How I Help with Acquisitions
Before you invest in a company, understand the customer and market as well as the financials.
When you’re considering a purchase, the financials, such as revenue, are the first items to review. But what’s driving that revenue–and future growth? While buyers always do deep dives on the financial performance of the past, this doesn’t always provide a clear picture of what’s to come. If the market shifts or customer behaviors change, not having an in-depth grasp could cause a painful experience with a lengthy duration to get back on track. That’s why understanding the market and the customer needs will give you the confidence in a strategy that drives future revenue long after the acquisition.Â
Understanding your new market and customer is also a great way to make decisions about change once you’ve completed the purchase. You’ll have a better idea of what to do–and what not to do. An overly aggressive strategy of moving into adjacent markets and adding new products may be too ambitious if the core product market fit isn’t delivering repeatable results.
Buyer VOCÂ (Voice of the Customer) Project
I recommend VOC projects for private equity companies to help in your decision-making, from whether the opportunity is viable to strategies for growth once you’ve made the purchase.Â
This project is a comprehensive audit that gives you an in-depth understanding of your customers and your market. It delivers insights on the current state of your business and the actionable steps you can take to grow.
This project includes:
- 8-10 Customer Interviews
- 2-3 Internal Interviews
- 2-3 Channel interviews (Mfg Reps, Distributors)
- Product Analysis
- Market and Competitor AnalysisÂ
- Channel Analysis
- Product Market Strategy
- Actionable Next StepsÂ
I look forward to delivering to you analyses, insights and recommendations that guide your strategy and accelerate the growth of your new investment.
More About Paul
Paul has worked with manufacturers over the last 25 years to help incorporate customer insights into product market strategy, develop innovative roadmaps, and manage product lifecycles. He has worked in a variety of industries including medical device and industrial B2B markets.Â
Paul was on the board of Association of Corporate Growth (ACG) Cincinnati’s chapter from 2016-2022. He led an Innovation Roundtable through ACG with the goal to help drive middle market growth. We met on a monthly basis to talk about topics, learn from each other and discuss relevant topics on innovation and growth in B2B middle market manufacturing. Learn more about Paul here.
