COVID-19: How to Prepare a B2(B2)C Business for the ‘New Normal’
COVID-19 has, in just a few months, shaken and radically disrupted governments, economies and societies alike (even the publication of our GRAPH Papers was disrupted – but we are glad to be back at it).
Understanding the Market Share Equation in Diligence and in Value Gen. Exercises
I’ve been reflecting on Mark's recent article about how to better capitalize on brand equity – and particularly about those situations where you can exploit untapped brand equity. Mark promotes a winning investment formula of investing in cases where “RBE > RMS,” i.e., a company whose Relative Brand Equity is greater than its Relative Market Share. These situations are sadly not…
Maximising the Effectiveness of Early-Stage Commercial Diligence
We’re seeing a pronounced shift - from clients across the Private Equity landscape – towards conducting more, and earlier, “pre-deal” commercial work.
The Battlefront for the Keystone Position in an Ecosystem
Direct competition between ecosystems – iOS vs. Android; Twitter (or "the X"*) vs. Instagram (Meta) – is often studied and constantly the subject of various tech press and opinion pieces. There are many good reasons for this that all analogize to the same reason journalists love to cover competitive tournaments:
CDD Plan of Attack: Risk of Overstatement of Digital Disruption Signals (and Opportunity)
The risk of ‘digital disruption’ is pertinent to almost every industry today. Naturally, acquirers look for signals that a target company will be able to brace the oncoming winds of change and enhance its products and services to meet the demands of an increasingly connected and digital world.
Value Gen Stimulant in Commercial Diligence Processes
Today’s GRAPH Paper™ is short and simple. A quick process, best-practice on the value gen. front of commercial diligence that could prove to be a useful commitment to make for your projects. Most diligence assignments start with discussion, and some amount of the diligence agenda, focused on testing the commercial value generation ideas that exist. And among investment teams, we know that the…
Competitor Forecasting in Commercial Due Diligence: How to Chase Down a Moving Target
In a typical commercial diligence process, a significant amount of work is conducted to understand how the end-market and channels will grow and develop - ‘market forecasting.’
Maximizing the Potential of Industrial Tech
Judging by my recent conversations with clients, industrial tech continues to be an area of significant interest for private equity investors.
Observations on How Financial (PE) and Strategic (Corp Dev) Investors Consider Segmentation Opportunities Differently from One Another
Serving a wide-range of clients, one pattern that I have noticed is the degree to which the strongest Corp Dev groups (the “Strategics”) consider customer segments as a means for asset value creation – and do so in ways that outrun what many Private Equity firms consider.
Value Gen: Transitioning the Core Business
In search of higher multiples, investors and their advisors are increasingly pressuring companies to transition their core business to match “themes” that earn higher valuations. For instance, businesses that would rightly be described as professional services with just a hint of a technology base – such as a staffing service with a proprietary database – become “technology enabled…