What We Do
Growth Strategy
Growth Strategy is at the core of what we do. Designed to identify proprietary insights that drive strategic choices, we use our agile strategy development approach to tailor every engagement to fit our unique clients’ needs. Each client comes away having established clear choices, quantified objectives, and an actionable, pragmatic strategy and roadmap to then execute.
Growth
Strategy
Developing a comprehensive, enterprise-wide plan designed to drive sustainable and profitable growth.
Growth
Acceleration
Enhancing and updating specific initiatives and projects within the context of an existing strategy.
Brand
Strategy
Growing brand value by identifying target segments, differentiating from competition, and influencing the perception of the brand.
Go-to-Market
Strategy
Defining the ideal offer, channels, and Sales & Marketing approach to win with target consumer and customers.
Inorganic
Strategy
Accelerating growth by identifying and prioritizing strategic M&A opportunities and targets.
Common Challenges faced by Our Clients
- Identifying and Selecting in which Markets/Geographies to Enter or Expand
Approach: Market sizing and growth rates (size of prize), fit with company offer and capabilities (right to win)
- Navigating and Capitalizing on Industry Disruption
Approach: Market research and expert interviews, disruption understanding and impact forecasting, business model and/or offer evolution to capitalize
- Driving Differentiation in Commoditized Industries
Approach: Competitive offer and positioning assessment, customer needs assessment, brand positioning development and offer evolution to create value
- Understanding and Exceeding Customer Needs
Approach: Voice of Customer study, identification of key purchase criteria and satisfaction drivers, offer evolution to meet/exceed customer expectations
- Identifying the Ideal Consumer and/or Customer Target
Approach: Consumer/Customer segmentation, target segment identification, path-to-purchase understanding, offer and communication plan development to win
- Optimizing the Go-To-Market Strategy
Approach: Channel mapping (volume and value), consumer/customer preference understanding, GTM evolution and optimization
- Constructing the Ideal Offer
Approach: Concept testing, Discrete Choice Modeling (conjoint), share/impact analysis of offer element changes
M&A Advisory
From origination to exit, and working closely with owners, investors, and management teams, we provide a range of services to grow portfolio company value throughout the private equity ownership lifecycle.
Origination
Conducting initial research on potential targets and offering quick turnaround CIM reviews with a strategic and commercial lens.
Deal
Generation
Proactively sourcing and qualifying proprietary deal flow aligned to defined strategic acquisition criteria.
Due
Diligence
Developing a robust and proprietary understanding of the commercial landscape, including market, customers, and competitors, to inform valuation.
Value
Creation
Collaborating with management to identify growth opportunities and define the strategic choices and plans to meet and exceed sponsorship expectations.
Exit
Planning
Developing or refreshing the 5-year growth strategy to demonstrate both past performance and credible future opportunity to enhance exit value.
Common Challenges faced by Private Equity Clients and their Portfolio Companies
- Increasing Need for Growth and Commercial Capabilities to Drive Exit Value
Financial restructuring and operational efficiencies are no longer sufficient to reach growth expectations. Organic growth and commercial capabilities are becoming even more critical in ensuring a valuable exit. Our Agile Strategy Development approach and Commercial Capabilities Assessment can help.
- Manufacturing-Led vs. Market-Driven Approach to Strategy
Many of our PE-owned clients have great products and engineering but are driven by what they can do rather than by what the market and their customers want. Deep voice of the customer understanding is often the most common outage among PR portfolio companies. Uncovering key external insights through proprietary research informs market-driven product and offers that will be sought after by customers.
- Understanding Historical Business Performance and Pressure-Testing Future Growth Projections
During diligence and often early in the investment, clarifying and aligning on where and how a company is making money is critical to help understand where to focus and or fix the business. And during a sale process, deconstructing future growth projections by determining “what has to be true” (e.g. market growth, share gains, pricing, etc.) provides insight into overall forecast feasibility.
- Need for a Holistic Organic and Inorganic Growth Strategy
After identifying growth opportunities in the core business, as well as potential adjacencies, our clients often need a clear understanding of make/buy decisions, what each one is worth, and what’s required to realize them.
- Brand Portfolio Optimization
Many of the portfolio companies we work with are a combination of previously independent brands and companies, often with overlapping products and customers. Determining the strategic role of the brands and business units that comprise these companies, and the products and offers on which they will focus, is critical to overall portfolio optimization and growth.
