Case Studies:

Management Consulting

CLIENT:   Management Consulting firm with a specialty in operational consulting  targeted at distribution and manufacturing companies

ISSUE:   Consulting firm has developed a methodology that could enable them like to extend their business into a new market area (private equity firms and privately held companies), but they have no way to test the concept.

APPROACH:   The Endurance Group (TEG) developed a list of Principals of 300 Private Equity (PE) firms in the Northeast. A calling campaign helped target the message/offer to PE firms. Based on conversational feedback from PE Principals, TEG began calling owners of privately held companies to identify those interested in selling a majority stake to a PE firm.

RESULTS:

•  Within 3 months, TEG identified a privately held company interested in PE capital. Consulting revenue generated by preparing firm for sale resulted in positive ROI for 1st 12 months of TEG services.

•  Based on relationship formed with a PE firm, additional significant consulting revenue was generated in one of the PE firm's portfolio companies looking to go public.

•  Due to the success of this new business initiative, a business unit was formed at the client to address the market area.