Transform the Way You Think About M&A
Rafael Franca, the Global Business Development Manager for Bosch Power Tools, is responsible for new business models and mergers and acquisitions (M&A) strategy. To help take his company's growth to the next level, he wanted to broaden his understanding of the M&A process by exposing himself to unfamiliar perspectives and practices. With this goal in mind, he attended the Mergers and Acquisitions program at Harvard Business School (HBS) Executive Education. He shares his thoughts about his experience in the program.
What were your objectives in attending this program?
My main objective was to gain a broader overview of M&A strategy and negotiation in an environment that explores real-life cases and encourages collaboration. In addition, I wanted to explore other perspectives from business leaders who are engaged in M&A while gaining access to an incredible network of peers as well as HBS faculty. The program exceeded my expectations, and today my negotiation skills and dealmaking confidence are stronger than ever. I even plan to return to HBS to complete more programs—starting with the Program for Leadership Development.
What are your thoughts about the case study method of teaching?
As an economist, I usually follow a structural and analytical path when trying to find an answer or draw a conclusion. Because of its many benefits, the case study method of learning has transformed my point of view. Before I even entered the classroom, I had to analyze each case and share my thoughts within a small group. In class, we then fully discussed the case and explored different points of view. This forced me to not only read the case, but to also examine it deeply so that I could add to the discussion. I often found myself fascinated to talk with classmates from different countries and industries, who were all talented and well educated. I had to be willing to listen to others' opinions, and that was invaluable. Overall, the case method was transformational because it changed the way I think about learning. I will carry that growth with me forever.
Was there an insight that strongly resonated with you?
Yes. One insight that influenced me is to carefully consider every detail of the M&A process—working on different scenarios, understanding the alternatives and angles that can generate better results, and looking for opportunities to create value. Another insight has to do with post-merger integration (PMI). Professor David Fubini was fantastic, and the insights he offered based on his experiences were so powerful that I am now considering expanding my involvement with PMI in my career.
How will you integrate what you learned into your organization and your day-to-day work?
I have already started using knowledge I learned in the program, such as valuation analysis. My negotiation skills have improved considerably, and I now have a broader and more holistic perspective. The program has helped me become more resilient during negotiations because I now understand that sometimes I will win and sometimes I will lose, and that it's important to learn from the failure.
How did the program influence your view of mergers and acquisitions?
This program's faculty, participants, and learning environment have reshaped the way I view M&A. I now understand that M&A is crucial for growth because an increasing number of companies rely on it as an engine for driving growth. I now understand that M&A involves not just one person or department, but different teams that must all be committed and involved. The process is a marathon, not a sprint, and each detail matters—from initial negotiation through post-integration.