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Capability

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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Refrigerated Mexican Food Manufacturer
Validating National Expansion Opportunity for a Regional Refrigerated Mexican Food Brand

Conducted a 2-phase due diligence to: (1) validate the national expansion opportunity in grocery, (2) validate the growth opportunity in foodservice, and (3) assess operations risks and opportunities. Gotham interviewed ~70 retail and foodservice buyers and surveyed ~4,000 consumers to establish target’s brand positioning and growth opportunity. We also leveraged Nielsen data to build an MSA-level market sizing model to establish a $2B addressable market size. To support national expansion, Gotham established second plant economics and profiled the competitive landscape to identify acquisition candidates. Our operational assessment did not reveal any significant commodity pricing margin risks and, in fact, identified material yeild and labor savings opportunities. These fact-based conclusions gave the client the conviction needed to submit an aggressive bid to win this hotly contested auction.       

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Plumbing and Drain Cleaning Services
Establishing Target’s Brand Reputation and Growth Opportunities of Plumbing and Drain Cleaning Services Company

Conducted 4-week customer & market due diligence to:  (1) validate defensibility of target’s residential business; (2) establish/confirm growth opportunity in the commercial business; and (3) validate the opportunity to expand into the water damage restoration market. Gotham undertook an exhaustive fact-based approach:  consumer panel and customer surveys; commercial customer surveys and interviews across 11 end-markets; deep-dive analysis of several years of job-level data; and detailed competitive landscapes in each of the target’s territories. Gotham’s fact-based conclusions allowed our client to gain confidence in defensibility of the target’s market position and viability of its growth plan leading to the successful close of the transaction.       

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Oil & Gas Aftermarket Parts Supplier
Determining Purchasing Processes, Competitive Positioning, and Market Trends of Oil & Gas Aftermarket Parts Supplier

Conducted focused customer due diligence to gain critical customer insights from major drillers regarding purchasing processes, competitive positioning, and market trends. Gotham conducted 31 anonymous interviews with personnel at rig sites, maintenance yards, and corporate headquarters of on-shore and off-shore drilling companies to:  1) identify selection criteria and determine whether purchasing decisions are made at the drill site or at corporate; 2) establish the target’s strengths and weaknesses vis-à-vis key competitors; and 3) understand market risks and opportunities in light of low oil prices and technological changes. Gotham’s deep customer insights and first-hand customer account of market trends allowed our PE client to submit a well-informed bid.     

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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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Energy
 
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Services

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