Business Case Studies & Business Publications

The M&A "Pitch Book": Proposed Acquisiti...

Bruner, Robert F.,...

Technical Note

The M&A "Pitch Book": Proposed Acquisition of Heller Financial by United Technologies Corporation

Bruner, Robert F.; Bridges, Allison; Chan, Jessica; Palacios, Miguel; Whitney, Karen

F-1338 | Published March 7, 2002 | 56 pages Technical Note

Collection: Darden School of Business

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This technical note offers an example of a thoroughly complete "pitch book" for use as a basis of class discussion and learning. Actual pitch books are almost never made available for public use. This presentation, however, was prepared by a group of Darden students in April 2001 for a jury of M&A executives of United Technologies Corporation?they judged this work to be of excellent quality, among the best they had seen in any setting. A separate validation of the deal concept is given in the final exhibit, which records the announcement on July 30, 2001, by General Electric of its acquisition of Heller. In reviewing this document, the task for the student is to assess both its form and contents, from the standpoints of both the presenter and audience. Why is each exhibit and section included in the document? What analytical work underpins the exhibits? What might explain the presentation format? What oral comments might one make in supporting this presentation to a group of executives?