Our client’s growth strategy weighed heavily on acquiring competitors geographically, expanding city-by-city and centralizing operations to gain efficiency and maximize profit. Because the business relies on attentive customer service, it was important to the client when evaluating new acquisition targets to go beyond typical financial and legal due diligence, and to research every stage of operations to mitigate acquisition risk.
We worked closely with the client to help evaluate a key acquisition. This included interviews with customers and industry insiders, assessment of key personnel and management effectiveness, and research into operations. Due diligence of this nature required a hands-on approach, with an emphasis on both field investigation and face-to-face interviews.
Our findings determined the target’s revenue relied primarily on two clients. Exploring those relationships revealed exemplary customer service by one individual in the target’s support department was instrumental in the retention of these clients. Normally our client would consolidate support to reduce costs, but this revelation identified the individual as a critical factor in the acquisition, and she was kept aboard and promoted to Director of Marketing.
We helped a global market leader in building supplies determine how a competitor was gaining market share and experiencing rapid growth.
When a Fortune 100 global consumer goods company’s competitor was acquired, we predicted how their new market strategy might affect our client.
Our client, an industry innovator, asked us to investigate a competitor that began using a similar delivery system and product packaging to their own.
An acquired dairy company suffered an EBITDA decline of $30 million. We analyzed the client’s due diligence process and built a complete picture of the company.
A private equity firm invested in a company in Central Asia and was preparing it for sale. We provided guidance to improve the company’s competitive profitability prior to sale.
Our client felt its understanding was limited in growth markets and needed a strategy, and we knew they could only do this with insights into its competition.
When a transportation company was experiencing strong competition, we studied the competitor and determined how it was achieving its competitive advantage.
Even when Africa’s GNP was growing, our client was experiencing stagnant sales in its largest African market. We investigated market dynamics to uncover potential causes.