An international freight forwarder launched an aggressive growth strategy, consisting of both organic as well as acquisition-based initiatives. Our client was looking for a North American based forwarder of similar size and scale with complementary trade lanes and systems. We were retained to assist them in finding the right partner(s). We worked with the management team to develop a comprehensive list of candidates, screen and prioritize them, approach candidates as well as support both pre- and post-LOI due diligence.
Retained by a private equity firm to support its pre-LOI due diligence of a major parcel services reseller and LTL broker, our work focused on addressing several issues related to the market and competitive landscape. This included evaluating industry trends, customer segmentation and potential growth opportunities. The work fed into our clients bid for and successful acquisition of the company.
Hired by a private equity client to conduct post-LOI market and company due diligence for a leading independent provider of specialized warehouse services. Our client desired an independent assessment of the market’s overall attractiveness as well as the target’s competitive positioning within the market. The client used our market study as a basis for its final due diligence and in its discussions with management on go-forward business strategy and completed its acquisition of the target company.
Engaged by a private equity firm that was evaluating an investment in a leading independent provider of industrial cleaning, maintenance and repair services to the transportation industry. The target had grown organically and through multiple acquisitions to create a comprehensive network of over 50 fully-permitted facilities and was the only independent nationwide operator. Our work consisted of network analysis, customer buying criteria and needs assessment as well as adjacent market evaluation. The client used our report and findings as a basis for refining its offer for the company.
Retained by a North American Class I railroad that was interested in streamlining and improving its customer account planning process. Specifically, the client wanted to take a more strategic approach to customer acquisition, targeting, maintenance and growth. Our work consisted of developing account plans and sales strategies for their top 100 customers. Additionally, the revised process was institutionalized and has become a key business process adhered to within the Sales and Marketing Organization.
Engaged by a North American railroad services provider to develop a strategic roadmap and growth strategy. Our work was to estimate the overall market size and potential growth, conduct customer segmentation, evaluate purchasing behavior and assess profitable growth opportunities. This work served as the basis for the company’s business plan and a roadmap for market expansion.
Retained by one of the leading regional small parcel carriers to develop a five-year business plan. Our work consisted of sizing the small parcel market in the client’s geographic footprint, evaluating secular drivers including the impact of e-commerce, assessing the client’s relative positioning and conducting a comprehensive customer survey on market trends, changing buying patterns and evolving needs. Our work was synthesized into the commercial component of the company’s five-year business plan.
Engaged by a leading transportation equipment provider whose core transportation services business was not achieving growth targets as fundamental demand drivers were experiencing substantial changes. Our client desired an independent assessment of adjacent industry sectors that were potentially attractive growth markets where they could leverage the company’s core competencies and/or existing customer relationships. We recommended the most attractive adjacent service offerings based on the company’s current positioning and prioritized next steps for market entry into most of these sectors.