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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MSA-Level Growth Strategy Highlighting Location Expansion Opportunities at Leading Building Products Distributor:
Built model to establish potential number of locations based on addressable market, growth potential, and competition in each of 361 U.S. MSAs. Identified and prioritized 200 additional retail locations for expansion.
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Growth Roadmap and Sales Function Redesign to Triple Revenue at Global Flow Control Products Distributor
Developed growth strategy and identified levers to triple revenue in 3-5 years. Developed detailed prioritized plans to implement the new strategy. Created sales force effectiveness plan to professionalize inside sales and develop outside sales force.
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Analyzing Market Niches for Potential Add-On Acquisitions for Leading Steel Container Manufacturer
Analyzed three complementary market niches for investment potential. Researched the current market for the product, projected growth, and profiled the key acquisition targets in each niche. Highlighted the key market drivers; technology trends; and relative advantages and customer base. Provided key information for the company's acquisition strategy and identified the strongest acquisition target.
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