Building & Construction Services
Customer & Market Due Diligence of Specialty Engineering Consulting Firm: Clarifying Investment Potential in Highly Complex Niche Market
Conducted Customer & Market Due Diligence for Midwestern PE client to sort through target’s complex market dynamics, validate its competitive positioning, establish the criteria driving customer buying behavior, and provide clarity on growth opportunities moving forward. Profiled over 180 competitors, interviewed 60+ customers, and conducted extensive secondary research on market dynamics to provide PE client with a clear picture of in-going growth opportunities. Client proceeded with the acquisition based on Gotham’s findings.
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CUSTOMER & MARKET DUE DILIGENCE OF PROPERTY MANAGEMENT COMPANY: ESTABLISHING DIFFERENTIATED POSITIONING AND GEOGRAPHIC EXPANSION OPPORTUNITY
Conducted 3-week customer & market due diligence to: (1) establish target's addressable market and competitive positioning/reputation within its market; (2) assess market trends in target's core and expansion markets; and (3) analyze potential impact of recession on target’s business. Gotham conducted 75+ anonymous and “warm introduction” interviews with various types of property owners and property managers; built competitive landscape; profiled market trends and established market size; and modeled recession impact on the target’s revenue and EBITDA. Gotham unpacked complex market and competitive dynamics at a granular level and articulated the target’s niche positioning and improvement opportunity. Our client successfully closed the transaction and acted on our recommendations to professionalize this entrepreneurial business.
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Rental Operations Improvements for Heavy Equipment Rental Company: Diagnosing Performance Deficiencies at Data-rich But Information-poor Branch-based Underperforming Business to Identify EBITDA Improvement Opportunities/Plan for Their Capture
Identified $6.4MM in quick-win EBITDA improvement opportunity in rental, parts, and services businesses by analyzing the company’s revenue drivers, cost structure, and equipment utilization. Working with management, developed a detailed 6-month implementation plan to enable rapid capture of operational improvement opportunities and to establish long-term strategic initiatives to drive top- and bottom-line growth. Management is successfully implementing value creation plan and, within 3 months, has already captured $3MM in EBITDA improvements (vs. same quarter in previous year).
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Customer & Market Due Diligence Of Security Services Provider: Establishing Market, Technology, And Competitive Dynamics In Niche End-markets
Conducted a 3-week customer & market due diligence to establish the security services market’s dynamics, growth outlook, and competitive landscape. To this end, Gotham: conducted interviews with and online surveys of security service buyers; determined demand drivers, the labor and technology landscape, and the recession risk in this market; built an employment-based market sizing model; and profiled competitive segments. Gotham provided our client with a clear and fact-based view of the market’s current size and growth outlook, impact of technology, and the target’s competitive positioning, allowing our client to gain confidence in the target’s potential and successfully close the deal.
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Customer & Market Due Diligence Of Cleaning Services Provider: Establishing Niche Market And Competitive Dynamics
Conducted a 3-week customer & market due diligence to establish the market and competitive dynamics in the target’s 4 niche end-markets. To this end, Gotham: conducted interviews with and online surveys of service buyers; established market dynamics and growth drivers for each end-market; built market sizing models for each end-market; and profiled end-market competitive landscape. Gotham provided our client with a clear and fact-based view on the target’s reputation and competitive positioning in multiple niche end-markets, along with its market size and growth outlook. This allowed our client to gain confidence in the target’s potential and move forward to close the deal.
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Customer & Market Due Diligence Of Managed Waste Solutions Provider: 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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