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.
Deciphering CTV And Programmatic Advertising Ecosystems And Growth Outlook
Conducted a 3-week customer & market due diligence to establish the growth outlook of CTV and programmatic display advertising and the target’s competitive positioning in the CTV advertising ecosystem. To this end, Gotham: conducted 35 interviews with and 280+ online surveys of publishers, advertisers, advertising agencies, and AdTech platforms; established CTV and programmatic display market dynamics and digital ad spend trends; and built a comprehensive database of AdTech platforms. Gotham provided our client a clear view on the inner workings of the CTV and programmatic display ad ecosystems and the target’s positioning within the CTV ecosystem. This clarity along with a fact-based outlook for digital marketing spend allowed our client to gain confidence in the target’s potential and move forward to close the deal.
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Understanding Risk Posed By National Haulers
Conducted a 3-week customer & market due diligence of a managed waste solutions provider to establish the target's positioning/risk vs. national waste haulers; its competitive differentiation; its margin stability and recession risk; and the overall managed waste solutions market size and growth expectations. To this end, Gotham: conducted 33 interviews with and 73 online surveys of customers; built a detailed end-market level sizing model; determined the managed waste solutions competitive landscape; analyzed distances between landfills and the target’s customers; built a recession impact model; and established customer and hauler pricing mechanisms. Gotham provided a detailed view on the competitive dynamics and risks posed by the national waste haulers and the advantages of managed waste solutions providers, helping build client confidence in pursuing the target aggressively.
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Establishing Supply/Demand Imbalance And Growth Outlook
Conducted a 3-week customer & market due diligence to: (1) establish the adolescent/young adult mental health treatment addressable market size; and (2) validate the target’s outpatient and short-term residential program growth opportunities. To this end, Gotham: conducted interviews with and surveys of psychiatrists, educational consultants, residential programs, payors, and insurance advocates; built a supply/demand model to quantify the gap between current and unconstrained demand for these services; established insurance dynamics pertaining to behavioral health coverage; and built a database of residential treatment programs. Armed with the clarity on supply/demand imbalances in outpatient and short-term residential care treatment provided by Gotham, our client gained confidence in the target’s aggressive growth plan and moved forward to successfully close the deal.
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Developing Multi-brand Growth Strategy in Preparation of PE Exit at Consumer Electronic Device Provider:
Established feasibility of multi-brand strategy to support a transformative add-on acquisition, created company’s domestic and international growth strategy to position the company for a successful exit in 18-24 months, and developed an actionable strategic plan. Effort included: interviewing 160+ government officials, competitors, consumer/influencers, and other industry participants; researching market, competitive, and regulatory dynamics; building robust state-by-state market size/growth and cannibalization models; and developing multi-brand, Canada entry, and product line expansion strategies. Gotham’s assessment and recommendations allowed the client to move forward with the add-on acquisition and enter Canada, as well as start executing near-term aspects of growth plans to set stage for exit.
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Assessing Competitive Positioning of Analytics Outsourcing Company
Conducted competitive due diligence to pin down nature of current and new competition, including product- vs. service-focused, lower-end vs. higher-end analytics offerings, and on- vs. off-shore delivery models. Conducted extensive, hour-long interviews to gain a clear understanding of an increasingly crowded competitive field, allowing our PE client to understand critical industry/competitive dynamics and proceed with an appropriate bid.
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Assessing Risk and Validating Management’s Growth Projections for Snack Foods Flexible Packaging Converter
Conducted 4-week customer & market due diligence to evaluate: competitive risks from large converters; potentially high CapEx requirements; and target’s reliance on 9 key accounts for almost all of projected growth. Interviewed 50+ key competitors, snack foods customer brand and packaging managers, and printing equipment OEMs; conducted exhaustive research on printing press equipment technologies, snack foods end-market dynamics, and flexible packaging market/competitive dynamics; and analyzed company/market sales data on key customer accounts. Based on our findings, PE client confidently moved forward with the transaction and closed the deal.
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