Business Services
Customer & Market Due Diligence Of Full-Service Digital Marketing Agency: Establishing Competitive Differentiation And Growth Outlook
Conducted a 3-week customer & market due diligence to establish the competitive differentiation and validate the growth opportunities of the target. To this end, Gotham: deciphered the complexity and evolution of digital marketing; conducted interviews with digital marketing buyers (including customers) and competitors; and created a digital marketing agency competitive database that profiled key competitors. Gotham’s assessment armed our client with a solid understanding of market dynamics/growth outlook and target’s reputation/ competitive position, allowing our client to proceed with confidence to successfully close the deal.
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Customer & Market Due Diligence Of Leading Janitorial Services Provider: 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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Operations Diagnostic of Direct Marketing Services Company: Establishing “One Company” Organization and Operations to Realize Cost Synergies
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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Customer & Market Due Diligence Of Technology Event Marketing Agency: Assessing Outsourcing Dynamics, Company Positioning, And Recession Risk
Conducted a 2-week customer & market due diligence ahead of the check-in bid to establish addressable market size and trends, competitive positioning and reputation, and the target’s cyclicality exposure/ recession risk. To this end, Gotham: conducted customer interviews and an online survey of large technology companies, including C-suite, marketing and event directors, and field managers; built detailed profiles of different event types and services required; identified/profiled ~300 event agencies; assessed recession risk; and developed a bottom-up market sizing model. Gotham’s comprehensive fact-based assessment allowed our client to move forward with confidence in the auction process and to secure an LOI.
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Customer & Market Due Diligence Of Leading Event Services Company: Conducting Pre-management Meeting Assessment Of Market Position And Recession Risk
Conducted 2-week early (before management meeting) customer & market due diligence to establish demand for the target’s products, understand the competitive landscape/availability of acquisition candidates, and assess the target’s cyclicality exposure/recession risk. Gotham: conducted 130 interviews with customers and other industry participants; developed a robust, bottom-up view of the competitive landscape; built a market sizing model; established corporate events market dynamics and trends; and modeled the impact of recession on the target’s products. Our client made an early decision to stop pursuing the opportunity as the recession risks outweighed the limited potential to generate outsized returns, thus saving a few weeks of precious deal team time.
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Operations Improvement at Professional Staffing Company: Dissecting Job Profitability and Redesigning Commission Structure to Improve EBITDA Margins
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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