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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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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Establishing Competitive Positioning And Growth Outlook
Conducted a 2-week customer & market due diligence to establish the FDA supply chain compliance services map/market size, the target’s value proposition/competitive positioning, and growth opportunities through service line expansion. To this end, Gotham: deciphered the complexity and evolution of food safety regulations; conducted interviews with food importers, exporters, and FDA officials; developed a bottom-up market sizing model; and established the competitive landscape of player segment offering U.S. Agent services and new entrants to food safety services. Gotham’s assessment armed our client with a solid understanding of market dynamics/growth outlook and the target’s reputation/competitive positioning, allowing our client to proceed with confidence to aggressively pursue the deal.
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Assessing Disintermediation And Margin Risks Amidst Downstream Consolidation
Conducted a 3-week customer & market due diligence to establish the collision repair market dynamics and to assess the risks associated with the collision repair shop consolidation trend. To this end, Gotham: conducted 76 anonymous interviews with and collected 74 online surveys of collision repair shops owners, managers, and paint distributors to gain insights into collision repair dynamics, industry trends/outlook, and potential risk of collision shop switching paint manufacturers/distributors; interviewed insurance companies to understand their direct repair programs (DRPs); established the automotive refinish market size, growth rates, industry structure, and key relationship dynamics; identified the key MSO players and established their acquisition/growth trends; and profiled the collision repair paint distribution competitive landscape. Gotham’s assessment provided a fact-based, robust view on the target’s disintermediation and margin risks and confirmed an opportunity to build a national paint distribution business, allowing our client to successfully close the deal.
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