Competitive/Market Analysis to Identify Core Clients

We need assistance developing and testing an effective client outreach process. We would like to find an effective way to meet new prospects (especially those located in rural and smaller communities) and reach out with compelling messages to entice them to discuss their exit strategy. We would like your students to create, develop and test strategies for prospecting in our target market. This project may include, but is not limited to: Identifying potential business owners who align with our current customer base. Compiling relevant target specific information. Building and testing a customizable outreach script. The final project deliverable is a report including research, analysis, recommendations and test subject responses. It should assist our sales team in successfully prospecting within our target market with actionable recommendations that will increase reach-out-to-meeting conversions. This project is led by a highly accomplished Industry Partner willing to travel to visit with students personally to maximize benefit to all involved.

Strategic Prospecting for Core Clients

We need assistance developing and testing an effective client outreach process. We would like to find an effective way to meet new prospects (especially those located in rural and smaller communities) and reach out with compelling messages to entice them to discuss their exit strategy. We would like your students to create, develop and test strategies for prospecting in our target market.  This project may include, but is not limited to: Identifying potential business owners who align with our current customer base. Compiling relevant target specific information.  Building and testing a customizable outreach script. The final project deliverable is a report including research, analysis, recommendations and test subject responses. It should assist our sales team in successfully prospecting within our target market with actionable recommendations that will increase reach-out-to-meeting conversions. This project is led by a highly accomplished Industry Partner willing to travel to visit with students personally to maximize benefit to all involved.

Understanding Why our Results are Superior - to those of our peers AND how we can use that understanding to ensure we engage with clients who best fit who we are.

THIS PROJECT HAS BEEN SELECTED BY A TEAM AND IS NOT AVAILABLE ANYMORE. We started this business to DISRUPT the old school status quo of Sell-Side M&A Representation. In doing so, we identified the 4 major existing processes for taking a client through the sell-side M&A process. Next, we cherry-picked the best practices from each of the 4 models, studied them and then did something of vital importance. We identified the components of those processes that misaligned interests, were sketchy and/or felt deceptive and many others that eroded trust between the advisor and client and we put those on a "we'll never do this list". Going through that exercise before we ever brought on an employee or engaged a client allowed us to strategically and intentionally craft our DNA. Then, hiring and onboarding clients became much more focused to ensure we were surrounded by like-minded people on both sides of the table. Fast forward several years and our instincts to take that "reason to start a business" risk have paid off. Studies indicate that our peers have a 17-23% success rate when "listing" a business for sale. While we do not use the word "listing" in our vocabulary - our success in the same metric is greater than 90%. We have a few hunches as to why (some within our control and some are out of our control). We have reached the point in our evolution where I believe we have enough history and experience to embark on a "what makes us so much more successful" quest. When we can clearly articulate and defend "what makes us so much more successful than our peers" we need to devise a core-client identification and outreach process that "succinctly conveys our value proposition" to them. To do this we need to clearly understand exactly who our best core client is and why. Fortunately, we know this well and are able to defend it through business results. A brief description of our best client goes like this. It is a baby boomer-aged (55+) business owner who's business is well established. This business owner has done little to no exit planning, has no succession or thinks the available successors aren't capable, has generally been running a "lifestyle business" and recognizes the value subject matter experts bring when big events are on the horizon. We feel that the personnel make-up and process-oriented approach we have developed is best in class and rivaled by none. Therefore, we are seeking to align ourselves with a deep diving comprehensive course filled with bright and talented students who look at our business with no preconceived biases. We are open to modifying the "ask" to fit with such a talented and eager to help group. Thank you. Note by the Director, Strategy Field Study: This site is located in Houston, Texas. The liaison at the company is very committed to this project and will be available to meet virtually. Should the COVID-19 situation improve and travel be possible, a meeting with the client in Toronto is a possibility. The student team should have at least one member with experience in M&A, ideally on the sell-side.