Case Studies

Financial Services

Client Challenge

As part of pre-LOI due diligence, the client wished to perform a channel check for a brand establishment and protection software to understand their market and growth position in a key customer segment.

Team

To meet the client’s needs, Strategic Projects enlisted a seasoned strategy consultant and a senior attorney “power user” of such products, including experience procuring these types of services.

  • Project Lead - A former top tier. consultant with 10+ years experience and specialized functional expertise in conducting customer surveys
  • Project Advisor - A trademark and intellectual property attorney with extensive purchasing experience across the solution set

Research Approach

GLG conducted an N=50 customer survey with questions thoroughly validated by expert interviews before launch. The findings were “pressure tested” by additional experts upon collecting all responses.


Findings

A synthesis of survey data revealed real-time feedback on brand and service perception across competitors; illustrated the vendor selection process and key purchasing criteria; spend growth and the likelihood of switching vendors; and sentiment around new product offerings.


Impact

The findings helped our client gain conviction pre-LOI on the Target, and empowered them to showcase depth of knowledge about the market dynamics to the Target’s management team during their first meeting.


Follow Up

The client has continued to seek our teams’ support pre-LOI to gain quick insights into customer perspectives and competitive dynamics.

Industry
Briefcase

Information Services


Company size
Buildings

$50-100M in annual revenue


Project Term
Calendar Icon

1.5 weeks


Project Topic
Untitled-6

Voice of the Customer Channel Check
Competitive Analysis

Client Challenge

The client was interested in acquiring a high growth B2B IT security solutions provider and needed to understand the opportunity based on the market growth rate, competitive positioning and customer sentiment.

Team

To address client challenge Strategic Projects assembled a customized team of subject matter experts (SMEs) and consultants.

  • Project Lead: Management consultant with 15+ years of tech investment diligence experience
  • SME Advisor: Industry CEO with 30+ years of IT security experience, with extensive knowledge of The Target
  • Project Associate: Former Tier 1 consultant with extensive PE diligence experience

Research Approach

The team synthesized primary inputs from

  • N = 30 in-depth calls with several industry stakeholders
  • 2 surveys of N = 150 each of customer decision-makers
  • Custom database for bottom-up market sizing built by online data mining of 15K providers


Findings

The team determined that the Target was positioned to benefit from a rapidly growing market, strong brand perception and defensible competitive advantages.


Impact

The client proceeded with acquisition of the Target based on the study’s findings, and ultimately merged the newly acquired firm with an existing portfolio company to realize significant value.


Follow Up

The client has continued to work with our team to validate numerous investment opportunities and collaborate with portfolio companies on growth strategy initiatives.

Industry
Briefcase

IT Software


Company size
Buildings

$250-500M in sales


Project Term
Calendar Icon

3 weeks


Project Topic
Untitled-6

Private Equity Commercial
Due Diligence

Client Challenge

The client engaged GLG to identify, evaluate and prioritize attractive opportunities within its core markets and adjacent applications, outlining a comprehensive growth strategy to capitalize on in the short and long term.

Team

To address client’s challenge, Strategic Projects assembled a customized team of former strategy consultants.

  • 2 Co-Project Leads: Management consultants with 20+ years of consulting experience
  • Dedicated GLG Research team custom recruiting 30+ experts to opine on niche spaces
  • Expert populations across 5 end markets and 3 geographies for phone consultations

Research Approach

To prioritize potential industry verticals, GLG conducted early hypothesis-driven expert conversations, and deep-dived on 5 end markets using in-depth expert consultations, desk research and management collaboration.


Findings

There was actionable organic growth opportunity that the client could pursue in its 3 core markets, and 8 suitable acquisition targets to build its platform in untapped markets.


Impact

The client was able to outline and prioritize clear next steps for organic and inorganic growth options that would deliver new revenue sources and potential synergies in technology, operations and go-to-market approach with its current business.


Follow Up

As the client uses these results to develop their growth strategy they are able to follow up with Project Leads and other experts to assist with the implementation phase of the outlined strategy.

Industry
Briefcase

Color Management Services


Company size
Buildings

$50-100M in annual revenue


Project Term
Calendar Icon

8 weeks


Project Topic
Untitled-6

Growth Strategy
Portfolio Value Creation