Customer And Market Due Diligence
We establish a clear picture of the target company’s market positioning and growth potential in even the most complex niche markets. Our analytical rigor and broad industry expertise enables us to perform a quick but robust assessment of key market drivers and trends, and build a bottom-up market model to establish market size/growth projections. Through our exhaustive research, including customer, supplier, competitor, and expert interviews, we establish competitive dynamics, technology/service advantages, customer buying criteria, and customers’ perception of the target. We then develop a top-level strategic plan that provides our clients post-acquisition growth roadmap (add-ons and organic).
Operational Due Diligence
We conduct a quick but thorough expert review of existing and prospective operating value and vulnerabilities of the target company, providing an edge in the buying process – avoiding “bad deals” and finding “hidden diamonds”. Our deep operations expertise enables us to identify issues and find value where others often can not. We incorporate our operations and industry expertise and a highly analytical approach to create the clearest picture possible of the target and solid understanding of future operations requirements (e.g., investment, KPIs, skill base) to maximize value capture. We then offer pragmatic and value-driven recommendations to maximize investment potential and a top-level roadmap to jump start operations improvements post-acquisition.
Proactive Investment Strategy
We identify and evaluate attractive industry niches based on our client’s investment criteria to enable proactive deal sourcing. We leverage our extensive industry and operations knowledge, proprietary research databases, and focused primary and secondary industry research to provide unique insights into market dynamics, competitive landscape, and potential acquisition opportunities.
Pragmatic Growth Strategy
We assist portfolio company management teams in developing fact-based growth strategies that leverage the company’s strengths and shore up weak spots. We conduct a robust assessment of the company’s product and service portfolio and develop a comprehensive market map to identify product and market niches offering greatest growth potential. We then evaluate these opportunities in the framework of the company’s capabilities and growth potential in order to generate a robust, actionable growth strategy.
Sales & Marketing Effectiveness
We help portfolio company management teams maximize revenue opportunity and return on investment through effective management of company's sales force and advanced marketing analytics. We assist in developing a clear and articulated selling strategy, aligning organizational capabilities to meet agreed-to objectives, rolling out disciplined fact-based processes; and developing adequate tools/systems to provide proper monitoring and feedback. Through rigorous analytics, we develop marketing strategies to optimize advertising spend and product/service pricing.
Rapid Operations Improvements
Our operations improvements assistance covers every aspect of a company’s operations and cost structure. Whether it is developing a comprehensive operational improvement program or tackling a specific operational challenge, we quickly develop a robust fact-based assessment of company’s operations and work with the management team to develop an actionable implementation plan. We then work with the management team side-by-side in executing the plan expeditiously – results are often visible within 4 to 8 weeks.
In situations where the portfolio company is pursuing an add-on acquisition, we work with the management teams of both companies to develop a post-merger integration plan to ensure successful integration of the companies. We help establish clear strategic objectives for merger and associated post-merger priorities, create integration strategy recognizing that the core of the business must be protected during integration, create actionable front-line plans to achieve merger priorities, and ensure expeditious execution of plans leveraging the “80/20 rule”.
We help maximize portfolio company exit valuations through considerable and detailed planning well in advance of targeted exit timeframe that: begins with a fresh view of company’s growth prospects and operational realities; and includes a well thought-out, executable plan for future value creation - creating a strategic blueprint for the next owner. We then support the creation of selling documentation by providing robust, proven growth and operational story.