Grow Business Value

AND REWARD ALL STAKEHOLDERS 

We help improve the value of your business by connecting customer engagement to management objectives. We help management unlock the potential of the company and increase shareholder value.

We show you the incremental benefit of each extra dollar of working capital invested in a category, department, or marketing program. You can then clearly see where to invest and how to improve results. This  systematic application of ‘zero based budgeting’ has been proven to increase ROI and free cash flow. 
 
Our work has led to higher returns on billions of dollars and increased the reward to shareholders. 
 
 

INCREASE RETURN ON CAPITAL

AND IMPROVE FINANCIAL PERFORMANCE

We improve your return on capital by driving growth, increasing profits, and supporting your investment strategy.

  • Engage
    A private equity firm with an $8 billion portfolio wanted valuations on a portfolio of tech companies it was going to acquire. The portfolio of 20+ companies included social media, online marketing, and web infrastructure entities.

    Design
    We prepared a design for our work together with the PE firm and its portfolio manager. We discussed its investment strategy, risk appetite, and desired exit strategy. This helped identify which companies in the portfolio would add the greatest value.

    Implement
    To implement the project, we reviewed the business strategy, market position, sales and revenue, traction, and management of the target companies. We evaluated strategic opportunities, management focus, and traction. We separated out the clear winners from the others. We then formed a valuation basis and investment outlook for the target companies.

    Result
    We briefed the portfolio manager on the strengths and opportunities for each of the target companies. and gave specific m&a recommendations, including price range and management strategy for the new portfolio entities. 

  • Engage
    This 20+ billion dollar client had multiple problems relating to the existing workflow between marketing and merchandising. These problems were affecting the efficiency of over 200 merchants, buyers, marketing and production staff, and leading to lost time and exorbitant expenses in the millions of dollars. Management wanted to determine the best course of action to simplify and automate many cumbersome and expensive processes and to eliminate vendor costs overruns.

    Design
    We undertook an initial survey of process, interviewed staff and management to determine key pain points and bottlenecks. We worked with the EVP of merchandising and marketing and his direct reports to craft a plan of action that involved both systems and workflow. Our approach was to first truly understand the problems. Second, we framed alternatives that would simplify workflow and reduce errors. Third, we prepared the business case that could be taken to the executive board. This business case included a detailed ROI from implementing our recommendations. We included a complete, step-by-step plan for implementing a fully integrated workflow and production system.

    Implement
    To prepare for implementation, we obtained comprehensive support from merchandising, marketing, and IT. This was presented to management in the context of different ROI alternatives. 

    This strategy consisted of a timeline for technology implementation, benchmarks and best practices with which to measure progress. Our goal was to ensure low risk and high return, to eliminate the pain points, and reduce vendor expense overruns.

    Result
    We successfully implemented a highly vetted and structured plan to enable the exchange of information between advertising and production and automate this process. Savings exceeded $10 million annually, a 20x savings over project cost.

  • Engage    
    A global consumer electronics firm wanted to develop marketing strategy for its $20 billion North American division, with the objective of growing sales by $2 billion over the next few years. This was a target from the Executive Board.

    Design
    The strategic objectives included a study of the B2B landscape, identifying key acquisition targets, valuation of m&a targets, and outreach strategy to top retailers. We developed a comprehensive plan towards these goals in conjunction with corporate development,  business improvement, and strategy teams.

    Implement
    Management was briefed on the US retail landscape, with detailed market research on e-commerce and store systems. We identified m&a targets, mapped strategic outlook by sector, and prepared valuation ranges.       

    Result
    We prepared extensive opportunities for organic growth, disruptive tech investment areas including Internet of Things  (IoT) and RetailTech, and retail business development strategy.  The North America management team continues execution of our recommendations.

ENHANCE COMPANY VALUE

AND REWARD SHAREHOLDERS

We enhance company value with digital transformation, strategic planning, and support for acquisition and spinoff.
  • Engage
    A $6+ billion retailer publicly-traded engaged us for advisory support while it went private. The company had national store footprint. Management wanted to increase its selling price and rewards its shareholder as well as possible.

    Design
    Working with the CFO we reviewed the five-year growth plan, financial projections, cost-reduction programs, and examined impact on top-line sales and EBITDA and cash flow.

    Implement
    We discussed the strengths and opportunities of multiple bids from Private Equity bidders and and worked together to improve valuation.

    Result
    The company successfully sold to Private Equity investors at a significant premium to the initial market price and was one of the largest retail transactions of the year. 

  • Engage
    A $6 billion retailer planning a 2 billion dollar spinoff needed a complete technology migration plan for the new entity, with no risk of downtime.

    Design
    Working with the EVP of Strategy, we mapped out a detailed plan for technology separation. This was quite intricate in that the work had to be completed flawlessly, with no downtime or impact on production, marketing, or merchandising.

    Implement
    We developed the plan to include wind-down of content ingestion, internal data transfer, and servers. It also included duplication of assets (as failsafe back up), migration of systems to a new physical location, and start-up in the new environment.

    Result
    We delivered a complete day-by-day transition plan for a multi-billion dollar company. This included a detailed plan for separating over 100,000 assets with millions of price points, all the while bringing systems online for the new entity.

  • Engage 
    A regional US Federal Reserve bank needed a multi-year digital strategy to support its financial literacy program covering 40+ million people. This is a responsibility mandated by Congress under Dodd-Frank.

    Design
    The 3-year strategic plan had to demonstrate improved outreach to teachers, students, and minorities, and improve the efficacy of the programs. The plan was developed in a team setting  working alongside the team leaders to improve the existing strategy.

    Implement
    The plan covered student and teacher outreach to thousands of high schools, assessment and efficacy of educational programs, and outreach to 40+ million people.

    Result
    We successfully formulated a three-year digital strategy that was delivered and accepted by the Bank in order to accomplish its goals of improving financial literacy, enhancing student and teacher outreach, and supporting education for minorities.

IMPROVE BUSINESS OPERATIONS

AND MAKE THE COMPANY MORE NIMBLE

We make your business more nimble, increase efficiency and workflows, and can co-invest as a partner.
  • Engage
    A New York City-based tutorial company serving mostly minority, ELL, and newly immigrant populations needed strategic advice to improve operations and focus on profitability. The company has been operating successfully for over 12 years and provides educational support to thousands of middle-school and high-school students across the five boroughs.

    Design
    We worked with the CEO and Program Directors to review strategy and practice in all operational aspects.

    Implement
    The strategic objectives include improving sales and outreach to schools and teachers, lead management, systems review, program and content review, financial results, program expansion, and overall operational and financial results. Tasks in all there areas were reviewed and updated with an ROI focus, with appropriate goal setting and targets.

    Result
    Immediately after our planning, the company achieved the highest monthly sales in history.

  • Engage
    A provider of educational material, including technology products and textbooks, needed to control costs and improve efficiency. Executive management wanted a new approach to cut costs without losing efficiency. The company was preparing to sell itself and wanted to prepare to achieve the highest shareholder value possible.

    Design
    Our approach was to work with the President and CFO to review the company’s P&L and develop a plan to improve exiting process, EBITDA impact, and shareholder value.

    Implement
    We engaged with Project Directors to prepare a detailed ROI analysis and prepare a proposal for improving margins.

    Result
    We were able to ‘near-source’ the project, hire key staff, and successfully complete a fixed-price contract. We delivered 18.4% in savings with EBITDA impact. The company was sold at a significantly higher price than anticipated, exceeding the internal goal by 20%+.

  • Engage
    A specialty manufacturer needed to get a better handle on internal marketing costs, improve production efficiency, and reuse existing content so as to develop new products that carried greater profit margins.

    Design
    We worked directly with the President, CFO, and VP of Marketing to conduct a P&L review and develop the plan to reduce costs and increase profits.

    Implement
    We prepared and delivered up with a detailed ROI analysis of product development, marketing, and production.

    Result
    We were able to successfully engage in a strategic planning presentation to set corporate direction. Upon approval, we engaged in a three-year transformation project that concluded successfully with zero project overruns and delivered a total cost reduction of 20% over its life.