M&A, Alliances, JVs, Licensing
- Growth via Strategic Alliances: We helped an alternative energy company develop a strategy and tactics to successfully negotiate key alliances in a consolidating industry and in the face of a serious threat from a much larger rival. As a result, the client became the clear leader in its market, its revenues grew twenty times in two years, its costs were reduced, and profit margins sharply increased.
- Pharmaceutical Licensing: We have used Strategic Gaming to help pharmaceutical companies develop negotiation strategies toward in- and out-licensing partners. In these engagements, client teams came to understand their key leverage points with licensors or licensees and to develop a dynamic road map of strategies and tactics to guide the handling of discussions and reach valuable win-win deals.
- Valuation of Biotech Acquisition Target: A specialty chemical company was considering the purchase of a company focused on biotechnology. We evaluated the target company on a stand-alone basis and when combined with our client’s businesses. This quantitative approach incorporated sophisticated analyses of both value and risk. We found that the target company’s stock was significantly overvalued and, even with synergy, there was almost no chance to make a bid that would be both successful and profitable. Our client moved on to other opportunities and the target company sold a year later for an amount that was within 5% of our stand-alone valuation.
- Partner Issues in Joint Ventures: On several occasions, we have helped oil and gas clients understand how to better influence the operators and other partners in upstream JVs. Using Strategic Gaming, these clients were able to find key points of leverage and develop bold strategies and tactics that enabled them to gain alignment with partners on terms that helped capture or preserve hundreds of millions of dollars of value.
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