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Capability

Salesforce Effectiveness

We assist management teams in developing an effective sales engine, including:

  • Strategy: Articulated and agreed-to sales strategy outlining explicit objectives, success measures, and winning selling proposition
  • Organization: Salesforce capability to best execute the strategy and compensation systems that align to create right motivation
  • Process: Disciplined fact-based processes to accelerate and increase success of sales cycle
  • Tools: Adequate tools/systems to provide proper monitoring and feedback
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Direct Marketing Services Company
Establishing “One Company” Organization and Operations to Realize Cost Synergies at Direct Marketing Services Company

Conducted a 5-week operations diagnostic of a recently acquired portfolio company to identify cost reduction opportunities and establish organizational and operations end-visions. Gotham undertook an extensive analytic effort to reconcile and align data from 3 separate, independently operating systems corresponding to each business unit and create in-depth profiles of purchasing spend and labor efficiency. We also identified opportunities to improve salesforce effectiveness, including salesforce restructuring and a new compensation system. Finally, working with management, Gotham developed a “One Company” organizational structure to eliminate disconnect and facilitate savings opportunity capture within and among the 3 business units. Following the diagnostic, management launched efforts to capture these opportunities, which were expected to improve the company’s EBITDA margins by 6+ percentage points.

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Professional Staffing Company
Dissecting Job Profitability and Redesigning Commission Structure to Improve EBITDA Margins at Professional Staffing Company

Conducted a 4-week operations assessment to establish levers to turn around the company’s EBITDA margin performance: 1) dissected the company’s cost and job performance, by cleaning/reconciling raw data from disjointed staffing and ERP software systems, mapping detailed general ledger costs to jobs, and creating job profitability profiles; 2) redesigned sales and recruiting commission structure for a 25% improvement in EBITDA; and 3) developed robust KPI-based reports required for managing cost and profitability moving forward.

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Flow Controls Products Distributor
Growth Roadmap and Sales Function Redesign to Triple Revenue at Global Flow Control Products Distributor

Developed growth strategy and identified levers to triple revenue in 3-5 years. Developed detailed prioritized plans to implement the new strategy. Created sales force effectiveness plan to professionalize inside sales and develop outside sales force.

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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.

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Coffee Roaster and Distributor
Identifying Consolidation Opportunities and Creating Roadmap for Professionalizing Operations to Support Future Growth at Regional Family-owned Coffee Roaster and Distributor

Conducted a 3-week operational due diligence to establish a robust fact base of cost and operational performance in a data-poor situation, identify consolidation opportunities, and provide a fact-based, actionable plan for post-acquisition value creation, including:  delivery and service route optimization to eliminate 30-40% of current routes; brewing equipment CapEx reduction through better deployment of used equipment; warehouse consolidation; sourcing efficiencies; SKU complexity management and inventory reduction; and professionalization of roasting and supply chain operations. Gotham’s findings enabled the client to close the transaction with confidence; the company started capturing identified opportunities within a few weeks of the deal closure. 

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Specialty Apparel Supplier
Developing Supply Chain Roadmap to Professionalize Operations and Support Aggressive Growth Plan at Entrepreneurial Specialty Apparel Supplier

Conducted operational due diligence to establish the target’s current operational performance and set the stage for improvements immediately after deal closure. We: identified up to $1.3MM in warehouse cost reduction opportunities and established that existing capacity could support 3.7x current volume by dissecting warehouse processes, material flow, and layout; identified 39% inventory reduction opportunity and detailed end-vision for key supply chain processes; and validated the robustness of front-end sales, marketing, and design capabilities. Within a month of deal closure, management had reorganized the warehouse and started implementing other elements of our value creation plan. 

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Related Capabilities

 

Pricing/ Marketing Effectiveness

 

Rapid Operations Improvements

 

Pragmatic Growth Strategy

 

Exit Preparation/ Positioning

 

Post-Merger Integration/ Carve-Out Planning

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

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