Strategic Transformation After Private Equity Acquisition

Mar 7, 2023 | Service Industry

Strategy and Operations Improvement: A Canadian leader in dairy farm equipment

ISSUE

After being acquired by a private equity firm, the company faced a leadership transition that required strategic and business planning support. We guided the transformation from an entrepreneur-led operation to a process-driven, performance-focused organization built on clear objectives, accountability, and forward-looking targets. The result: a stronger operating structure and a 12% increase in margins.

RESULT

The goal was to keep entrepreneurial urgency while improving planning and reporting
Financial and market analysis focused on key growth opportunities in sales including improved sales targeting, materials and training
Developed financial model, sales and service targets to create a data driven operational model and review process to project financial results and manage accordingly
Performance criteria now shared and tracked by senior management and the board, resulting in increased accountability
Resulted in year over year growth of 12% in a stable market

IMPACT

Strategy development, operational and sales process improvement at a leader in the Canadian dairy industry that improved net income by 22% in 12 months.

Leading Building Construction and Maintenance

Oct 12, 2022 | Service Industry

Leading Building Construction and Maintenance

ISSUE

The client experienced a major COVID-related contraction that reduced its revenue but improved operating margins. Our goal was to grow again while maintaining operating margins at the new level by changing how clients were services, and focusing on higher margin work.

RESULT

Financial analysis revealed opportunities to assign its highly technical workforce more efficiently and assign low-margin work to low-cost resources
Enhanced training capabilities developed to improve and expand its low-cost workforce resources
Improved apprentice program and support to become the employer of choice and expand the pool of lower cost technicians
Prioritized customers by contribution & margin and developed a sales & marketing strategy that targeted specific types of high-margin narrower clients.
The client achieved their goal of growth while maintaining a similar cost structure, and reduced unprofitable clients and added higher value-add clients.
Client experienced a 4:1 return on investment

IMPACT

Boosted margins 18% at a 3rd-generation industrial services firm by implementing a pricing strategy and applying big data-driven service efficiencies.