Sector:
Industrial and Commercial Services
Service Lines:
Growth Strategy, M&A
Client Situation
A leading U.S.-based environmental services firm was at a cross-roads in terms of its long-term growth strategy
The business had a successful history serving clients in its end market (water) but revenue growth had flattened and competition had become more fierce
The company needed to set a new strategy to guide its growth and fend off competitors
How We Helped
Interviewed management and key stakeholders to gather their perspectives on the company’s opportunities, capabilities, challenges and concerns
Conducted extensive primary and secondary research with customers, market participants and competitors across several end markets and geographies
Tested several growth options – service line expansions, end market diversification, geographic expansion, and acquisitions
Identified and evaluated several acquisition candidates that would fit with different options
Conducted several workshops with the leadership team to debate and assess growth options
Generated consensus on the growth strategy
Result
Client pursued our recommended growth strategy to stay focused on its end market but to add new services and expand geographically in the U.S. and in the EU where it had a small presence
Client made significant progress in executing its strategy over the next year which caught the attention of a larger EU-based competitor that ultimately led to the merger of both companies to create a global leader