IDEAS home Printed from https://ideas.repec.org/a/taf/servic/v32y2012i16p2677-2689.html
   My bibliography  Save this article

Should management consultants charge clients on a contingency basis for merger and acquisition work?

Author

Listed:
  • Richard Connell
  • Tatiana Zalan

Abstract

Management consulting firms frequently assist their clients by providing merger and acquisition advice on a contingency basis. Drawing on a field study of acquisition decisions, the paper describes the common rationale for such behaviour and the pitfalls to which it may lead. These pitfalls include, among others, a loss of revenue that could be available from charging fees and a degradation of client relationships. The research also specifies factors that consultants should take into account both in their own and client organisations when deciding whether to propose to charge clients fees or a percentage of the value of transactions that may or may not materialise.

Suggested Citation

  • Richard Connell & Tatiana Zalan, 2012. "Should management consultants charge clients on a contingency basis for merger and acquisition work?," The Service Industries Journal, Taylor & Francis Journals, vol. 32(16), pages 2677-2689, December.
  • Handle: RePEc:taf:servic:v:32:y:2012:i:16:p:2677-2689
    DOI: 10.1080/02642069.2011.593168
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/02642069.2011.593168
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: https://libkey.io/10.1080/02642069.2011.593168?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Makhija, Anil K. & Narayanan, Rajesh P., 2007. "Fairness Opinions in Mergers and Acquisitions," Working Paper Series 2007-11, Ohio State University, Charles A. Dice Center for Research in Financial Economics.
    2. Walter, Ingo, 2004. "Mergers and Acquisitions in Banking and Finance: What Works, What Fails, and Why?," OUP Catalogue, Oxford University Press, number 9780195159004.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Raoul Minetti & Pierluigi Murro & Zeno Rotondi & Susan Chun Zhu, 2019. "Financial Constraints, Firms’ Supply Chains, and Internationalization," Journal of the European Economic Association, European Economic Association, vol. 17(2), pages 327-375.
    2. Campa, Jose Manuel & Hernando, Ignacio, 2006. "M&As performance in the European financial industry," Journal of Banking & Finance, Elsevier, vol. 30(12), pages 3367-3392, December.
    3. Chu, Kam Hon, 2010. "Bank mergers, branch networks and economic growth: Theory and evidence from Canada, 1889-1926," Journal of Macroeconomics, Elsevier, vol. 32(1), pages 265-283, March.
    4. Lobe, Sebasian & Schenk, Nils-Christian, 2009. "Fairness Opinions and Capital Markets: Evidence from Germany, Switzerland and Austria," ECMI Papers 1596, Centre for European Policy Studies.
    5. Andreas Hackethal & Reinhard H Schmidt, 2005. "Vers une mutation structurelle du système bancaire allemand ?," Revue d'Économie Financière, Programme National Persée, vol. 78(1), pages 125-169.
    6. Ingo Walter & Elif Sisli, 2006. "The Asset Management Industry in Asia: Dynamics of Growth, Structure, and Performance," Working Papers 06-29, New York University, Leonard N. Stern School of Business, Department of Economics.
    7. Schmid, Markus M. & Walter, Ingo, 2009. "Do financial conglomerates create or destroy economic value?," Journal of Financial Intermediation, Elsevier, vol. 18(2), pages 193-216, April.
    8. Guerry, Nicolas & Wallmeier, Martin, 2017. "Valuation of diversified banks: New evidence," Journal of Banking & Finance, Elsevier, vol. 80(C), pages 203-214.
    9. La Mura, Pierfrancesco & Rapp, Marc Steffen & Schwetzler, Bernhard & Wilms, Andreas, 2011. "The certification hypothesis of fairness opinions for acquiring firms," International Review of Law and Economics, Elsevier, vol. 31(4), pages 240-248.
    10. Chu, Kam Hon, 2015. "Bank consolidation and stability: The Canadian experience, 1867–1935," Journal of Financial Stability, Elsevier, vol. 21(C), pages 46-60.
    11. Nestorov Valentina, 2017. "Convergence in the Functioning of Banking and Nonbanking Financial Institutions in Serbia," Economic Themes, Sciendo, vol. 55(3), pages 353-376, September.
    12. Daniela Acquadro Maran & Antonella Varetto & Cristina Civilotti & Nicola Magnavita, 2022. "Prevalence and Consequences of Verbal Aggression among Bank Workers: A Survey into an Italian Banking Institution," Administrative Sciences, MDPI, vol. 12(3), pages 1-13, July.
    13. Schmid, Markus M. & Walter, Ingo, 2012. "Geographic diversification and firm value in the financial services industry," Journal of Empirical Finance, Elsevier, vol. 19(1), pages 109-122.
    14. Erel, Isil, 2007. "The Effect of Bank Mergers on Loan Prices: Evidence from the U.S," Working Paper Series 2006-19, Ohio State University, Charles A. Dice Center for Research in Financial Economics.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:servic:v:32:y:2012:i:16:p:2677-2689. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/FSIJ20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.