Skip to main content
Capability

Pricing/ Marketing Effectiveness

We deploy rigorous analytics to improve effectiveness of marketing levers and drive profitable growth, including:

  • Pricing Optimization: Incremental margin and revenue capture – strategic pricing; pricing analytics; insights from customer surveys, competitive benchmarking, and conjoint analysis; and pricing rules/guidelines, processes, tools, and metrics/monitoring
  • Marketing ROI: Analytics to understand spend efficiency, campaign response/lift, and margin drivers/trends; fact-based creation/refresh of the client’s marketing program; optimization of marketing initiatives; and organization, processes, BI tools, and performance measurement systems to deliver marketing ROI
  • Customer: Customer lifetime value; customer segmentation based on needs, value, and behavior; customer acquisition, retention, and winback; and voice of the customer.
banner
Catalog Company
Creating Strategic Pricing Capabilities for Fact- and Behavioral-based Pricing Decisions at Leading Catalog Company

Put in place necessary fact base and analytical processes to enable proper pricing decisions in a market with distinct-price thresholds. Created pricing guidelines and robust pricing process. Immediately applied to reprice 1,100 items, with a projected margin increase of $1.3MM.

Show Details
banner
Pharmaceutical Company
Understanding and Analyzing the Impact of Generic Entry and Developing Financial and Manufacturing Plan to Optimize Marketing Spend for Multi-Billion-Dollar Drug Product

Assessed generic competitive landscape for $2B drug, including profiling costs and lead time for generic market entry, generating likely penetration scenarios (pricing and market share), and quantifying financial impact of generic launch sequences across 7 major worldwide markets. The study resulted in creation of a re-usable proactive planning tool for modeling the effects of generic product entry into the market.

Show Details
banner
Multi-disciplinary Engineering Services Firm
Improving Profitability and Revenue Performance at Multi-disciplinary Engineering Services Firm

Conducted a 6-week operations assessment to turn around the company’s margin performance and position it for a successful exit in 2-3 years’ time. Analyzed historical project and employee utilization performance; developed target staffing leverage model; and created target business development model to improve efficiency of business development effort while driving profitable revenue growth. Our detailed assessment gave our client a solid understanding and roadmap of the levers to achieve the target margin performance (5-7% points growth); client requested Gotham to provide ongoing support through quarterly performance audits.

Show Details
banner
Testing Services Provider
Identifying Consolidation Synergies from and Operational Improvement Opportunities in an Add-On Acquisition for Testing Services Provider

Conducted a 4-week operational due diligence to: 1) identify and quantify facility consolidation and other synergies; 2) determine cost additions and operations improvement opportunities; and 3) establish current asset and labor utilization. Gotham worked hand-in-hand with our client to build a comprehensive and reliable cost and capacity fact base, conducted detailed tours of all the facilities, assessed several site consolidation options, and benchmarked operational metrics across the 2 companies. Gotham’s due diligence findings allowed our client to confidently proceed with the transaction; client is already capturing synergies identified during the due diligence.  

Show Details
banner
Dry Ice Manufacturer
Rapidly Pinning Down Capacity/CapEx, Manufacturing Cost, and Distribution Situation and Opportunities at Leading Dry Ice Manufacturer

Conducted 2-week operational due diligence to pin down capacity and CapEx situation, and to identify margin improvement opportunities in manufacturing, distribution, and branch operations ahead of a competitive auction bid. Created plant-specific profiles of 150+ pieces of production equipment and determined target had ample capacity for growth with minimal replacement CapEx risk. Analyzed and reconciled financial data from the target’s ~100 P&Ls and reallocated costs to establish true operational costs and production and distribution cost benchmarks across plants, branches, and routes and identified up to $6MM in margin improvement opportunities through disciplined distribution and pricing practices. Gotham’s due diligence enabled our client to move forward with a competitive bid. 

Show Details
banner
Specialty Engineering Services Firm
Instilling Process Discipline Required for Future Growth While Sustaining Performance-oriented Culture at Entrepreneurial Specialty Engineering Services Firm

Conducted operational due diligence to assess the firm’s prospect-to-cash cycle processes and establish a revenue forecasting approach. Our effort included:  building a robust fact base of the company’s cost and operational performance using data from ERP and offline database; mapping and assessing sales & marketing, revenue generation, and people management processes; and visiting/interviewing management across multiple offices.  Gotham provided an explicit top-level operations end-vision and value creation plan bolstering the company’s ability to support growth, giving our client the necessary confidence to successfully complete negotiations. 

Show Details

Related Capabilities

 

Salesforce Effectiveness

 

Pragmatic Growth Strategy

 

Rapid Operations Improvements

 

Exit Preparation/ Positioning

Industry Expertise

 
banner
Consumer
 
banner
Food & Beverage
 
banner
Healthcare
 
banner
Industrials
 
banner
Energy
 
banner
Services

Want to learn more about how Gotham can help you with value creation?