2015 | ey.com/divest Global Corporate Divestment Study Closing the deal: strategies to increase speed and value 1 A note from Paul Hammes, EY Global Divestiture Advisory Services Leader Leading companies view divestments as a fundamental part of their capital strategy, especially to fund growth. More than half of the companies surveyed for our latest EY Global Corporate Divestment Study expect the number of strategic sellers to increase in the next 12 months. 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Why is this? Because divestments are vital to portfolio optimization — they are at the heart of funding future business growth. Letting go is how a company grows. Km[`hanglYdhgjl^gdag\][akagfk$`go]n]j$Yj]gfdqYk_gg\Yk l`]hj]hYjYlagfYf\YfYdqkakl`Yl_gaflgl`]e&Afl`akj]hgjl$ o]^g[mkgfl`]c]qkl]hk[gehYfa]kemkllYc]lgeYpaear] kh]]\Yf\nYdm]o`]f\an]klaf_Ykk]lk$Yf\l`]af^gjeYlagf l`]qemkld]n]jY_]lgaehjgn]hgjl^gdagh]j^gjeYf[]& 2 ;gehYfa]kl`Yle]la[mdgmkdqYf\j]d]fld]kkdq]pYeaf]l`]aj hgjl^gdagkÈim]klagfaf_o`]l`]jl`][gehYfqakj]Yddql`]Z]kl gof]jg^]Y[`Ykk]lÈYj]l`]gf]kl`YlY[`a]n]lgh%daf]_jgol` Yf\Yj]j]oYj\]\$Zgl`ZqklYc]`gd\]jkYf\Zql`]eYjc]l& C]qÕf\af_k Companies often struggle to get the right information to make good portfolio decisions and to balance speed with value when selling assets. Here are the highlights of our 2015 Global Corporate Divestment Study: Why you should consider divesting 74% g^ÕjekYj]mkaf_ divestments to fund growth 66% saw an increased valuation multiple in the remaining business after their last divestment How you can increase shareholder value 55% say they need better analytics tools to improve portfolio reviews Companies can learn value creation lessons from private equity How to increase speed and certainty Preparation shortcuts elongate diligence and delay time to close 50% of executives completed their deal on time by starting preparations earlier 3 <]Õfaf_km[[]kk 9km[[]kk^md\an]kle]fle]]lkl`j]][jal]jaY2 • @YkYhgkalan]aehY[lgfl`]nYdmYlagf emdlahd]g^l`]j]eYafaf_[gehYfq Three success criteria met 19% • ?]f]jYl]kYkYd]hja[]YZgn]]ph][lYlagfk • ;dgk]kY`]Y\g^laeaf_]ph][lYlagfk @a_`h]j^gje]jklYc]l`]lae]lghj]hYj]o]dd afY\nYf[]g^Y\an]kle]fl$mf\]jklYf\l`] hgl]flaYdhggdg^Zmq]jkYf\l`]ajf]]\k$Yf\ [geemfa[Yl]l`]nYdm]g^l`]ljYfkY[lagflg k`Yj]`gd\]jk&E]\ameh]j^gje]jk\go]ddgf kge]$ZmlfglYdd$g^l`]k][gehgf]flk& One success criteria met No success criteria met 19% of sellers are high performers who meet three key success criteria 4 34% Two success criteria met 34% 13% 9j]qgm[gfka\]jaf_\an]klaf_Ykk]lk7 A^fgl$qgmk`gmd\Z]& L`]\]YdeYjc]lakjYehaf_mhYf\Y[lanaklk`Yj]`gd\]jkYj]Z][geaf_Zgd\]j&;gehYfa]kemkl gmlh]j^gjel`]aj[geh]lalgjkZq[gflafmgmkdqÕf]%lmfaf_l`]ajhgjl^gdagkg^Zmkaf]kk]kYf\ j]Ydaraf_eYpaemenYdm]^jgeljYfkY[lagfk& <an]kle]flhdYfkYj]af[j]Ykaf_Yk[gehYfa]kj]Ydar]l`Yl \an]kle]flkYj]Yc]qoYqlg^mf\Zmkaf]kk_jgol`&L`]nYdm] g^_dgZYd\an]kle]flk`Ykaf[j]Yk]\Zq0(kaf[]l`]E9dgo g^*((1 E]j_]jeYjc]l\YlY!& 9egf_gmj=Q?dgZYd;gjhgjYl]<an]kle]flKlm\qj]khgf\]flk$ ,-j][]fldq\an]kl]\gjhdY[]\YZmkaf]kkgfYoYl[`dakla^al oYkfÌlj]Y[`af_h]j^gjeYf[][jal]jaY&O]Z]da]n]l`aklj]f\ak k]llg[gflafm]$oal`-,g^]p][mlan]k]ph][laf_Yfaf[j]Yk]af l`]fmeZ]jg^kljYl]_a[k]dd]jkafl`]f]pl)*egfl`k& <an]kle]flkYj]`Ynaf_Yhgkalan]aehY[lgf[gehYfa]k& K]n]flq%^gmjh]j[]flg^Õjekkmjn]q]\mk]\l`]^mf\k^jge l`]ajegklj][]fl\an]kle]fllg\jan]gj_Yfa[gjafgj_Yfa[ _jgol`&9f\..kYql`Yll`]aj\an]kle]fl`Y\Yhgkalan] aehY[lgfl`]ajnYdmYlagfemdlahd]k& Which triggers prompted your most recent divestment? MfalÌko]Yc[geh]lalan]hgkalagfafl`]eYjc]l 12% FglhYjlg^l`][gj]Zmkaf]kk 57% 46% 16% ;gf[]jfkj]dYl]\lgk`Yj]`gd\]jY[lanake 45% 16% F]_Ylan]aehY[lgfjakc'j]oYj\ZYdYf[]g^hgjl^gdag 44% 9% MfYlljY[lan]f]kkg^eYjc]ll`Ylmfalakgh]jYlaf_af 43% 7% 9f]]\lg_]f]jYl][Yk` 40% 15% @a_`^mlmj][Yk`afn]kle]flj]imaj]e]flk 39% 8% ;gehYfqakfgll`]Z]klgof]j^gjl`] Ykk]l'dgokqf]j_a]koal`j]klg^Zmkaf]kk 34% 2% Ghhgjlmfakla[ af[dm\af_mfkgda[al]\YhhjgY[`ZqYZmq]j! 29% 14% Consideration How did you use the funds raised from your most recent divestment? HYq\gof\]Zl 74% used divestments to drive growth 12% J]lmjf^mf\klg k`Yj]`gd\]jk 34% 14% Afn]klaf[gj] Zmkaf]kk 17% EYc]Yf Y[imakalagf 23% Afn]klaff]ohjg\m[lk' eYjc]lk'_]g_jYh`a]k 9nga\Ycfg[cYll`]\ggj 9[lanaklk`Yj]`gd\]jkg^l]fk]]l`]nYdm]g^\an]kle]flk Z]^gj]l`][gehYfq\g]k&9dgf_oal`YfYkk]lfglZ]af_ hYjlg^l`][gj]Zmkaf]kk$[gf[]jfYZgmlk`Yj]`gd\]j Y[lanakeoYkl`]egklaehgjlYflj]Ykgf^gj[gehYfa]klg k]ddYkk]lkÈ). `a_`]klh]j[]flY_]!g^]p][mlan]kkYq k`Yj]`gd\]jY[lanakeoYkl`]egklaehgjlYfllja__]jg^l`]aj dYkl\an]kle]fl$Yf\,-kYqaloYkYeYbgj[gfka\]jYlagf& ;gehYfa]k\an]klYdkg^gjghhgjlmfakla[j]Ykgfk&9degkl Yl`aj\ *1!g^]p][mlan]kkYql`]ajdYkl\an]kle]floYk ghhgjlmfakla[$Yf\,*]ph][lYfaf[j]Yk]afmfkgda[al]\ Zmq]jYhhjgY[`]k& 45% of executives say shareholder activism afÖm]f[]\l`]aj decision to divest Most important 5 “More investments in analytical tools to model portfolio decisions would lead us in the right direction and help us capitalize on ghhgjlmfala]k^Ykl]jl`Yf[geh]lalgjk&Oal`]^Õ[a]fllggdk$o] could shift our focus and switch back as needed.” Executive at a Germany-based automotive company >mjl`]jegj]$,/g^[gehYfa]kkYql`Yl]n]fa^l`]qo]j]fÌl dggcaf_lg\an]kl$l`]qogmd\[gfka\]jk]ddaf_YlYhj]eame afl`]jYf_]g^)(%*( Yf\Yl`aj\g^l`gk]ogmd\_gZ]dgo )(!&:mll`akjYak]kl`]im]klagfg^o`]l`]j[gehYfa]kj]Yddq cfgol`]nYdm]g^l`]ajmf\]jdqaf_Zmkaf]kk]k&AfhYjla[mdYj$ a^[gehYfa]k\gfÌl[gf\m[lj]_mdYjhgjl^gdagj]na]okoal` Y[[mjYl]\YlY$l`]q[YfÌlhjgh]jdqYkk]kko`]l`]jYZmq]jak g^^]jaf_Yhj]eamegjfgl& Kgo`]l`]jalÌkYfY[lanaklafn]klgjgjkaehdqYhgl]flaYdkmalgj$ [gehYfa]kf]]\lgcfgo`golgj]Y[l&:]ll]jq]l$l`]qk`gmd\ Z]hjgY[lan]Yf\kljYl]_a[YZgmll`]ajhgjl^gdagYkk]kke]fl& What do you expect to see in the divestment market over the next 12 months? FmeZ]jg^oaddaf_kljYl]_a[k]dd]jk 9% 37% 54% FmeZ]jg^mfkgda[al]\YhhjgY[`]k 22% 36% 42% FmeZ]jg^\aklj]kk]\kYd]k 22% 32% Decrease 46% Stay the same Increase Kh]]\eYll]jkafY\an]j_af_][gfgeq 9jgmf\l`]ogjd\$_jgol`jYl]kYj]\an]j_af_&;gehYfa]kaf l`]9e]ja[Yk$=mjgh]Yf\]n]f;`afY`Yn]ÕfYddqklYjl]\lg Y[[]hll`Yll`]ajhgjl^gdagkYj]fÌlafdaf]oal`l`]hgkl%[jakak dgo%_jgol`]fnajgfe]fll`Ylak`]j]lgklYq&Gfl`]gl`]j `Yf\$[gehYfa]kafhYjlkg^9kaY%HY[aÕ[$dac]G[]YfaY$ Af\gf]kaYYf\Af\aY$Yj]^g[mkaf_gfYj]Ykg^l`]][gfgeq oal`kljgf__jgol`hjgkh][lk& L`akdgf_%l]je][gfgea[[`Yf_]akhmk`af_[gehYfa]klg j]^g[mkgfl`]aj[gj]klj]f_l`kYf\_jgol`Yj]Yk&Af^Y[l$ YZmkaf]kkZ]af_[gfka\]j]\fgf%[gj]akgf]g^l`]egkl hj]nYd]flj]Ykgfk^gj\an]klaf_ ,.!&9keYfq[gehYfa]k j]Ydar]l`]qeYqZ]dYl]afj]ZYdYf[af_l`]ajhgjl^gdagk$ l`]j]akYegmflaf_mj_]f[qlgY[l^Ykl2-(g^]p][mlan]k kYql`Yl[dgkaf_\]Ydkima[cdqYf\oal`[]jlYaflqakegj] aehgjlYfll`YfoYalaf_dgf_]jlgk][mj]Y`a_`]jhja[]& 6 50% of executives say that closing deals quickly and with certainty is more important than waiting longer to secure a higher price. <gqgm`Yn]l`]ja_`laf^gjeYlagf lgeYc]_gg\hgjl^gdag\][akagfk7 ;gehYfa]kYj]af[j]Ykaf_dqj]dqaf_gflgh%daf]_jgol`lgaehjgn]eYj_afk$YkY\][Y\]%dgf_^g[mk gf[gklj]\m[lagf[ge]klgYf]f\&Afgj\]jlg_jgo$l`]qemkl]pYeaf]l`]ajhgjl^gdag`gdakla[Yddq Yf\im]klagfo`]l`]jl`][gehYfqakj]Yddql`]Z]klgof]jg^]Y[`Ykk]l$gja^l`]q[gmd\j]\]hdgq l`Yl[YhalYdegj]]^^][lan]dq]dk]o`]j]$Yddo`ad]c]]haf_afeaf\`gol`][gehgf]flkafl]jY[loal` Yf\Z]f]Õl]Y[`gl`]j& >j]im]flhgjl^gdagj]na]ok`]dh[gehYfa]kj]Yddg[Yl][YhalYd lgaf[j]Yk]k`Yj]`gd\]jnYdm]Yf\j]Y[lima[cdqlgeYjc]l [gf\alagfkgjY[lanaklk`Yj]`gd\]jk&9kYj]kmdl$fgf%[gj] Zmkaf]kk]k[YfZ]kgd\Yll`]ghlaeYdlae]oal`Y\]imYl] hj]hYjYlagf$dgf_Z]^gj]l`]\][akagfZ][ge]k[jala[Yd& Q]l-0g^]p][mlan]kY[cfgod]\_]l`Yll`]q\gfÌl[gf\m[l kljYl]_a[j]na]ok^j]im]fldq]fgm_`& =n]f^j]im]flj]na]okYj]gfdqYk_gg\Ykl`]\YlYYf\ YfYdqkakl`Yl_gaflgl`]e&:]dgoo]^g[mkgfl`]egkl aehgjlYflaf^gjeYlagfYf\af^jYkljm[lmj]l`Yl[gehYfa]k k`gmd\d]n]jY_]lgaehjgn]hgjl^gdagh]j^gjeYf[]& What would make your portfolio review process more effective? 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Gfdq-- lggcl`akkl]h&@Yd^g^l`gk]o`g\a\fÌlkYql`]q ogmd\`Yn]Z]f]Õl]\egkl^jge`Ynaf_\gf]kg& L`akakaehgjlYfl$Z][Ymk]alklj]f_l`]fkYk]dd]jÌk f]_glaYlaf_hgo]jo`]fal[Yf\]egfkljYl]l`Ylal `Yk[gfka\]j]\l`]Zmkaf]kkÌk[mjj]flkljm[lmj]Yf\ l`][gklk]kk]flaYdlg\]dan]jaf_o`Ylakf]]\]\lgY Zmq]j&>mjl`]jegj]$Zmq]jkoYfllgZ][d]Yj]pY[ldq `gol`][gklk`Yn]Z]]f[Yd[mdYl]\$]kh][aYddqa^l`]q Yj]Z]af_Ykc]\lghjgna\]hYjlg^l`]^mf\af_& Which of the following buyer communication initiatives did you undertake? Hj]k]fl]\l`]kqf]j_qghhgjlmfalq^gj]Y[`dac]dqZmq]j 71% 39% Hj]hYj]\Ym\al]\ÕfYf[aYdklYl]e]flk^gjl`]\an]kl]\Zmkaf]kk 62% 18% <]n]dgh]\nYdm][j]YlagfjgY\eYh 59% 37% ;j]Yl]\klYf\Ydgf]gh]jYlaf_eg\]d k!ZYk]\gfZmq]jhggd 58% 17% Hjgna\]\Yf]klaeYl]g^gf]%lae]k]hYjYlagf[gklk 55% 25% Hj]hYj]\n]f\gj\m]\ada_]f[]j]hgjl 33% 43% Undertook Most important • Develop a value creation roadmap. Gfdq-1g^k]dd]jk \]n]dgh]\YnYdm][j]YlagfjgY\eYhlg`]dhaf[j]Yk] kYd]hja[]&:ml+/g^l`gk]kYql`YlaloYkl`]kaf_d] egklaehgjlYflkl]h^gj[j]Ylaf_nYdm]&JgY\eYhkYj]Yf aehgjlYfl[geemfa[Ylagflggdlgk`gohgl]flaYdZmq]jk o`YlnYdm][j]YlagfafalaYlan]kl`]k]dd]j`YkafalaYl]\ gjhdYff]\$Yf\o`a[`[Yf]f`Yf[][gehYfqnYdm] ^mjl`]jgf[]l`]qYj][gehd]l]\Zql`]Zmq]j&=pYehd]k af[dm\]hdYfljYlagfYdarYlagf$gh]jYlagfYdaehjgn]e]flk Yf\Ydj]Y\qafalaYl]\j]n]fm]]f`Yf[]e]flgj j]kljm[lmjaf_Y[lagfk& @go]n]j$jgY\eYhkYj]gfdq[j]\aZd]o`]fk]dd]jk \]egfkljYl]Y`aklgja[YdljY[cj][gj\g^Y[`a]n]e]fl& L`akakhYjla[mdYjdqaehgjlYflo`]fal[ge]klgdYmf[`af_ f]ohjg\m[lkgjkm[[]kk^mddq[gehd]l]\J<hjg_jYek& 15 9j]qgmkljacaf_YZYdYf[] Z]lo]]fkh]]\Yf\nYdm]7 G^[gmjk]$l`]a\]YdkalmYlagfaklg^gddgol`]d]Y\af_hjY[la[]k\ak[mkk]\afl`]hj]nagmkk][lagflg ]p][ml]l`]\]Ydima[cdqYf\eYpaear]kYd]hja[]&:mlg^l]f$[gehYfa]k^g[mkkgd]dqgfeafaearaf_ laeaf_Z][Ymk]\]Ydmf[]jlYaflq[gmd\\YeY_]l`]Zmkaf]kkgjZ][Ymk]l`]qmj_]fldqoYfllgj]afn]kl [YhalYd]dk]o`]j]&9dl]jfYlan]dq$l`]qoYfllg`gd\g^^^gjY`a_`]jkYd]hja[]&O`]f[gehYfa]k^g[mk kaf_d]%eaf\]\dqgfkh]]\gjnYdm]_gYdk$l`]q^j]im]fldqgeall`]f][]kkYjqkl]hklgY[`a]n]]al`]jgf]& Kh]]\j]imaj]klYadgj]\hj]hYjYlagf^gjYÕfal]_jgmhg^Zmq]jk O`]f[gehYfa]k^g[mkkgd]dqgflae]$l`]qg^l]flYc]k`gjl[mlkYf\j]d]Yk]af[gehd]l]gjafY[[mjYl]af^gjeYlagf&L`]j]kmdl akl`YlZmq]jkeYq\jghgmla^l`]qÌj]fgl[ge^gjlYZd]oal`l`]afn]kle]fl[Yk]&H=Zmq]jk$afhYjla[mdYj$eYqdgk]^Yal`afl`] eYfY_]e]fll]YeYf\f]_glaYlagfk[YfZ][ge]hjgljY[l]\YkZmq]jkdggc^gjYdl]jfYlan]jgml]klgYfko]jl`]ajim]klagfk& L`akmf[]jlYaflqakg^l]fj]Ö][l]\afYdgo]jÕfYdg^^]j$hYjla[mdYjdqa^[geh]lalagf`Yk^Ydd]fg^^\mjaf_l`]Za\hjg[]kk& L`]c]qlg]ph]\alaf_l`]\]Ydaklgmf\]jklYf\l`]dac]dqZmq]jkYf\`golghj]hYj]^gjl`YlÕfal]_jgmh& How to expedite the process Potential consequences of not taking this step 1 LYc]l`]lae]mh^jgfllg\]Õf]o`YlqgmÌj]k]ddaf_ o`YlYf\ o`gak_gaf_oal`l`]Zmkaf]kk!$mf\]jklYf\`go\]h]f\]flal akgfgl`]jYj]Ykg^qgmj[gehYfq$Yf\[gfka\]jYf\hdYf^gj hY[cY_af_ghlagfk • ;gf^mkagfYegf_Zmq]jk • K]dd]j[j]Yl]knYjagmkk[]fYjagkafÉj]Y[lan]Êeg\]Yf\ f]_glaYlagfklYc]dgf_]j 2 @Yn]Y[d]Yjna]ogfl`]egkldac]dqZmq]jkYf\l`]ajnYdm] \jan]jk$[geemfa[Yl]l`]nYdm]^jgeYZmq]jh]jkh][lan]$ Yf\hj]hYj]^gjl`]ajj]kh][lan]ÕfYf[aYdj]imaj]e]flk Yf\im]klagfk • OYkl]lae]YfYdqraf_ajj]d]nYflaf^gjeYlagfgjZja\_af_ lgaf[gjj][l\YlYhj]nagmkdqhjgna\]\ 3 Hgkalagfl`][gehYfqkm[`l`YlZmq]jkYj]Za\\af_gfa\]fla[Yd h]jae]l]j \]Õfalagfg^f]l\]Zl$ogjcaf_[YhalYdlj]Yle]fl$ ljYfkalagfk]jna[]Y_j]]e]flk$]l[&! 9\\alagfYdlae]kh]fl]nYdmYlaf_Za\k 4 @Yn]Y[d]Yjdq\]Õf]\Yf\]p][mlYZd]k]hYjYlagfhdYfl`Yl k`gokZa\\]jkYjgY\eYhg^`gol`]qoadd_]ll`]Zmkaf]kk ^jgeo`]j]alaklg\Yqaflgl`]aj`Yf\k af[dm\af_klYf\Ydgf] [gklYfYdqkak! :mq]joadd\]n]dghalkgofna]og^klYf\Ydgf]Yf\gf]% lae][gklk$o`a[`oaddfglZ]^YngjYZd]lgl`]k]dd]j 5 Hjgna\]kmhhgjlYZd]$j]Ydakla[eYjc]lYfYdqkakYf\^gj][Ykl FglYZd]lghgkalagfY[gfnaf[af_nYdm]klgjqÈZmq]j[gmd\ \ak[gmflhja[]gjoYdcYoYq^jgel`]\]Yd 6 L`afcYZgmlZmq]jÕfYf[af_j]imaj]e]flkYf\`]dhl`]e_]l ÕfYf[af_ ]&_&$\]ZlakkmYf[]! <]dYq]\[dgkaf_\m]lglae]lgÕfYf[]gj\ak[gmfl]\kYd] hja[]YkÕfYf[af_akegj]]ph]fkan]l`YfYfla[ahYl]\ 7 Hjgna\]Ym\al]\ÕfYf[aYdklYl]e]flkgjmf\]jklYf\ÕfYf[aYd klYl]e]flj]imaj]e]flk DaealZmq]jhggdYf\l`]j]^gj]^YadlgeYpaear]nYdm] 8 LYc]lae]Yf\j]kgmj[]klgklYjll`]d]_Yd]flalqk]l%mhhjg[]kk Egj]lae]lg[dgk]$gjklY__]j]\[dgkaf_\Yl]kZq[gmfljq$ a^k]hYjYl]d]_Yd]flala]kYj]f]]\]\ 9 Mf\]jklYf\l`YlYÉkeYddÊZmkaf]kkakfglf][]kkYjadq ]Ykqlgk]hYjYl] Mf\]j]klaeYl][gehd]palqgjj]imaj]\hj]hYjYlagflae]$ d]Y\af_lg]dgf_Yl]\ka_faf_Yf\[dgkaf_ K]ddlgYZmq]joal`Yf]paklaf_hdYl^gje Dgk]nYdm]Yf\hgkkaZdqlae]2[gklkZmq]jegj]Yf\lYc]k dgf_]jlg[j]Yl]Yf]oklYf\Ydgf][gehYfq l`Yflgafl]_jYl]aflgl`]Zmq]jÌk_]g_jYh`a[gj hjg\m[laf^jYkljm[lmj] 10 16 • Dgk]nYdm]a^Zmq]jk[j]Yl]l`]ajgofna]o • Dgk][j]\aZadalqo`]fqgm[YfÌlYfko]jZmq]jim]klagfk Sellers need to tell a strong, credible value story and weigh the opportunity costs of waiting too long for the right price A^eYpaearaf_nYdm]akqgmj_gYd O]km__]kll`Ylqgm^g[mkgfl`]^gddgoaf_[jala[Ydogjc klj]Yeka^qgmj_gYdaklgeYpaear]nYdm]2 • Afn]klafnYdm][j]YlagfafalaYlan]klg ]f`Yf[]j]n]fm]Yf\eYj_afk • 9lljY[lY\\alagfYdZmq]jk3kge]lae]kk]dd]jk [gfÕ\]flaYddqk[gh]gmlafl]j]kl^jge[gehYfa]k ]&_&$ÉOgmd\qgmZ]afl]j]kl]\a^Y[]jlYafZmkaf]kk [Ye]lgeYjc]l7ÊÉO`Ylogmd\Z]afl]j]klaf_lgqgm7Ê! @gd\af_g^^gfka_faf_Y\]Ydmfladqgm_]lYkh][aÕ[nYdmYlagf [gmd\e]Yfl`YlqgmoYkl]lae]Yf\]f]j_qYf\]f\mhoal` fgZmq]j&L`]egj]lae]l`YlhYkk]k$l`]_j]Yl]jl`][`Yf[] qgmjZmkaf]kk[gmd\_gaflg\][daf]^gjeYjc]lj]YkgfkYf\'gj dY[cg^afn]kle]flYll`][gjhgjYl]d]n]d&9f\qgm[gmd\]f\ mhZ]af_^gj[]\lgk]ddYlY\ak[gmfl&Kgk]dd]jkf]]\lgl]ddY kljgf_$[j]\aZd]nYdm]klgjqYf\o]a_`l`]ghhgjlmfalq[gklkg^ oYalaf_lggdgf_^gjl`]ja_`lhja[]& • ;gfka\]jl`]Zmq]jkÌeaf\k]lYf\ [geemfa[Yl]hgl]flaYdZmq]jkqf]j_a]k • ;j]Yl]Ykljgf_nYdm]klgjql`Ylqgmcfgo oaddklYf\mhlgZmq]jk[jmlafq L`]kh]]\%n]jkmk%nYdm][`Ydd]f_] “The delay in divestment preparation Yf\l`]af]^Õ[a]fl[ggj\afYlagf between business functions affected transaction value as market conditions were changing drastically.” Executive at a UK-based technology company “Because we were focused on speed, we lowered the asset price and did not do enough to search out suitable buyers. Our hastiness resulted in a failure to meet our value expectations.” Executive at a Netherlands-based media and entertainment company “Prioritizing operational steps and then estimating the time required for completion was the most crucial aspect that we should have focused on more. This heavily impacted the time it took for the divestment.” Executive at a France-based ÔfYf[aYdk]jna[]k[gehYfq “We didn’t do a good job of identifying stranded costs or providing transparency in the ÕfYf[aYdklYl]e]flk&O]dgkl[gfljgd of the situation, and it took us a lot longer to close the deal.” Executive at a US-based oil and gas company 17 Conclusion Dggcaf_^gjoYj\2Y\\j]kkaf_qgmjlgh\an]kle]fl[`Ydd]f_]k =Y[`k][lgj`YkalkgofkljYl]_a[aeh]jYlan]^gjeYcaf_hgjl^gdagegn]kfgo&?dgZYdaf\mkljaYd [gf_dge]jYl]kYj]Z][geaf_klj]Yedaf]\$da^]k[a]f[]k[gehYfa]kYj]koYhhaf_Ykk]lkYf\[gfkme]j hjg\m[lk[gehYfa]kYj]jYlagfYdaraf_ZjYf\k&;gehYfa]kafl`]l][`fgdg_qk][lgjYj][`Yf_af_l`]aj Zmkaf]kkeg\]dk$Yf\afl`]gadYf\_Ykaf\mkljq$mhklj]YeYf\\gofklj]YeZmkaf]kk]kYj]Zj]Ycaf_mh& :mlfgeYll]jl`]af\mkljq$d]Y\af_hjY[la[]klg]^^][l ljYfk^gjeYlagfYd[`Yf_]Yj]kaeadYjY[jgkkl`]ZgYj\$ Yf\\a^Õ[mdllgaehd]e]fl&A^qgmjdYkl\an]kle]floYk mfkm[[]kk^md$lYcaf_YdggcYlhYkleaklYc]kgjgeakkagfk [YfhYn]l`]oYq^gjY\ghlaf_Z]ll]jhjY[la[]kl`]f]pllae] Yjgmf\&KlYjloal`kljYl]_q2Yj]qgm[gf\m[laf_j]_mdYj hgjl^gdagj]na]ok79j]qgmYddg[Ylaf_[YhalYdlgaf[j]Yk] k`Yj]`gd\]jnYdm]7F]pl$^g[mkgfhj]nagmk]p][mlagf [`Ydd]f_]k&=p][mlan]kfYe]\k]n]jYd_gn]jfYf[]$ÕfYf[aYd Yf\gh]jYlagfYdkl]hkl`Yll`]q^]dll`]qk`gmd\eYfY_]Z]ll]j afl`]ajf]pl\an]kle]fl$af[dm\af_\]Õfaf_l`]h]jae]l]jkg^ l`]Zmkaf]kk$[ggj\afYlaf_l`]Zmkaf]kk^mf[lagfkafngdn]\af l`]\an]kle]fl$[geemfa[Ylaf_afl]jfYddqYf\oal`Zmq]jk$Yf\ \]l]jeafaf_ALk]hYjYlagfj]imaj]e]flk& FglYZdq$l`]qYdkghgafl]\lghj]%kYd]nYdm][j]Ylagfkl]hkl`Yl l`]q^]dlogmd\`Yn]Z]f]Õl]\l`]eZmll`Yll`]q\a\fgllYc]& EgklaehgjlYflgfl`akdaklgn]jYddo]j]]pljY[laf_ogjcaf_ [YhalYdYf\eYcaf_gh]jYlagfYdaehjgn]e]flklgaf[j]Yk] eYj_afkÈl][`faim]kl`YlH=Õjek`Yn]mk]\oal`_j]Yl km[[]kk&Af^Y[l$H=`YkeYfqnYdm][j]Ylagfd]kkgfklgg^^]j$ af[dm\af_\ak[ahdaf]\hdYffaf_$e]Ykmj]e]fl$Y[[gmflYZadalq Yf\j]oYj\af_g^Y[`a]n]e]fl&L`]k]Yj]YddkljYl]_a]kl`Yl [j]Yl]Yk]fk]g^mj_]f[qYf\^gkl]jeYfY_]e]flYll]flagflg nYdm][j]Ylagf& ;gehYfa]kl`Yl[gf\m[l^j]im]flhgjl^gdagj]na]okmkaf_l`] ja_`l\YlYYf\YfYdqla[k$Yf\l`YllYc]l`]lae]lghj]hYj]Y [j]\aZd]klgjqlYadgj]\lgkh][aÕ[Zmq]jk$klYf\l`]Z]kl[`Yf[] g^eYpaearaf_Zgl`kh]]\Yf\nYdm]afl`]aj\an]kle]flkYf\ af[j]Ykaf_nYdmYlagfemdlahd]kafl`]ajj]eYafaf_Zmkaf]kk]k& Gfdq)1g^]p][mlan]ke]lYddl`j]]g^l`]k]km[[]kke]lja[k& L`]k][gehYfa]kYj]Z]klhgkalagf]\lghjgY[lan]dq_Yaf eYjc]lk`Yj]Yf\Y\Yhlima[cdqlg^mlmj]eYjc]l[`Yf_]k& Lgd]Yjfegj]YZgmll`][jala[Ydkl]hklg[Yjn]gmlYZmkaf]kk afkapegfl`k$Ykcqgmj=Q[gflY[l^gjgmjRoadmap to carve-out sale success& About this study L`]=Q?dgZYd;gjhgjYl]<an]kle]flKlm\qYfYdqr]k[gehYfa]kÌlghim]klagfkYf\[gf[]jfkj]dYlaf_lghgjl^gdagj]na]oYf\ \an]kle]flkljYl]_a]kYf\hjgna\]kafka_`lkgf`golgeYpaear]\an]kle]flkm[[]kk&L`]j]kmdlkg^l`]*()-klm\qYj]ZYk]\gfegj] l`Yf0((afl]jna]okoal`[gjhgjYl]]p][mlan]kkmjn]q]\Z]lo]]fFgn]eZ]j*(),Yf\BYfmYjq*()-Zq>LJ]eYjc$l`]j]k]Yj[`Yf\ hmZdak`af_Yjeg^l`]>afYf[aYdLae]k?jgmh& • =p][mlan]kYj]^jge[gehYfa]kY[jgkkl`]9e]ja[Yk$ 9kaY%HY[aÕ[$=mjgh]$l`]Ea\\d]=Ykl$Af\aYYf\9^ja[Y& • 0-g^]p][mlan]kYj];=Gk$;>Gkgjgl`]j;%d]n]d]p][mlan]k& • =p][mlan]kklYl]\l`]q`Yn]cfgod]\_]g^gj\aj][l`Yf\k%gf ]ph]ja]f[]oal`l`]aj[gehYfqÌkhgjl^gdagj]na]ohjg[]kkYf\ `Yn]Z]]fafngdn]\afYld]Yklgf]eYbgj\an]kle]flafl`] dYkll`j]]q]Yjk& • O`ad]faf]af\mkljqk][lgjkYj]j]hj]k]fl]\$l`]klm\q ^g[mk]kgf[gfkme]jhjg\m[lk$\an]jkaÕ]\af\mkljaYdk$ ÕfYf[aYdk]jna[]k$da^]k[a]f[]k$gadYf\_Yk$Yf\l][`fgdg_q& • Egj]l`Yf`Yd^g^l`]]p][mlan]kj]hj]k]fl[gehYfa]koal` YffmYdj]n]fm]kl`Yl]p[]]\MK)Z& Produced in association with Remark Research from the Financial Times Group 18 How EY can help EY’s dedicated, multifunctional divestment professionals can help clients improve portfolio management, divestment strategy and execution. First, we help clients understand the performance of their businesses relative to peers and the rest of their portfolio. And then we help clients decide where capital can be released from underperforming or non-core activities and reallocated toward higher-growth areas. We then work with clients to prepare them for a divestment and become an informed negotiator. Our work with corporate and PE clients includes a variety of divestments, including sales of the entire company, carve-outs, spin-offs and joint ventures. For carve-outs, in particular, we advise on which businesses are worth investing in and which may be worth more to another owner. Our sectorfocused teams can also help clients understand the effect a divestment could have on the remaining company’s growth, brand and stakeholders. Furthermore, we can help maximize transaction value by guiding you through preparation and execution and removing any potential bumps in the road before buyers get involved. For example, we create a compelling value story by analyzing the growth opportunity, assessing underlying trends and identifying hidden value in earnings, corporate allocations, real estate, working capital, human resources, IT, operations and tax. Finally, we assist with negotiations, Day One readiness, and helping your company manage its remaining cost structure and focus on future growth. Contacts Pip McCrostie EY Global Vice Chair Transaction Advisory Services [email protected] +44 20 7980 0500 Steve Krouskos EY Global Deputy Vice Chair Transaction Advisory Services [email protected] +1 +44 20 7980 0346 Paul Hammes EY Global Divestiture Advisory Services Leader [email protected] +1 312 879 3741 Rich Mills EY Americas Divestiture Advisory Services Leader [email protected] +1 404 817 4397 Martin Hurst EY Europe, Middle East, India and Africa Divestiture Advisory Services Leader [email protected] +49 6196 996 27365 Stephen Lomas =Q9kaY%HY[aÕ[<an]klalmj] Advisory Services Leader [email protected] +61 3 9288 8441 Kenneth G. Smith Japan Divestiture Advisory Services Leader [email protected] +81 3 4582 6400 19 EY |9kkmjYf[]tLYptLjYfkY[lagfkt9\nakgjq About EY =QakY_dgZYdd]Y\]jafYkkmjYf[]$lYp$ ljYfkY[lagfYf\Y\nakgjqk]jna[]k&L`] afka_`lkYf\imYdalqk]jna[]ko]\]dan]j`]dh Zmad\ljmklYf\[gfÕ\]f[]afl`][YhalYd eYjc]lkYf\af][gfgea]kl`]ogjd\gn]j& O]\]n]dghgmlklYf\af_d]Y\]jko`gl]Ye lg\]dan]jgfgmjhjgeak]klgYddg^gmj klYc]`gd\]jk&Afkg\gaf_$o]hdYqY[jala[Yd jgd]afZmad\af_YZ]ll]jogjcaf_ogjd\ ^gjgmjh]ghd]$^gjgmj[da]flkYf\^gjgmj [geemfala]k& =Qj]^]jklgl`]_dgZYdgj_YfarYlagf$Yf\eYq j]^]jlggf]gjegj]$g^l`]e]eZ]jÕjekg^ =jfklQgmf_?dgZYdDaeal]\$]Y[`g^o`a[` akYk]hYjYl]d]_Yd]flalq&=jfklQgmf_ ?dgZYdDaeal]\$YMC[gehYfqdaeal]\Zq _mYjYfl]]$\g]kfglhjgna\]k]jna[]klg [da]flk&>gjegj]af^gjeYlagfYZgmlgmj gj_YfarYlagf$hd]Yk]nakal]q&[ge& About EY’s Transaction Advisory Services @goqgmeYfY_]qgmj[YhalYdY_]f\Y lg\Yqoadd\]Õf]qgmj[geh]lalan]hgkalagf lgegjjgo&O]ogjcoal`[da]flklg[j]Yl] kg[aYdYf\][gfgea[nYdm]Zq`]dhaf_l`]e eYc]Z]ll]j$egj]af^gje]\\][akagfk YZgmlkljYl]_a[YddqeYfY_af_[YhalYdYf\ ljYfkY[lagfkaf^Ykl%[`Yf_af_eYjc]lk& O`]l`]jqgmÌj]hj]k]jnaf_$ghlaearaf_$ jYakaf_gjafn]klaf_[YhalYd$=QÌkLjYfkY[lagf 9\nakgjqK]jna[]k[geZaf]Ymfaim]k]l g^kcaddk$afka_`lYf\]ph]ja]f[]lg\]dan]j ^g[mk]\Y\na[]&O]`]dhqgm\jan][geh]lalan] Y\nYflY_]Yf\af[j]Yk]\j]lmjfkl`jgm_` aehjgn]\\][akagfkY[jgkkYddYkh][lkg^qgmj [YhalYdY_]f\Y& ¡*()-=Q?EDaeal]\& 9ddJa_`lkJ]k]jn]\& ),))%)+-/0,) =Q?fg&;=(0-0 =<(+)/ L`akeYl]jaYd`YkZ]]fhj]hYj]\^gj_]f]jYd af^gjeYlagfYdhmjhgk]kgfdqYf\akfglafl]f\]\ lgZ]j]da]\mhgfYkY[[gmflaf_$lYpgjgl`]j hjg^]kkagfYdY\na[]&Hd]Yk]j]^]jlgqgmjY\nakgjk ^gjkh][aÕ[Y\na[]& L`]na]okg^l`aj\hYjla]kk]lgmlafl`akhmZda[Ylagf Yj]fglf][]kkYjadql`]na]okg^l`]_dgZYd=Q gj_YfarYlagfgjalke]eZ]jÕjek&Egj]gn]j$l`]q k`gmd\Z]k]]fafl`][gfl]plg^l`]lae]l`]q o]j]eY\]& ey.com 20
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