Sector:
Industrial and Commercial Services
Service Lines:
Growth Strategy, Customer Segmentation, Go-to-Market Strategy, Exit Readiness
Client Situation
A regional, U.S. based logistics services company was experiencing a slow down in sales after a number of years of strong growth
The Private Equity owner had planned to sell the company in the next 12 months, but needed sales growth to improve well before it could start a process
How We Helped
Interviewed management and members of the sales, marketing and service operations team to understand views on underlying challenges and opportunities
Conducted extensive primary research with customers and other market participants to understand concerns, interests, trends and opportunities
Evaluated internal marketing and sales Go-to-Market approach, including processes, tools, incentives, and sales operations
Estimated end market size and structure, and analyzed the client’s customer base to understand how it was positioned in key segments
Conducted several workshops with the client team to debate growth options and alternative Go-to-Market approaches, including investment requirements
Developed an action plan focused on short- and medium term performance
Result
Client pursued a recommended growth and Go-to-Market strategy that focused on several end markets and customer segments within those where there was significant demand and the company was well positioned
Client also agreed to invest in sales and marketing people and resources to support the growth opportunity
The company successfully improved its growth trajectory over the next 9 months and the PE owner sold the company 15 months after the project at a high valuation