Pragmatic Growth Strategy
We work with portfolio company management teams to develop fact-based growth strategies that leverage the company’s strengths and shore up weak spots. We conduct a robust assessment of the company’s product and service portfolio and develop a comprehensive market map to identify product and market niches offering greatest growth potential. We then evaluate these opportunities in the framework of the company’s capabilities and growth potential in order to generate a robust, actionable growth strategy with near-term impact.
Developing Technology Strategy For A People-driven Digital Marketing Agency
Conducted a technology strategy effort for a digital marketing agency to establish digital marketing technology landscape, competitor technology capabilities, client’s opportunities to expand its technology capabilities, and technology roadmap to develop technology capabilities. To this end, Gotham: built a detailed competitor technology database; developed a technology framework identifying the technologies in each category and their level of adoption; developed evaluation criteria to assess potential technology opportunities; and developed a technology offering end-vision and a step-by-step implementation roadmap. Gotham’s fact-based assessment provided the client with a clear and actionable technology strategy, allowing it to be well-focused in terms of acquisitions and development process. Gotham also supported the client’s RFP process for the development of in-house tools.
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Establishing Niche Market Positioning and Multi-pronged Growth Strategy of Electronics Component Supplier
Built a solid fact-base of company sales, market position, and competitive dynamics by analyzing 7 years of customer sales/customer data, conducting 170 interviews and 1,900 online surveys of customers/prospects, and building a bottom-up market sizing model. Established company’s position as a niche leader using an original use-based segmentation based on customers’ component needs across the product life cycle. Developed a multi-pronged growth strategy to achieve 14% CAGR growth (vs. 6% overall market growth) by leveraging company’s end-market presence and In Operations segment strength. Gotham also analyzed the impact of pricing on volume and established end-market mix, not pricing, was the driver of recent decreasing flagship catalog brand sales volume. Gotham’s work allowed management to position the company as a niche leader and to begin implementing a credible growth strategy to prepare for a successful eventual exit.
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Clarifying Channel Strategy, Inventory Rightsizing, and eCommerce Upside
Conducted business strategy assessment to chart the exit path for a PE-owned full-service home-décor importer and wholesaler. To this end, Gotham: analyzed channel profitability and modeled the impact of eliminating brick-and-mortar channels; developed a plan to optimize inventory levels and rightsize the fixed cost structure; interviewed customers to establish the company’s reputation/positioning; and visited competitor showrooms to profile key competitors. With a clear picture of internal opportunities and market and competitive dynamics, Gotham developed a plan to more than double EBITDA through structural cost reductions and accelerated eCommerce growth. The company launched an effort to capture these opportunities to position itself for a successful exit.
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Establishing Geographic Expansion Opportunities And Identifying Acquisition Targets
Conducted a geographic expansion assessment to demonstrate to potential buyers the company’s opportunity to further expand into 4 new metropolitan areas. To this end, Gotham: segmented each market into geographic clusters based on local demographic and geographic data, built a comprehensive view of the local competitive landscape, and highlighted potential acquisition targets based on size and geographic attractiveness. This geographic expansion roadmap enabled our PE client to position the company to potential buyers as having a significant opportunity to replicate its growth in new metropolitan areas and eventually to exit at an attractive valuation.
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Developing Multi-brand Growth Strategy in Preparation of PE Exit at Consumer Electronic Device Provider:
Established feasibility of multi-brand strategy to support a transformative add-on acquisition, created company’s domestic and international growth strategy to position the company for a successful exit in 18-24 months, and developed an actionable strategic plan. Effort included: interviewing 160+ government officials, competitors, consumer/influencers, and other industry participants; researching market, competitive, and regulatory dynamics; building robust state-by-state market size/growth and cannibalization models; and developing multi-brand, Canada entry, and product line expansion strategies. Gotham’s assessment and recommendations allowed the client to move forward with the add-on acquisition and enter Canada, as well as start executing near-term aspects of growth plans to set stage for exit.
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Developing Growth Strategy in the Outsourced Service Market for $1B Automotive Parts Distributor
Built solid fact base of market and competitive dynamics in the outsourced automotive service in order to pin down the growth opportunity in this segment. Analyzed key industry data, interviewed 100+ independent service centers, assessed competitive landscape, and modeled economics to establish market attractiveness and growth potential, including key demand drivers/trends, business synergies/risks, competitive positioning, and size/profitability of future network. Gotham’s exit preparation and positioning allowed the company and its investors to paint a clear picture of the source of the next leg of growth and sell the company at a rich valuation.
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