost Savings from United Technologies Merger | Stephen Wise United Technologies has proposed a merger and acquisition of Raytheon for a combined company valued at more than $100 billion. The architects of the deal have analyzed the strategic rationale. One of the quantified success metrics they announced is synergy of economies of scale leading eventually to $1 billion in annual cost savings. Unfortunately, deal track records are not so good. According to The Art of M&A (Reed, Lajoux, and Nesvold), 55% of all mergers fail to deliver on the financial promise announced when the merger was initiated. Why do 55% of all mergers fail to deliver? Most assume that ensuring the deal success is the domain of the advisors, accountants, lawyers, and bankers. However, once the deal closes, management is left to deliver on the expectations and promises. I am convinced that the single biggest factor of merger failures is the lack-of a CEO sponsored Integration Program lead by a Project Manager. Why is that? Most post-merger activities run behind schedule. I believe a root cause is managers are assigned many of the activities as “business-as-usual” (BAU) work. Managers already have a day job and reporting structure so management of the resourcing, risks, issues, and decision making that was present during the pre-close phase has largely evaporated. There is a high-level of uncertainty on any project and M&A is no different. It is critical that the leadership team responsible for crafting the deal remain involved. The teams responsible for progress and benefits delivery can get easily mired in firefighting and in-fighting. Sometimes this can be blamed on “culture-clash” but regardless of the label it is up to leadership to quickly identify and make key decisions for the team. How do I fix that? A Project Manager will assure there is a process to engage, manage and communicate to stakeholders the changes to the timeline, unresolved issues, new risks, and most important, ensure timely decision making. In the case of the new Raytheon Technologies, the advisors, accountants, lawyers, and bankers have put together an impressive transaction overview. You can check out the announcement package here. Hopefully, in coming days we will also see demonstration of a strong Project Manager working closely with the CEO to successfully deliver on the annualized benefits everyone is so excited about. Stephen Wise Integration Professionals Dramatically Improve Traction https://www.IntegrationProfessionals.com Unlock the Power of Project Management: for Business Leaders 1. Stewardship Acting as a diligent and responsible guardian of the project's resources and interests, prioritizing ethical considerations and the welfare of all stakeholders. Good Practices to Implement Regularly review and optimize resource allocation. Uphold ethical standards and transparency in all project activities. Foster an environment of mutual respect and integrity. How to Measure Conduct stakeholder satisfaction surveys. Monitor resource utilization rates against benchmarks. Track ethical compliance through internal audits. Real World Example A project manager at a construction firm ensures that all materials are sourced ethically, labour is fairly compensated, and the environmental impact is minimized, reflecting stewardship in action. 2. Team Building a culture that promotes accountability and respect among team members, enhancing collaboration and project success. Good Practices to Implement Encourage open communication and feedback. Define clear roles, responsibilities, and expectations. Recognize and celebrate team achievements. How to Measure Evaluate team performance through regular reviews. Measure team morale and engagement through surveys. Assess the clarity of roles and responsibilities via feedback. Real World Example A software development team implements agile methodologies, fostering a collaborative environment where each member's contributions are valued, leading to innovative solutions and high team satisfaction. 3. Stakeholders Actively engaging and collaborating with all parties impacted by the project to understand their needs and align expectations. Good Practices to Implement Identify and map all stakeholders early in the project. Establish regular communication channels and updates. Involve stakeholders in decision-making processes. How to Measure Track stakeholder engagement levels and feedback. Monitor the alignment of project outcomes with stakeholder expectations. Evaluate the effectiveness of communication strategies. Real World Example In launching a new product, a company conducts focus groups with potential customers (stakeholders) to gather insights, ensuring the final product meets the market’s needs and expectations. 4. Value Ensuring that the project delivers outcomes that are beneficial and offer tangible value to the organization and its stakeholders. Good Practices to Implement Align project objectives with organizational strategy. Implement value management practices to prioritize features based on their return on investment. Regularly review project deliverables to ensure they meet user needs and business objectives. How to Measure Use performance metrics to assess the project's impact on business goals. Conduct post-implementation reviews to evaluate the realization of benefits. Gather feedback from end-users and stakeholders on the value received. Real World Example A healthcare provider implements a new patient management system to improve service delivery. The system reduces wait times, improves patient satisfaction, and streamlines operations, demonstrating clear value to both the organization and its patients. 5. Holistic Thinking Recognizing and managing the interdependencies within the project and its environment to make informed, comprehensive decisions. Good Practices to Implement Employ systems thinking to understand the project's context and interrelated components. Facilitate cross-functional collaboration to leverage diverse perspectives. Conduct regular risk and impact assessments to anticipate and mitigate systemic issues. How to Measure Evaluate the effectiveness of decision-making processes through outcome analysis. Track the frequency and impact of unintended consequences or systemic issues. Assess the level of cross-functional collaboration and integration. Real World Example A multinational corporation launching a global marketing campaign uses holistic thinking to consider cultural sensitivities, legal requirements, and market conditions in different regions, ensuring a cohesive and effective strategy across borders. 6. Leadership Inspiring, guiding, and fostering an environment where the project team can achieve their best work through effective leadership. Good Practices to Implement Develop leadership skills such as empathy, communication, and problem-solving. Set clear visions and goals for the project team. Provide support and resources for professional development and problem resolution. How to Measure Assess leadership effectiveness through team feedback and performance metrics. Monitor the achievement of project milestones and team objectives. Evaluate the growth and development of team members over the project lifecycle. Real World Example The project manager of a software development project leads by example, actively resolving impediments, facilitating knowledge sharing sessions, and encouraging innovation, leading to the timely delivery of a high-quality software product. 7. Tailoring Customizing the project management approach to best suit the project's unique context, ensuring methods and practices are appropriate and effective. Good Practices to Implement Assess the project environment to determine the most suitable methodologies (e.g., Agile, Waterfall). Adapt processes and tools to meet the project's specific needs and challenges. Involve the team in the tailoring process to leverage their insights and buy-in. How to Measure Review project outcomes to assess the fit and effectiveness of the chosen approach. Conduct retrospectives to gather team feedback on processes and methodologies. Measure project performance against initial expectations and adjustments. Real World Example A project manager leading a complex software integration project combines Agile practices for development with traditional Waterfall methods for client approvals, tailoring the approach to balance flexibility with necessary controls. 8. Quality Integrating quality into both the project processes and outcomes, ensuring that deliverables meet the required standards and expectations. Good Practices to Implement Define quality standards and criteria at the project's outset. Implement continuous quality assurance and control measures throughout the project lifecycle. Engage in regular reviews and testing to ensure deliverables meet established standards. How to Measure Track and analyze defects or non-conformance issues. Conduct stakeholder surveys to gauge satisfaction with the project’s outcomes. Measure the effectiveness of quality improvement initiatives over time. Real World Example An automotive manufacturer implements a zero-defect program for a new vehicle launch, incorporating rigorous testing and quality checks at every production stage, resulting in a product that exceeds industry safety standards. 9. Complexity Navigating and managing the various complexities within the project, using knowledge, experience, and agile responses to ensure success. Good Practices to Implement Apply complexity assessment tools to understand the project's complexity dimensions. Use adaptive and flexible project management approaches to respond to changing conditions. Cultivate an environment of learning and improvement within the project team. How to Measure Evaluate project performance in relation to its complexity factors. Monitor the team’s ability to adapt to and manage unforeseen challenges. Assess the effectiveness of problem-solving and decision-making processes. Real World Example A technology firm managing a large-scale IT infrastructure overhaul uses an adaptive project management approach to navigate technical, organizational, and operational complexities, achieving milestones through flexible planning and problem-solving. 10. Risk Identifying, analyzing, and managing potential project risks proactively to minimize their impact and capitalize on opportunities. Good Practices to Implement Develop a comprehensive risk management plan. Regularly identify and assess new risks as the project progresses. Implement risk response strategies and monitor their effectiveness. How to Measure Track the number and severity of risks that materialize. Measure the success of risk response actions in mitigating impact. Evaluate the return on investment for opportunities pursued. Real World Example During the construction of a new office building, the project manager implements early weather-related risk assessments and contingency planning, avoiding delays and cost overruns through proactive measures. 11. Adaptability and Resilience Maintaining flexibility and a capacity to respond effectively to change and challenges, ensuring the project's ongoing viability and success. Good Practices to Implement Encourage a mindset of flexibility and openness to change among the project team. Implement agile project management techniques to allow for rapid adaptation. Build contingency planning into the project's strategic planning processes. How to Measure Assess the project's ability to adapt to significant changes without derailing. Monitor recovery times from setbacks or challenges. Evaluate the effectiveness of contingency plans when activated. Real World Example A global event planning company swiftly adapts to the COVID-19 pandemic by transitioning to virtual events, leveraging technology to maintain engagement and deliver value to clients amidst unprecedented challenges. 12. Change Management Effectively managing and facilitating change within the project and organization to achieve the desired outcomes and future state. Good Practices to Implement Establish clear communication plans for all change initiatives. Involve key stakeholders in the change process to gain support and mitigate resistance. Regularly review and adjust strategies in response to feedback and outcomes. How to Measure Monitor the speed and effectiveness of change implementation. Track stakeholder engagement and support levels throughout the change process. Assess the achievement of change objectives and overall impact on the project. Real World Example A software company implements a new project management tool across its development teams, using structured change management processes to ensure smooth adoption, with training sessions, feedback mechanisms, and ongoing support facilitating the transition. References Project Management Institute. (2021). A guide to the project management body of knowledge (PMBOK® guide) (7th ed.). Project Management Institute Stephen has the experience to solve your most difficult problems. Stephen has the experience to solve your most difficult problems. Stephen has developed logical thinking skills. He studied choices in decision making when resources are scarce, earning a degree in Economics. Before leaving University, he spent a co-op year in the Marketing department of Apple Canada. The Apple project was original research related to advertising and the dealer sales channel. Execution, Technology, and Marketing Working in product development, Stephen learned about creating new categories, fast-failure, hyper-fast development cycles, and data mining. Consequently, it was the perfect intersection of project execution, technology, and marketing. While working on marketing strategy positioning, Stephen saw that a Marketing Manager and Project Manager are similar. Both roles are hub of the wheel, responsible for coordinating the spokes of Marketing, Sales, Legal, Operations, Technology, et cetera. Sweet Spot Stephen found his sweet spot - the discipline of execution grounded in strategy and informed by technology. As a result, Stephen positioned himself well and worked on-site and remotely with many large international companies. Competitive Advantage Stephen embraced Project Management as a driver of competitive advantage for companies. The benefits: faster time-to-market, improved team work, increased likelihood of project success, and improved cohesiveness of diverse teams. After leading large and successful projects developing a Call Centre, coordinating a billion-dollar Merger & Acquisition, and leading a major Brand launch in the Energy sector, Stephen was recognized with a North American award for Innovation. Stephen also picked up a global award for Marketing work in the Texas market. Integration Professionals Stephen launched Integration Professionals in 2008. He has been working as a solo practitioner ever since. Word of mouth and referrals is the number one source of new work. However, along with referrals, new clients and new challenges are always welcome. Emergency First Aid In conclusion, Stephen has also embraced volunteer work. Such as providing athlete first aid on the field of play for high risk sports events at Pan-Am Games. When the snow flies, he has been seen taking charge of emergency situations performing on-snow rescue and administering aid. How confident are you with the project forecast? As every project progresses through it's lifecycle, the team’s forecast will evolve. The forecast value may move up or down, however, the accuracy of the forecast should always increase. The basis for increasing accuracy is that all estimates are forecasts with some level of uncertainty and as the project progresses the unknowns/uncertainty will decrease. This holds for forecasting any of duration, work effort, or cost. There are two important concepts in the below figure: 1) We see the team’s forecast (solid middle line) moves up and down as time progresses; and, 2) the range in value between the High and Low Estimate decreases in steps at each phase. A key action for the Project Manager is to communicate to all stakeholders that early estimates have higher uncertainty. As part of communication with management and finance stakeholders, I usually ask for a reserve to be added onto my estimates based on the higher uncertainty of estimates and potential negative impact of risks. This amount can be progressively reduced and “given back” as the project progresses over time. Some types of projects inherently have high uncertainty during initiation and planning. For example, integration of custom software. When faced with projects involving high level of unknown, the Project Manger should use “Three-Point Estimating”. This technique will include the full range of possible values of the estimate and reduces bias that can lead to a highly optimistic or pessimistic estimate. I usually create custom fields within Microsoft Project 2010 to capture and calculate the three point estimates. The approach is also called PERT. The formula is PERT Estimate = (Optimistic Estimate + 4 X Most Likely Estimate + Pessimistic Estimate) / 6. Other project teams that work on a high number of similar projects will develop good enterprise knowledge for making estimates. An example would be an energy and gas company that knows 2 resources can lay pipe at 20 metres per hour and the material cost is $150 dollars per foot. Estimates in these situations can be very accurate, from an early stage. A Project Manager may have little control of the level of uncertainty or risk when handed a new assignment. However, appropriate application of the concepts above will lead to successfully managing and quantifying estimates of duration, effort, and cost. Stephen Wise www.IntegrationProfessionals.com Team Building - Environmental Factors Fourth in a series on Team Building. Along with personnel factors, there are also a number of business environment factors affecting firms' ability to hire and develop quality team members. Just as the world population is evolving, so too is the world work environment, and the speed of change is leaving many firms breathless. Businesses must increasingly compete on a global scale and deal with staff just as mobile as their corporate leaders. Virtual teams are rising, freeing workers from the confines of the office, which in turn makes it more difficult to control and train talent pools. With lower loyalty levels to organizational leaders, the global, mobile, and virtual workplace can mean a staff free-for-all when competing for talent. GLOBALIZATION The blending of talent pools from around the world brings diversity of ideas, cultures, and practices to the business environment. For some firms, this is a wholly positive experience. For other firms, this is disruptive and difficult to adapt to in daily practice. Yet the shifting demographics of the world mean that globalization forces are more likely to increase than decrease, requiring staffing managers and business planners to adapt or lose at the global talent game. RISE OF THE VIRTUAL WORKPLACE In the United States, 58 percent of companies consider themselves to be virtual workspaces, according to the Insight Research Corporation.[1] This rise of virtual work and virtual office environments presents a challenge to hiring and developing quality team members. Culture and fit to culture is a prime driver of employee success, but how can this be assessed if the employee will never spend time in the office? What is the role of workplace learning culture over Twitter or via Skype conferencing? How can team member development be instigated and monitored remotely to ensure training and development investments are paying off? These questions and many more are becoming larger and larger issues for recruiters and managers worldwide. DECREASED LOYALTY/INCREASED MOBILITY Adding to the challenge of managing virtual work teams is the challenge of managing less loyal and more mobile workforces. While previous generations of workers were bound to one company for the effective duration of their careers, some 80 percent of modern workers are ready to go work for another firm if it appears more attractive according to research firm Right Management.[2] Over the course of their working lives, the average American worker will have 8 – 11 jobs, and up to five different careers. While this represents greater mobility than other parts of the world, it is not unusual for top talent in developing nations to switch jobs annually in pursuit of pay increases or promotions. Brazil, facing a 7.5 percent annual growth rate, can't keep up talent wise, while India and China face broad-based skill shortages as workers routinely jump ship to pick up the double-digit wage increases that are expected even in a down market.[3] Firms can no longer expect that workers will stay with them throughout their working life. On one hand, this makes organizations reluctant to invest in talent that may head for the door at the first opportunity. Yet on the other hand, firms who can grow talent become less dependent on individual workers and better able to pass knowledge between team members to reduce the impact of a highly mobile workforce. Adapting rather than complaining about the turnover rates is going to provide smart firms with real talent advantages. Stephen Wise www.IntegrationProfessionals.com [1] Insight Research Corporation. “The Mobile Workforce and Enterprise Applications 2007-2012.” Retrieved August 5th, 2011 from: http://www.insight-corp.com/reports/mwf.asp [2] Harnish, Tom. “Be Flexible To Modern Staffing Challenges.” Open Forum March 25th, 2011. Retrieved August 4th, 2011 from: http://www.openforum.com/idea-hub/topics/managing/article/be-flexible-to-modern-staffing-challenges-1 [3] Kazmin, Amy, Robinson, Gwen, and Weitzman, Hal. “Talent Shortage Adds To Growth Strains.” Financial Times, published May 19th, 2011. Retrieved August 4th, 2011 from: http://www.ft.com/cms/s/0/5d288c4-816a-11e0-9c83-00144feabdc0.html#axzz1UNIic5IA Comments are closed.