New Market Development
Product Expansion Strategy
Market Expansion Strategy
Revamping Product Strategy using Technology
Outsourcing, Partnership and Alliance Strategies
Executive Outsourcing Solution
Acquisition Strategy and Implementation
Investor Acquisition/ Exit Assessment
Private Equity Financing
Roll-up Acquisition

Acquisition Strategy and Implementation

Scenario: A fast growing management consulting firm had an acquisition objective that targeted competitors, as well as firms with certain skills, to round out its capabilities. An acquisition strategy and plan was needed to clearly determine the preferred target characteristics, a list of high-value targets, a template deal model with preferred transaction structures and an implementation plan.

Engagement: An HBA Advisor was the COO and CFO for the management consulting firm. He worked with the CEO and corporate development team to initially develop several strategic alternatives to include either a rollup of the competition using private equity funding or a highly-targeted acquisition approach using corporate debt/equity capabilities, perhaps with assistance from a venture capital firm. Once the appropriate strategy was chosen, he was responsible for negotiating the deals and for integrating the acquired organizations.

Results: The company ultimately decided the best course of action was not to execute a rollup strategy, but instead grow organically quickly and then acquire companies to augment its skills & capabilities and rapidly expand into new markets. The company ultimately developed a relationship with a financial partner, in the form of a venture capital firm, that would be in position to support the largest deals. Targets were identified in the US, Canada, UK and the EMEA. Several acquisitions were completed that yielded significant incremental revenue growth through customer acquisitions, acquisition of sales & delivery skills and capacity, and extended market reach.