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Customer & Market Due Diligence

We establish a clear picture of the target company’s market positioning and growth potential in even the most complex and data-poor niche markets. Our analytical rigor and broad industry expertise enable us to perform a quick but robust assessment of key market drivers and trends, and build a bottom-up market model to establish reliable 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 – in essence a post-acquisition growth roadmap (add-ons and organic) for our clients.

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In-store Bakery Supplier
Establishing Consumer Conversion Opportunity by Quantifying Available Whitespace of In-store Bakery Supplier

Conducted a 2-phased due diligence to:(1) determine the penetration levels and conversion opportunity of the target’s bakery supply products; (2) establish the retail bakery market dynamics; and (3) establish the target’s growth potential. Gotham conducted: a Phase I consumer panel survey of 1,116 consumers to validate ingoing thesis on consumer penetration opportunity; a Phase II survey of 2,233 consumers to establish buying behaviour and test potential concepts for driving consumer conversion. We also interviewed 37 retailer bakery executives/category buyers and surveyed 276 in-story bakery employees to establish their decision-making criteria, plans for the category, and requirements for growth, and modeled a complex market size matrix for 34 occasions and 7 product types to estimate the current penetration of the company's products and establish whitespace and conversion opportunities. These fact-based, actionable insights and reliable numbers gave the client the conviction needed to win this hotly contested auction.

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Inspection, Cleaning, and Repair Services
Deciphering a Niche Market to Validate Growth Plan of Municipal/Utility Services Company

Conducted 4-week customer and market due diligence to:  (1) establish municipal budget outlook; (2) establish market size and growth outlook for wastewater infrastructure services;  and (3) understand the target’s competitive positioning. The effort included:  124 interviews with municipal and utility officials; in-depth research of environmental regulations; top-down/bottom-up municipal budget analysis; and creation of 3 bottom-up marketing sizing models. Gotham’s comprehensive, fact-based approach verified that the target’s aggressive growth plans were realistic and the target had established a strong reputation with its customers. This allowed our PE client to gain confidence in the target’s ability to meet its revenue plan and move forward with the acquisition.      

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Mental Health Services Provider
Establishing Program-Level Competitive Positioning and Operating Performance of Leading Private Pay Residential Mental Health Services Provider

Gotham conducted a customer & market and operational due diligence of a leading multi-program player in the private pay residential mental health services market, serving adolescents and young adults with a broad array of behavioral disorders. In line with the bid timelines, Gotham structured a 2-phased effort, with Phase I effort focused on understanding the overall market and referral dynamics, the target’s overall competitive positioning, and the growth opportunity and Phase II on program-level operational performance, reputation/competitive positioning, and recessionary risk. Gotham: conducted 43 interviews with referral sources, competitors and industry experts; built a bottom-up market sizing model; developed a comprehensive competitor database; and built robust operational performance fact packs for each of the target’s programs. Gotham’s fact-based assessment gave our client the conviction to win the auction with an aggressive bid.

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DIGITAL MARKETING AGENCY
Establishing Competitive Differentiation And Growth Outlook

Conducted a 3-week customer & market due diligence to establish the competitive differentiation and validate the growth opportunities of the target. To this end, Gotham:  deciphered the complexity and evolution of digital marketing; conducted interviews with digital marketing buyers (including customers) and competitors; and created a digital marketing agency competitive database that profiled key competitors. Gotham’s assessment armed our client with a solid understanding of market dynamics/growth outlook and target’s reputation/ competitive position, allowing our client to proceed with confidence to successfully close the deal.

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JANITORIAL SERVICES PROVIDER
Establishing COVID Impact And Local Market Competitive Dynamics

Conducted a 3-week customer & market due diligence to establish market size and growth outlook, assess target’s competitive positioning in its local markets, and establish the impact of COVID and wage increases on target’s business. Gotham:  conducted anonymous interviews and surveys with janitorial services buyers (customer and non-customer); deciphered competitive dynamics in this highly fragmented market; developed a competitive database for each of target’s local markets; and built a market sizing model. Gotham’s assessment clarified our client’s key market and competitive dynamics concerns and gave them the confidence to proceed with the investment.

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GLOBAL PRECISION PARTS MANUFACTURER
Customer & Market Due Diligence Of Global Precision Parts Manufacturer: Validating Revenue Sustainability In Markets Under Transformational Changes

Conducted a 2-week customer & market due diligence to validate the sustainability and growth outlook of target’s key product application/programs. To this end, Gotham:  built a model to establish impact of automotive electrification on target’s business; analyzed target’s top product applications/ programs to establish growth outlook, program lifecycle, target’s positioning, and margin outlook; conducted anonymous and “warm introduction” interviews with target’s customers; reconciled target’s financial projections against market forecast to determine how much of target’s projected growth was coming from market share gains; and established competitive landscape for both mechanical and electric parts. Gotham’s work established that target’s business was sustainable and gave our client confidence to proceed with its investment.

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Related Capabilities

 

Operational Due Diligence

 

Post-Merger Integration/ Carve-Out Planning

 

Pragmatic Growth Strategy

 

Sales & Marketing Effectiveness

 

Rapid Operations Improvements

Industry Expertise

 
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Consumer
 
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Food & Beverage
 
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Healthcare
 
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Industrials
 
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Infrastructure
 
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Services

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