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The Intelligence Collaborative 
http://IntelCollab.com #IntelCollab 
How to Scan for Healthcare, 
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Jeff Beeny 
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The Intelligence Collaborative 
http://IntelCollab.com #IntelCollab 
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Jeff Beeny 
Jeff Beeny leads strategy and...
Questions, Commentary & Content 
The Intelligence Collaborative 
http://IntelCollab.com #IntelCollab 
α Use the Questions ...
The Intelligence Collaborative 
http://IntelCollab.com #IntelCollab 
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Agenda 
► Establish Strategic Priorities ...
Project Universe: Market Intelligence for M&A Target Selection 
The Intelligence Collaborative 
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The Intelligence Collaborative 
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Project Universe Goals 
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The Intelligence Collaborative 
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Project Universe Strategic Framework 
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Strategic Business Priorities Discussion with Leadership 
► Review macro/industry trends and competitor moves (last 12 mon...
The Intelligence Collaborative 
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Create the M&A Target Playbook 
Establish...
Align and Prioritize Strategic Options (Acquisition Scorecard) 
The Intelligence Collaborative 
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The Intelligence Collaborative 
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Acquisition Target Prioritization - Examp...
Market Intelligence for M&A Target Selection 
Transforming Data into Insight Requires… 
► Universal knowledge-base 
► Stan...
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How to Scan for Healthcare, Biotech and Pharma Acquisition Targets

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How to Scan for Healthcare, Biotech and Pharma Acquisition Targets

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How to Scan for Healthcare, Biotech and Pharma Acquisition Targets

  1. 1. The Intelligence Collaborative http://IntelCollab.com #IntelCollab How to Scan for Healthcare, Powered by Jeff Beeny Biotech and Pharma Acquisition Targets A Complimentary Webinar from Aurora WDC 12:00 Noon Eastern /// Wednesday 17 September 2014 ~ featuring ~ Derek Johnson
  2. 2. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Jeff Beeny Jeff Beeny leads strategy and intelligence initiatives including key customer account development, commercial alliances/partnerships, and business operations. He has 20+ years of strategy, intelligence and business development experience driving long-term performance at companies including PerkinElmer, Cardinal Health, Thermo Fisher Scientific, EMC Corp., GTE and Gillette. He holds an MBA Finance/Strategy from Boston College’s Graduate School of Management, a B.S. Chemistry from Purdue University and is a strategic advisor for Green Tech America, Inc. The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real-world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time!
  3. 3. Questions, Commentary & Content The Intelligence Collaborative http://IntelCollab.com #IntelCollab α Use the Questions pane on your GoToWebinar control panel and all questions will be answered in the second half of the hour. α You are welcome to tweet any comments on Twitter where we are monitoring the hashtag #IntelCollab or eavesdrop via http://tweetchat.com/room/IntelCollab α Slides will be available after the webinar for embedding and sharing via http://slideshare.net/IntelCollab α To view the recording and download the PPT file, please register for a trial membership at http://IntelCollab.com. Powered by
  4. 4. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Agenda ► Establish Strategic Priorities with Business Partners ► Create a Universal M&A Target ‘Knowledge-Base’ ► Execute Comprehensive Landscape Analysis ► Prioritize and Select Acquisition Targets ► Summary, Q&A and Discussion
  5. 5. Project Universe: Market Intelligence for M&A Target Selection The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Key Learning Objectives ► Establish Strategic Priorities with Business Partners ► Create a Universal M&A Target ‘Knowledge-Base’ ► Execute Comprehensive Landscape Analysis ► Prioritize and Select Acquisition Targets Transforming Data into Insight Requires… universal knowledge-base, standardized processes, and advanced intelligence frameworks
  6. 6. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Project Universe Goals Project Universe: A strategic framework to identify, define, analyze and prioritize a list of relevant market opportunities and acquisition targets GOALS: To strengthen your company’s competitive position and accelerate its revenue growth through a proactive and calculated acquisition strategy ► Proactively identify and elevate ‘Priority Options’ to take action ► Minimize surprises via ‘chess board’ analysis to evaluate offensive/defensive moves
  7. 7. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Project Universe Strategic Framework ► Identify Strategic Business Priorities ► Create the M&A Target Playbook  Proactively profile the landscape identifying the attractiveness of all segments and players ► Align and Prioritize Strategic Options  Actionability (Likelihood of selling)  Affordability (Valuation Multiples)  Financial Benefit (Revenues and Profitability)  Strategic Advantage (Expansion, Diversification, Defensive)
  8. 8. Strategic Business Priorities Discussion with Leadership ► Review macro/industry trends and competitor moves (last 12 months)  Major market trend shifts, M&A/Partnership activities, and leadership changes The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by ►Identify core business segment priorities  Product line extensions, channel additions, and geographic expansion ►Consider adjacent market opportunities and potential market reaction
  9. 9. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Create the M&A Target Playbook Establish a Centralized Profile of the Market Landscape and Players ► Identify and utilize external market research to establish an objective view of the market landscape and players Analyze M&A Targets with Insight from Multiple Subject Matter Experts ► Finance Experts (investor relations, FPA, P&L finance, operations) ► Product Experts (product managers, P&L managers, marketing managers/analysts) ► Industry/Geography Experts (industry/regional veterans, colleagues from competitors) ► Customer Experts (sales, sales operations, services, training) ► External Experts (partners, equity research, private equity, incubators, government agencies, market research firms, industry associations)
  10. 10. Align and Prioritize Strategic Options (Acquisition Scorecard) The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Company Actionabilty Affordabilty Acq. Rev. Acquired EBITA Technology Improvement Strategic Fit Geographic Expansion Operational Synergies New Markets Ease of Integration Scarcity of Asset Company A High Low $$$$ $$$$ +++ + +++ ++ High Company B Low Low $ $ +++ + ++ +++ Medium Company C Low High $ $ + + + +++ Low Company D Medium Medium $$ $$ +++ + + ++ Medium Company E Low Low $$$ $$$ ++ ++ + ++ Low Company F Low Low $$$$ $$$$ + ++ Low Company G High High $ $ ++ + +++ Low Company H Low Low $ $ + + +++ Low Company I Low Low $$ $$ + Low Company J Low Low $$ $$ +++ ++ Low
  11. 11. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Acquisition Target Prioritization - Example
  12. 12. Market Intelligence for M&A Target Selection Transforming Data into Insight Requires… ► Universal knowledge-base ► Standardized processes ► Advanced intelligence frameworks The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by
  13. 13. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Jeff Beeny Thank you! Now how about a little Q&A? Email: jbeeny@yahoo.com The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real-world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time!

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