Case Studies
Telecom
Situation
$30MM firm had no end-to-end visibility into order-to-cash process. Large staff doing bill re-work. Early stage (e.g., credit policy) process problems and system data is often duplicated and changed.
Challenges
Poor data structure, time consuming trouble-shooting, and inconsistent billing practices.
Approach
Created & executed comprehensive plan, executed “safe” price increases, implemented quick wins to change credit and billing policies and processes, consolidated data, improved reporting, and redeployed staffing to higher value-added tasks.
Solution Impact
Annualized EBITDA increase of $600k, order-to-cash collection timing reduced by 20% within 90 days, bad debt reduced by 25% over historical run rate, and customer service billing inquiries reduced by 33%.
Private Equity Owned Industrials / High Tech Manufacturing
Situation
Private Equity Portfolio company had goal to grow >20% CAGR, dramatically improve EBITDA, and sell in 3-5 years.
Challenges
Mitigated cash flow issues, stabilized, scaled, & grew new asset quickly rolling out new go-to-market strategy, and overcame change-resistant staff.
Approach
Secured line of credit to address liquidity issues, identified clear target market and segmentation, refined value proposition (product, price, channel, ad spend), restructured sales, service, and engineering staff, implemented key account strategy, created new process to reduce quote lead times, re-designed website, and leveraged CRM capability to serve and retain customer base.
Solution Impact
Grew revenue 3X, EBITDA 10X, and assisted in exit to strategic buyer at 8X multiple in less than 3 years.
High Tech Manufacturing
Situation
Poor manufacturing capabilities, poor order-to-cash, no formal budget or forecast, and poor factory controls.
Challenges
Establish clear processes and controls, implement financial plan, grow sales volume.
Approach
Diagnose, set controls, execute, measure & improve. Analyzed product revenue/volume and created 3-year forecast/budget and operating plan. Mapped value-stream, identified delays/waste, rolled out new processes. Established KPI’s and reporting.
Solution Impact
Increased monthly sales by 33%, reduced DSO by 50%, reduced delivery times by 30%, and reduced out of box failures by 60%.
Chain of Grocery Stores
Situation
Company spent many labor hours working on manual and repetitive tasks.
Challenges
Change resistant staff and lack of visibility into key processes.
Approach
Created & executed comprehensive plan, identified key processes to evaluation, streamline, and then automate with software robots.
Solution Impact
Reduced AR reconciliation cycle time from 32 hours to 30 minutes, increased frequency of AR invoices reconciliation from weekly to daily, increased timing of cash flow by approximately 30%, reduced errors and rework 40% and redeployed freed up FTE’s to work on higher value activities.
Chemical Mfg / Construction & Building Supplies
Situation
Mature business that had been losing sales including its 2nd largest customer over the past few years and had major production and vendor issues.
Challenges
Change resistant staff, challenging relationships with key vendors, severe internal cultural and organizational issues, and lack of sales & marketing engine.
Approach
Urgently assessed staff and rightsized the organization. Built new corporate culture, created strategic objectives, aligned organization with the vision. Created a go-to-market strategy and implemented a sales and marketing engine. Sourced and negotiated with new key suppliers replacing challenging vendors.
Solution Impact
Stabilized the business growing revenue over 17% and customer count by 16% while reducing costs by 30% over a period of 1 year and 9 months and then assisted in the successful sale to a strategic buyer.
Medical Device
Situation
Company sat in bankruptcy for two years and sales had decreased by over 40%.
Challenges
Change resistant staff and lack of sales & marketing engine.
Approach
Urgently assessed staff and rightsized the organization. Built new corporate culture, created strategic objectives, aligned organization with the vision. Created a go-to-market strategy and implemented a sales and marketing engine.
Solution Impact
Stabilized the business growing gross revenue by 2.3x.
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