Corporate Growth Practice Group
Never before have more forces combined to reshape the market and competitive environment for businesses today. These forces, which represent significant growth opportunities and challenges for new, as well as established companies, include:
Fletcher Spaght's Corporate Growth Practice Group provides strategy assistance to established, maturing corporations seeking to create shareholder value through new avenues of growth, transformation of old business models, and/or portfolio change. The Corporate Growth Practice Group serves clients in:
B2B/B2C e-Commerce Companies
Fletcher Spaght's Corporate Growth Practice Group works with senior management and investor clients to:
Specific examples of how Fletcher Spaght's Corporate Growth Practice Group has assisted clients include:
Market Needs, Competitive Risks, and Opportunities
For an on-line marketmaker of electronic components we conducted in-depth market research with component suppliers, purchasing agents, and end-use design engineers. From our research, we developed insights to define and rank-order the primary needs of each market. This knowledge helped our client make a significant modification of its offering to the marketplace.
For a major private equity fund investing in a building materials engineering and manufacturing company, FSI assessed the company's acquisition strategy as well as the fit of individual acquisition candidates. Fletcher Spaght forecasted the potential revenue gains from a combined entity and built a cost model to benchmark costs across acquired businesses. Our work resulted in actionable steps to enhance overall operating profit through revenue growth and cost reduction.
Segments for Initial Focus
A durable goods marketmaker realized it could not be equally effective in all segments of its markets and that gaining traction was critical. We utilized our market research and competitive analysis to define target segments within both supplier and buyer markets and worked with the client to identify the most attractive segments for market entry.
FSI was engaged by a major institutional food distributor to examine its customer base and determine its cost of serving customers. FSI analyzed sales, marketing and logistics requirements, and total costs. FSI output included several metrics of operating margin by customer, which allowed the client to prioritize its customer base according to "true" profitability and account potential.
A leading private equity fund asked FSI to define the barriers to entry and competitive aspects of the outsourced manufacture of electronics enclosures. FSI defined a complete competitive solution and set the course for the client to build internally or acquire needed capabilities. Today the client is one of the largest outsourcers of electronics enclosures.
A women's healthcare B2C company realized that internal growth would not be sufficient to achieve market leadership and defensibility. We worked with the client to assess growth alternatives through acquiring, merging, or partnering with established providers of complimentary services and/or service companies in contiguous market segments. Most of the company's growth to date has been through acquisition and partnering.
An industry leader in process control systems believed that its costs were not competitive. FSI determined the client's costs by activity and then determined where and why these costs differed from those of its competitors. In a follow-on assignment, FSI collaborated with a team of senior executives in redesigning a core business process to reduce costs and improve performance. Using e-business initiatives, the redesign team developed new revenue opportunities and potential cost reductions through global assignment of work and advanced internal knowledge sharing.
A life sciences B2B company wished to expand into Europe. In a joint effort with our client, we conducted on-site market research and competitive analysis in multiple countries in Europe. The research highlighted the significant differences in needs, buying behavior, pricing, regulations, and language requirements in each country. Building upon this information, we worked with the client to map a strategy to enter the markets of highest potential and developed an action plan specific to each market.
FSI's Corporate Growth Practice Group has completed numerous engagements in the B2B/B2C manufacturing, distribution, operations improvements and services areas:
Ethical pharmaceuticals/OTC pharmaceuticals/medical supplies
Wine and spirits
College student services
Physician practice management
Senior citizen services
Advertising, direct marketing
Professional service firms
Implementation of information-based tools
Identification of best practices
Business intelligence/executive information design
Supply chain management
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