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Capability

Pricing/ Marketing Effectiveness

We deploy rigorous analytics to improve effectiveness of marketing levers and drive profitable growth, including:

  • Pricing Optimization: Incremental margin and revenue capture – strategic pricing; pricing analytics; insights from customer surveys, competitive benchmarking, and conjoint analysis; and pricing rules/guidelines, processes, tools, and metrics/monitoring
  • Marketing ROI: Analytics to understand spend efficiency, campaign response/lift, and margin drivers/trends; fact-based creation/refresh of the client’s marketing program; optimization of marketing initiatives; and organization, processes, BI tools, and performance measurement systems to deliver marketing ROI
  • Customer: Customer lifetime value; customer segmentation based on needs, value, and behavior; customer acquisition, retention, and winback; and voice of the customer.
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Multi-disciplinary Engineering Services Firm
Operations Improvements at Multi-disciplinary Engineering Services Firm:  Improving Profitability and Revenue Performance

Conducted a 6-week operations assessment to turn around the company’s margin performance and position it for a successful exit in 2-3 years’ time. Analyzed historical project and employee utilization performance; developed target staffing leverage model; and created target business development model to improve efficiency of business development effort while driving profitable revenue growth. Our detailed assessment gave our client a solid understanding and roadmap of the levers to achieve the target margin performance (5-7% points growth); client requested Gotham to provide ongoing support through quarterly performance audits.

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Testing Services Provider
Operational Due Diligence of Testing Services Provider:  Identifying Consolidation Synergies from and Operational Improvement Opportunities in an Add-On Acquisition

Conducted a 4-week operational due diligence to: 1) identify and quantify facility consolidation and other synergies; 2) determine cost additions and operations improvement opportunities; and 3) establish current asset and labor utilization. Gotham worked hand-in-hand with our client to build a comprehensive and reliable cost and capacity fact base, conducted detailed tours of all the facilities, assessed several site consolidation options, and benchmarked operational metrics across the 2 companies. Gotham’s due diligence findings allowed our client to confidently proceed with the transaction; client is already capturing synergies identified during the due diligence.  

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Dry Ice Manufacturer
Operational Due Diligence of Leading Dry Ice Manufacturer:  Rapidly Pinning Down Capacity/CapEx, Manufacturing Cost, and Distribution Situation and Opportunities

Conducted 2-week operational due diligence to pin down capacity and CapEx situation, and to identify margin improvement opportunities in manufacturing, distribution, and branch operations ahead of a competitive auction bid. Created plant-specific profiles of 150+ pieces of production equipment and determined target had ample capacity for growth with minimal replacement CapEx risk. Analyzed and reconciled financial data from the target’s ~100 P&Ls and reallocated costs to establish true operational costs and production and distribution cost benchmarks across plants, branches, and routes and identified up to $6MM in margin improvement opportunities through disciplined distribution and pricing practices. Gotham’s due diligence enabled our client to move forward with a competitive bid. 

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Related Capabilities

 

Salesforce Effectiveness

 

Pragmatic Growth Strategy

 

Rapid Operations Improvements

 

Exit Preparation/ Positioning

Industry Expertise

 
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Consumer
 
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Food & Beverage
 
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Healthcare
 
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Industrials
 
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Energy
 
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Services