Portfolio Sales Improvement
We work closely with the management team to create the tools, processes and improved skills that will be required to ensure the positive changes are sustained long after our involvement has ended. With financial arbitrage no longer an option and prices often at the top end of valuations, private equity is having to work even harder to deliver long term value in their funds and for the management team they back.
Essentially this boils down to "How good is the sales engine and how do you ensure it has enough of the right fuel to run on?"
Sales & Marketing Due Diligence
What we have found over the past five years is a growing acceptance of the importance of assessing a possible investment's sales operation from this 'sales practitioners' standpoint rather than the more traditional alternatives.
Since most business plans that private equity firms see show the sales line growing considerably doesn't it make sense to 'sense check' the likelihood that the sales operation can actually deliver this growth? What are they going to do differently on the ground tomorrow to make it happen and is such activity within their capability?
We deliver a 'no-axe-to-grind' practitioner's view of the capability of the target sales operation with reference to people, tools and processes. From this initial diagnostic we identify the current 'gaps' with respect to best practice and more specifically, that which will be required to deliver the business's revenue aims, giving you a clear idea of the likelihood of the business achieving its sales targets and also what might need to happen in the first 100 days or so post investment to maximise everyone's return.
