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Ruthless Execution: What Business Leaders Do When Their Companies Hit the Wall by Amir Hartman

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Chapter 9. The Acquisitive Man: The Steve Kaufman Case

Remember the stress that has been placed on critical capabilities. One of the overriding differences between leaders who break through the wall and those who don’t is a keen focus and intensity on one of those critical capabilities: FOCUSED CORPORATE TRANSACTIONS, OR MERGERS, ACQUISITIONS, AND DIVESTITURES.

Steve Kaufman’s Arrow Electronics did not plan systematically to engage in an acquisition strategy. But after he did one acquisition, from that point on, he went from strength to strength.

Before Steve Kaufman took over Arrow Electronics, it was the number 2 player in the industry; earlier, it was only one-third the size of the market leader, Avnet, which had $1 billion in sales. Arrow’s ...

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