& Service Products
Diamond Growth Partners, LLC. (DGP) is a management & strategy consulting firm that helps leaders, teams and organizations execute their strategic plans. Our approach is highly customized to each client; however, we provide a framework and discipline that enables our clients to achieve results they never thought possible. We help our clients grow their businesses by focusing on five core areas: 1) Business & Digital Strategy, 2) Leadership, People, & Culture Transformation, 3) Growth Engines, Market Development, & Sales Growth, 4) Process & Continuous Improvement, and 5) IT, Infrastructure & Innovation.
ACCELERATE PROFITABLE GROWTH (APG) Plan Creation
Whether your goal is to prepare your company for sale or to rapidly create business value, our Accelerate Profitable Growth (APG) plans are the solution. An APG plan can be a business, digital/IT, or mixed strategic plan. An APG plan can be created via a 3-5 day workshop for smaller companies and a project of up to 3 months for larger firms. An APG provides a roadmap to profitable growth and is the backbone of any high performing firm. During the creation of an APG plan we work with you and your team to gain buy-in and we assess the current state, we consult and help facilitate the creation of a future state vision, and then we develop the roadmap to bridge the current state to the future vision.
ONGOING MANAGEMENT & ADVISORY
Once the APG plan is in place we can help provide on-going facilitation of your APG plan to provide focus and accountability ensuring your team turns its strategy into reality. DGP’s consulting and facilitation of your APG plan can occur in low hourly increments of 5 hours to 18 hours a month. In addition, for most agreements DGP will be on call for ad hoc advice and attend quarterly review meetings to ensure you are staying the course on your APG plan.
GROWTH ENGINE CREATION
DGP works with business owners and executives to develop go-to-market strategies by assessing the market, competition, voice of the customers (VOC), and the company’s capabilities and opportunities. DGP can then help establish and refresh branding, messaging, digital and direct marketing capabilities, and establish/optimize efficient sales capabilities. The growth engine will then be distilled into KPI’s (key performance indicators) that are used to drive a financial model forecasting the growth from the new sales and marketing capabilities. After the initial growth engines are in-place we can then implement Artificial Intelligence (AI) & Machine Learning (ML) to provide predictive analytics and improve sales conversions and/or predict customer churn.
From facilitation of workshops, running Project Management Offices (PMOs) & strategic projects, and tactically executing by delivering frameworks, tools, and analytics – DGP can provide the focus, accountability, and execution needed to make operational improvements a reality. Typically, an APG plan will help identify and prioritize the operational improvement projects to be completed next, however many business owners and executives have a ready list of projects they need help executing. As one client summed it up “Knowing what to do and how to do it are two totally different things.” For those clients that have very labor-intensive office processes, for example in accounting and service, our Digital Process Automation (DPA) & Robotic Process Automation (RPA) solutions will help quickly improve quality, reduce delivery times, and reduce labor costs typically with a 4-8 month payback period.
Accelerate Profitable Growth
Whether your goal is to prepare your company for sale or to rapidly create business value, our Accelerate Profitable Growth (APG) plans are the solution. An APG plan can take 3-5 days for smaller companies and up to 3 months for larger firms. An APG provides a roadmap to profitable growth and is the backbone of any high performing firm. During the creation of an APG plan we assess the current state, we consult and help facilitate the creation of a future state vision, and then we develop the roadmap to bridge the two. Once the APG plan is in place we can help provide on-going facilitation of your APG plan to provide focus and accountability ensuring your team turns its strategy into reality. The APG plan can be customized for your specific needs and typically includes many of the following deliverables:
- Assessments of leadership and key staff
- Go-to-Market strategy creation
- Creation of Strategic Objectives
- Strategic Action List & Plan creation
- Assess cost/benefit of strategic projects
- Dependency assessment and timing
- Resource requirements
- Team building, culture alignment, and organizational design
- Target Market identification and growth study
- Product portfolio and pricing review
- Sales channel analysis and compensation plans
- High-level financial forecast model (“Scenario Modeling”)
- Capability Gap Assessment
- Industry Value Chain analysis
- Project or Program Management
- Reports and KPI Dashboards
- Change Management
We start by understanding the current state, assessing the market, assessing the leadership team, people, and culture and work with the business to develop go-to-market strategies and other strategic objectives with a clear roadmap to achieve your goals.
Private Equity Owned Industrials / High Tech Manufacturing
Private Equity Portfolio company had goal to grow >20% CAGR, dramatically improve EBITDA, and sell in 3-5 years.
Mitigated cash flow issues, stabilized, scaled, & grew new asset quickly rolling out new go-to-market strategy, and overcame change-resistant staff.
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.
Grew revenue 3X, EBITDA 10X, and assisted in exit to strategic buyer at 8X multiple in less than 3 years.
Operational Improvement & Execution
From facilitation of workshops, running PMOs & strategic projects, and tactically executing by delivering frameworks, tools, and analytics – DGP can provide the focus, accountability, and execution needed to make operational improvements a reality. Typically, an APG plan will help identify and prioritize the operational improvement projects to be completed next, however many business owners and executives have a ready list of projects they need help executing. As one client summed it up “Knowing what to do and how to do it are two totally different things.” Let DGP work with you and your team to show you “how” to do it and transition ownership back to your team when appropriate. Typical projects include many of the following deliverables:
- Business Process Mapping (BPM) & Value Stream Mapping (VSM)
- General Cost study/reduction (COGS, SG&A)
- Kaizens and Lean Management technique rollout
- Project Management
- Change Management
- Short term financial and cash forecast
- Skills assessment and Org Design
- Capacity Utilization Analysis
- Cycle Time studies
- Inventory analysis
- Waste/Rework/Downtime Analyses
- KPI target identification and Time Series Plots
- Resource reallocation
- And more…
A clear definition of scope and objective is critical to launching any successful operational improvement project. DGP employs analytics to identify, quantify and prioritize improvement projects. These projects are implemented (low hanging fruit first) and a mindset of continuous improvement is matched to Key Performance Indicators (KPIs) with a corresponding reward system for exceeding targets.
$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.
Poor data structure, time consuming trouble-shooting, and inconsistent billing practices.
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.
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%.
High Tech Manufacturing
Poor manufacturing capabilities, poor order-to-cash, no formal budget or forecast, and poor factory controls.
Establish clear processes and controls, implement financial plan, grow sales volume.
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.
Increased monthly sales by 33%, reduced DSO by 50%, reduced delivery times by 30%, and reduced out of box failures by 60%.
Digital Process Automation and Transformation
Digital or Robotic Process Automation (DPA, RPA) are digital tools designed to automate and enhance business workflows required for company revenue and margin growth. They help target revenue opportunity, overcome process bottlenecks, and reduce costs. DPA / RPA helps achieve workflow agility, productivity and scalability required for growing enterprises. Predictive Analytics/Machine Learning (PA/ML) is the branch of Artificial Intelligence (AI) that is very useful in determining and forecasting customer behavior. These ‘smart’ digital tools are especially powerful for driving top line sales revenue and reducing customer service costs. Typical projects include many of the following deliverables:
- IT Strategy Creation
- Digital Project “Roadmap”
- Software robots
- Decision logic and workflow rule sets
- Statistical algorithms
- Data storage design
- Data recognition tools
- Content Management (reports and dashboards)
- Change Management
- Project Management
- Project Implementation plans
- Technical and Business Requirements Documents
- Builder and User Testing
- Knowledge Transfer to Client
DGP begins by assessing the ‘digital starting point’ for your company. We then work with your business to scope core processes, identifying and prioritizing key workflows within each core process that are primary candidates for digital automation. DGP then designs and implements digital solutions, utilizing solution elements to improve throughput and reduce rework. For ‘smart’ digital solutions, DGP works with the client to determine which key business questions to address, then composes statistically based software applications to analyze a firm’s ‘Big Data’ stores and derive answers to those questions.
Chain of Grocery Stores
Company spent many labor hours working on manual and repetitive tasks.
Change resistant staff and lack of visibility into key processes.
Created & executed comprehensive plan, identified key processes to evaluation, streamline, and then automate with software robots.
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.
Restructure & Turnaround
Many businesses find themselves in jeopardy of bankruptcy (or insolvency) due to serious operational and or financial issues. Restructuring requires decisive action to halt the cash burn cycle, and a re-start (or re-design) of the company’s revenue engine. Strict cost control is enforced and 80/20 analysis is liberally performed to identify and prioritize next steps. Supplemental cash is often obtained –and closely monitored– to provide sufficient “runway” until the company’s operations are once again self-sustaining.
- Assess and stabilize team and culture
- Assess and prioritize customers
- Assess and prioritize work and processes
- Business Plan Assessment and Revamp
- Short-term Cash Flow Forecasting
- “Live” long term Cash Forecasting Model (“What if” Scenario Modeling)
- DCF Valuation
- Pro forma financial statements
- Capital Restructuring
- Working Capital Improvement including Vendor supplied credit
- Fixed Debt restructuring
- New/additional Equity financing
- Revenue Generation /Value Proposition improvement
- Operational Improvement and Execution
- Supplier Contract reviews
- Short-term Skills needs
- Interim C-level Management (contract CEO, CFO, CIO)
- Sell-side advisory
- Equity Sale
- Asset Sale
We act with urgency to assess and stabilize the team, capabilities, and culture ensuring the right people are on the bus and in the right seats. We then implement operational excellence processes and growth strategies, as appropriate.
Chemical Mfg / Construction & Building Supplies
Mature business that had been losing sales including its 2nd largest customer over the past few years and had major production and vendor issues.
Change resistant staff, challenging relationships with key vendors, severe internal cultural and organizational issues, and lack of sales & marketing engine.
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.
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.
Company sat in bankruptcy for two years and sales had decreased by over 40%.
Change resistant staff and lack of sales & marketing engine.
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.
Stabilized the business growing gross revenue by 2.3x.
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