PDF Download Digital Deals: Strategies for Selecting and Structuring Partnerships, by George T. Geis, George S. Geis
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Digital Deals: Strategies for Selecting and Structuring Partnerships, by George T. Geis, George S. Geis
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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.
- Sales Rank: #2739895 in Books
- Published on: 2001-05-23
- Original language: English
- Number of items: 1
- Dimensions: 1.17" h x 6.24" w x 9.29" l,
- Binding: Hardcover
- 303 pages
From the Inside Flap
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 weaknesses and 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.
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.
Most helpful customer reviews
2 of 3 people found the following review helpful.
Disappointing
By Thomas Reiter
I have been involved in private equity, acquisitions, and joint ventures for the last several years, and bought this book to learn more about other types of deals, such as e-commerce partnerships, etc. Given the multiple five star ratings for this book, I expected quite a read. Unfortunately, although the book is fairly informative, I cannot say that it imparts anything that could not be gained by an attentive reading of the business press--just a chronology of various deals along with their rationale. I would say that this book would probably be quite useful for a novice or someone that doesn't keep up with their business magazine subscriptions.
3 of 7 people found the following review helpful.
The One Book You Have to Read
By Thornton May
If you 'do' strategy, if you 'do' planning, this is a must read for you. Time is, without a doubt, the most perishable asset on the planet. Where and with whom we spend our times now defines our social and workplace identities. The efficacy associated with our use of time charts our career trajectory. Spending time `strategically' on `strategic issues' is what executives are supposed to do. In almost two decades serving as trusted advisor to executives, I have never heard an executive say, `We have no time for strategy." Having huddled around my fair share of top-of-the-house campfires, I find that as the libations taken at CXO watering holes loosen tongues and the executive elders start to tell stories, the most memorable narrative emerging revolves around a review of past decisions. I have heard, stated quietly and in confidence, "We focused on the wrong things. We made the wrong decision." The payback on time spent strategically was, in many instances, negative.
Is time spent strategically a bad thing? Is strategy dead? Was time spent on strategy wasted? Does strategic planning have no place in our time-crazed, execution-obsessed New Economy? In 1983, the uber-executive of our age- General Electric Chairman Jack Welch dismantled the company's once heralded planning department. We have empirical evidence that those spending the most on traditional forms of resource-centric `strategy consulting' [the cerebrally challenged SWOT - Strengths, Weaknesses, Opportunities and Threats dance] performed the poorest in the market place. The biggest strategic planner of them all, the Soviet Union appears to have just about finished its pre-Millennial journey from totalitarianism to disintegration. Strategy is not dead, but it had certainly fallen out of favor. Few companies don't have strategic plans. Yet few devote the resources to them they used to. Most disturbing, is that efforts to fix the problem, often had the effect of making things worse - or at least making them bad in a different way. Crusades and reforms intended to reinvent, relaunch and reposition the practice strategy have failed.
Lewis Mumford divided history into epochs characterized by their power sources. Traditional strategy tended to emphasize a focused single line of attack, executed by a single economic enterprise- a clear statement of where, how, and when to compete. Noticeably lacking was the question of `with whom?' The new power source in the New Economy is the ability to assemble the most resource-rich, market-savvy, technology-gifted, fleet-of-foot, known-and-trusted-by-the-consumer armada of partners. The way you do that is the subject of Digital Deals.
No book can promise infallibility. No book can guarantee that good decisions will be made. This book will help you spend the time you can allocate to strategic thinking more efficaciously. As such, this is not a coffee-table book. This is not a Great-Title-No-Content book. This is not a Good-article-unbelievable-they-stretched-it-into-a-book-book. This most definitely is not a I'll-buy-it-but-I-won't-read-it book. Digital Deals is the new, new thing in strategic thinking. Using the framework in Digital Deals to analyze the ur-protangonists of our evolving New Economy [Cisco, Intel, Microsoft, AOL, AT&T, Amazon] I experienced something akin to the joy that must have accompanied Galileo's use of the telescope to study the heavens or Robert Hooke's (1635-1703) use of the microscope to study bacteria. The tools contained in these pages will let you see new things. It will simplify what heretofore has been an incoherent jumble of pieces parts. This book has helped me understand the players, the deals and the deal rationales of the market I work in - digital security and privacy. As I read the book, I continued to ask myself whether the two Georges were adding words to the existing vocabulary of strategic planning or creating a new grammar into which the old words might be conjugated. 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.
3 of 4 people found the following review helpful.
Incredibly valuable -- a must-read
By Shari Rudolph
For an organization to survive in today's economy, it's not just a matter of doing deals, but of doing deals in a strategic and systematic way. Geis and Geis emphasize this tenet and provide substantial evidence why a well-planned partnering methodology is critical for the future of any organization. Not only does "Digital Deals" explore a number of partnering models, but also uses extensive real world examples and case studies from familiar companies who battle with these challenges every single day.
This is a book that puts partnerships and alliances in perspective in terms of their usefulness, value and criticality for the future of any organization in today's complex, competitive business world. Highly recommended reading for executives in general and Business Development professionals in particular.
See all 9 customer reviews...
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