Chinese companies take more cautious approach to foreign acquisitions

Lack of experience and political concerns abroad lead companies to lower ambitions

Chinese companies are planning to take a more cautious approach to foreign acquisitions, avoiding outright buyouts and seeking more partnerships and alliances, according to a new report by the Economist Intelligence Unit released today. Chinese companies made a record number of cross-border acquisitions in 2009—some 298 in total [1]. Much of this investment has been welcomed by cash-strapped Western companies that would be hard-pressed to survive without it. But China’s buying spree has raised a number of concerns, particularly where it has involved state-owned enterprises (SOEs). And like their Western counterparts before them, Chinese companies are discovering just how difficult it can be to get mergers and acquisitions (M&A) right, especially when they are cross-border deals. These factors have encouraged companies to lower their ambitions.

A brave new world: The climate for Chinese M&A abroad, is based on in-depth interviews with large Chinese companies with experience—both successful and failed—of investment abroad, an online survey of 110 Chinese executives, and interviews with several foreign participants and advisers in Chinese deals overseas. In addition, the report analyses available data on Chinese companies’ cross-border transactions over the past five years (focusing on deals worth more than US$50m). The report is sponsored by CICC, Accenture and Clifford Chance.

Among the report’s key findings:

• Chinese acquirers feel unprepared for cross-border acquisitions… In the survey conducted for the report, 82% of respondents cited a lack of management expertise in handling M&A as the biggest challenge for Chinese companies making purchases abroad. Only 39% feel they know what is required to integrate a foreign acquisition. And only 39% of survey respondents say they had identified attractive targets within their chosen geographic markets—increasing the risk that Chinese buyers will succumb to the temptation to buy assets that have become available as a result of the global financial crisis, rather than focusing on carefully researched targets.
• …and as a result, they are lowering their ambitions. In the past Chinese acquirers have shown a tendency to seek outright ownership or at least managerial control of their targets. Our analysis of transactions worth more than $50m between 2004 and 2009 shows that half the deals involved the buyer taking at least 50% ownership of the target.. But Chinese executives are beginning to sense that this may not be the best approach, not least because it can set off alarm bells among the public and regulators. Among survey respondents who say they are definitely or likely to make an overseas investment, 47% would prefer to strike either joint ventures (29%) or alliances (18%) while only 27% say they will do so through acquisitions.
• Outbound M&A remains dominated by state owned enterprises (SOEs). According to analysis of deals worth more than US$50m between 2004 and 2009, an overwhelming majority of China’s outbound M&A transactions—81%—have been made by state-owned entities. This will remain a cause for concern abroad, not only because many deals involve control of natural resources but also because state ownership seems to confer unfair advantages on the acquired companies.
• As economic conditions recover and competition for deals heats up, Chinese purchasers could be at a disadvantage. Foreign counter-parties to deals and M&A advisers say that with the worst of the financial crisis over the competition for M&A targets is also recovering. The need for Chinese companies to gain approval from their government for investment—and the time required and uncertainty created—is likely to put them at a disadvantage versus the competition. Would-be buyers could also find potential acquisition targets less willing to sell as the recovery of financial markets provides them with other ways to raise funds.
• Lack of communication is a major obstacle to successful deals. Most of the Chinese companies interviewed are well aware of the tensions created by some high-profile deals and are concerned about the environment the tensions have created. Deal participants and advisers from Washington to Canberra stress the need for Chinese investors to take a less narrow, procedural approach to investment and look at the bigger picture—to present the commercial and economic rationale for their acquisitions and a clear plan of what they will do with them—and also to explain who they are and what role, if any, the Chinese government plays in their decision making. They should be prepared to explain these things to all stakeholders—politicians, media, communities, employees—even if a deal does not face regulatory scrutiny.
• Demands for reciprocity will grow. Despite years of foreign investment in China and the country’s accession to the World Trade Organisation (WTO), many foreign multinationals complain that access to the China market is far from unfettered. China has its own complaints about Western protectionism, particularly when it comes to trade. But as many industries in Western countries continue to struggle with sluggish economic growth or recession, they will be asking their governments why they should allow Chinese companies access to their markets if their openness is not reciprocated.

A brave new world: The climate for Chinese M&A abroad
is available free of charge at:
www.eiu.com/sponsor/bravenewworld

Press enquiries:

Joanne McKenna, press liaison, +44 (0)20 7576 8188; joannemckenna@eiu.com
Laurel West, editor, +852 2585 3853; laurelwest@economist.com

About the Economist Intelligence Unit

The Economist Intelligence Unit is the business information arm of The Economist Group, publisher of The Economist. Through our global network of more than 650 analysts and contributors, we continuously assess and forecast political, economic and business conditions in more than 200 countries. As the world's leading provider of country intelligence, we help executives make better business decisions by providing timely, reliable and impartial analysis on worldwide market trends and business strategies. For more information, please visit www.eiu.com or follow us on www.twitter.com/theeiu

About CICC

China International Capital Corporation Limited (CICC) is China’s first joint venture investment bank. With a unique combination of expertise in both the domestic and global capital markets, extensive industry know-how, in-depth understanding of China and the international business environment, CICC is committed to establishing long-term relationships with clients by offering world-class and innovative financial services and providing them strategic advice. Since its inception in 1995, CICC’s outstanding underwriting achievements in many key strategic sectors have made it an unparalleled arranger of global offerings for China’s state-owned enterprises (SOEs). As milestones for CICC and even China’s investment banking industry, many of these successful deals have won CICC domestic and international awards from key media, making CICC an industry leader. CICC has strong expertise in domestic and overseas equity underwriting, securities brokerage, asset management, fixed income and market research, and is the key choice of major industry players in China.

About Accenture

Accenture is a global management consulting, technology services and outsourcing company. Combining unparalleled experience, comprehensive capabilities across all industries and business functions and extensive research on the world's most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments. As a Fortune Global 500 company, Accenture has more than 176,000 people worldwide serving clients in over 120 countries. The company generated net revenues of US$21.58 billion for the fiscal year ended Aug. 31, 2009. Accenture has conducted business in Greater China for more than 20 years. Today, it has more than 4,100 people working in Greater China, throughout offices in Beijing, Shanghai, Dalian, Guangzhou, Hong Kong and Taipei. With a proven track record, Accenture focuses on leveraging local best practices and successes, and is dedicated to delivering premium client value and results. Accenture helps clients define strategy, streamline business processes, integrate systems, promote innovation and enhance overall competitive advantage to ultimately attain high performance.

About Clifford Chance

Clifford Chance is one of the world's leading law firms, helping clients achieve their goals by combining the highest global standards with local expertise. The firm has unrivalled scale and depth of legal resources across the four key markets of the Americas, Asia, Europe and the Middle East, and focuses on the core areas of commercial activity. Clifford Chance operates across Asia, with offices in Bangkok, Beijing, Hong Kong, Shanghai, Singapore and Tokyo. With over 350 lawyers in Asia alone, it is one of the largest international firms in the region, enjoying a market leading reputation across practices.