How we work

criteria

Industry characteristics: Structurally attractive unit economics: >30% gross margin and >10% EBITDA margin, Industry size >$1B and growing >= GDP, Fragmented industry with opportunity for scale through M&A Potential to build new revenue streams of recurring and/or value-add services
Target industries: residential product and services; environmental and energy services; financial and professional services; niche-manufacturing with value-added services; building products distribution; industrial equipment, testing and repair services; engineering, design, and construction, franchisors and select franchisees
Opportunistic industries: other B2B services (e.g., staffing services), other industrial/automotive manufacturers/distributors (e.g., specialty chemicals)
Business characteristics: Differentiated product or service, limited customer concentration, and opportunity to build recurring revenue
Leadership characteristics: Motivated owner-operators seeking partnership for acceleration, retirement, and/or family succession planning

value creation focus areas

Owner/operator and leadership focus areas – unlock the passion and aspirations of the CEO, focused on ‘what only the CEO can do’
Strategy – strengthen your position and navigate disruptions within the industry, allocate resources for growth, and drive clarity in goals and plans
Financials for Growth – drive finance fundamentals, allocate resources and capital for growth, and drive certainty aligned to strategy
Operational Excellence – build standards, deploy technology, solve problems and adjust working models to improve
Talent – build quality into the people equation through structure and roles, development, capability building, and incentives

Functional focus areas

Go-to-market strategy and mobilization – value creation planning refinement, commercial strategy (i.e. prioritization by geography, segment, product, service, customer)
Sales excellence – account and segment prioritization and planning, pipeline management and sales process overhauls, sales productivity, pricing governance
Recurring services revenue growth – new business (i.e. higher attach rates, new logo introductions) and existing business (i.e. retention, upsell, pricing)
End to end customer experience overhauls – core customer experience redesign, embedding technology
Productivity improvements – driving productivity (e.g., demand management, skills matching, scheduling, dispatching/routing, OEE increases, supply chain improvements, productivity, skill building); embedding technology
Operational excellence – building systems (e.g., goals and metrics alignment, standard work, huddles, etc.)
M&A and integration – M&A support (e.g., market, customer, and/or operational diligence), post merger integration
Org design and talent strategy – activating new operating models (e.g., organization, process, roles/ responsibilities, metrics/ goal) to support value creation agenda
Transformation office and execution infrastructure – value creation plans, goals, workstreams, milestones, initiatives, working cadences, value capture tracking