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.
Establishing Brand Positioning and Category Expansion Opportunity
Conducted a 3-week customer & market due diligence to establish the health and growth profile of the target’s current product categories and validate the target’s product category expansion opportunities. To this end, Gotham: analyzed retailer-/SKU-level NielsenIQ data; conducted a survey of over 2,500 consumers; and conducted interviews with key food retailers and distributors. Gotham’s in-depth analysis of the low/no-sugar sweet snacks market, the target’s brand positioning, and the target’s growth opportunities provided our client with the robust, reliable fact base needed to compete aggressively in this hotly-contested auction.
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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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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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Establishing Demand Outlook And Growth Opportunities
Conducted an early Phase I 2-week customer & market due diligence to establish demand outlook and target's growth opportunities. To this end, Gotham: established WWTP equipment needs and treatment technologies; conducted 44 anonymous interviews with municipalities; established capital/O&M spending outlook in the municipal wastewater treatment market; built a comprehensive database of WWTP equipment vendors and products; performed an in-depth WWTP equipment assessment to identify equipment categories for expansion and potential acquisition candidates. Gotham’s assessment of the target’s competitive positioning and growth opportunity in the WWTP equipment market allowed our client to move forward in the auction process with confidence.
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Establishing Competitive Positioning And Recession Risk
Conducted a 4-week customer & market due diligence to establish competitive positioning, margin sustainability, and recession risk of an email acquisition and affiliate marketing company. To this end, Gotham: conducted ~200 “warm introduction” and anonymous customer interviews and surveys; built a comprehensive database of competitor and O&O sites; dissected financial and operational data to pin down drivers of management growth projections; researched over 1,000 advertisers and publishers to establish the target’s customer mix; and built a recession impact model. Gotham’s rapid assessment of this emerging and not well defined market provided our client with clarity on market and competitive dynamics and allowed the deal team to present a robust picture of the target to their investment committee and lenders.
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Establishing Competitive Positioning/Margin Sustainability
Conducted a 2-phased customer & market due diligence to establish target's competitive positioning and margin sustainability. To this end, Gotham: conducted 86 anonymous and “warm introduction” customer interviews; analyzed target’s customer base to establish where target competes within the synthetic fiber market; established target’s addressable market size/share and growth outlook in multiple end-markets; built a global synthetic fiber capacity and manufacturer-to-distributor product flow picture by fiber type, and profiled key manufacturers and distributors and established their market shares. Gotham’s assessment provided a comprehensive, fact-based view on the target’s competitive positioning, margin sustainability, and end-market growth outlook, allowing our client to successfully close the deal.
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