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Oberman Associates is committed to achieving bottom line results in even the most challenging situations. Below are representative case studies Public Diversified Aerospace Company Served as an extension of CEO office to assist with evaluation and disposition of three under-performing business units ranging in size from $7 Mil. to $40 Mil. Completed review of financial performance, organizational design, operating controls, and product mix. Conducted independent outreach to key customers to determine effectiveness of product positioning, pricing, and opportunity to increase market share. Designed and implemented new management process addressing business planning, forecasting, and performance review. Directed downsizing of two business units to achieve operating profitability. Positioned one unit to achieve successful Sale. Spun off another unit as a separate subsidiary, and established a joint venture agreement with a major customer to achieve restructuring of equity and debt. Energy and Environmental Services Firm Retained by management of company to assist with strategic diversification planning to promote expansion in desired markets. Facilitated management planning process. Assisted management with development of acquisition criteria and investment parameters. Implemented and completed acquisition search. Diversified Gas and Chemicals Company Assisted management
team with market-related technology and evaluation of environmental business
opportunities including: cleaning technology, effluent management systems,
and recycling/reprocessing systems. Completed independent validation of
target industry segments, customer requirements, and competition. Recommended
opportunities for entry, and barriers to market acceptance of, new technologies.
Assisted management with development of business plans and product marketing
programs to successfully address Cost-of-Ownership issues to major customers.
Identified and evaluated acquisition and partnering targets to accomplish
strategy. Assisted with new business integration of acquired entity. Facilitated
initiation of joint venture relationship. Diversified Aerospace Company Assisted company with evaluation of its fuel cell business and definition of commercial business strategy. Completed independent evaluation of technology and other company assets relative to competition. Assisted management with decision-making process concerning evaluation of business opportunity relative to anticipated commercial time-to-market, required scale and scope of commitment, and market applications to exploit company advantages. Completed business plan and valuation. Identified and facilitated strategic partnerships to achieve commercial market development. Turnaround and Sale: Semiconductor Equipment Company Retained by Board of Directors to assist Company with turnaround caused by loss of major customer, and lack of operating controls resulting from rapid global expansion. Reduced operating expense through staff reductions, consolidation and controls; restructured credit arrangements; implemented market diversification and customer service programs to regain market share and increase sales; and facilitated management transition. Assisted Board with positioning and successful Sale of the Company. Financial Services and Publishing: E-Commerce and Library Venture Assisted leading insurance carrier and publishers serving the Environmental and Engineering & Construction industries with development of an integrated e-commerce and e-library business venture. Developed business concept and revenue model for insurance company to leverage their Brand, current community, specialized content, and sales channel as platform. Provided management of technical team to complete initial prototype development. Defined alignment of partner roles, and completed successful search for strategic partners to provide capital, content and infrastructure/resource contribution. Developed valuation strategy and model for combined alliance. Negotiated transaction on behalf of insurance company client. Continued to serve as advisor as product lines were developed, launched, and commercial business launched. The venture is now ongoing business yielding commercial revenues and profits for all partners. Component and Sub-system Company Completed independent investigation to evaluate the company's competitive position in OEM and end-user customer segments. Tasks included confidential interviews with decision-makers and specifiers at major industry OEM and end-user companies, and use of proprietary sources and interviews to determine competitors' positioning and entrenchment. Provided evaluation and recommendations to the client for positioning, prioritization for products enhancements, additions, customer support, and action to achieve marketing/brand name leverage. Subsequently, assisted client with development and implementation of a plan to transition company to status of integrated system provider, through a combination of organic product extension, select strategic alliance, and acquisition. Served as an advisor to management to determine marketing and organizational requirements for successful new business integration and synergies. Water/Wastewater Firm Retained by firm to assist with development of strategy and plan for diversification into Turnkey and other businesses. Completed review of current pricing strategies and practices, organization and management structure, labor and overhead cost components, project delivery, and configuration of service offerings to clients. Conducted confidential market survey to benchmark practices of target firms, evaluate competitive environment, and identify preliminary opportunities for strategic alliance or acquisition. Power/Energy Consulting & Engineering Firm Assisted leading firm providing power development, privatization, and consulting and engineering services with strategy to access growth capital and other resources. Completed comprehensive independent evaluation of firm operations and market position. Provided recommendations concerning capitalization strategy. Assisted Board with completion of search for strategic Buyer/Partner to achieve globalization and diversification. Environmental Engineering and Consulting Firm Retained by the firm's Board of Directors to assist with corrective action plan. Successfully reorganized firm to reduce operating expenses, and project and control cash flows. Facilitated resolution of disputes between major shareholders. Established and implemented plan for divestiture of underperforming business units and other assets. Provided representation to maintain relationships key stakeholders including key clients, employees and vendors. Advised Board, in conjunction with legal counsel, through successful Chapter 11 reorganization and restructuring. Turnaround and Repositioning: Engineering Firm Retained by
Board of Directors to assist with definition and implementation of a Strategic Review and Turnaround: Engineering & Technology Company Retained to
assist Company with definition of a turnaround strategy for its Advanced
Technology Division. Completed review of business mix, operation and trends.
Completed strategic customer interviews to assess Company growth prospects
with restructuring of operation and redirection of market focus. Assisted
with divestiture of certain assets. Resulted in recovery of division profitability
and growth. Printing Company Retained by Board of parent company to develop and direct implementation of turnaround strategy for division that had lost a customer account representing 30% of business revenues. Assisted management team with reduction of expenses. Developed asset divestiture program to dispose of outdated equipment and raise cash. Implemented team planning process, defined and implemented strategy to diversify customer/business mix. Reengineered work flow procedures to enable the division's competitiveness in shorter-run quick response projects. Achieved return to operating profit and successful diversification of business mix. Environmental Engineering Firm Originally retained to determine the viability of the firm as an ongoing concern, considering a six year period of eroding sales, financial losses, and heavy litigation. Completed a comprehensive review of the operating and financial condition of business. Conducted confidential interviews with client base to determine strength of relationships, and opportunity for market gains. Designed and implemented a reorganization plan which enabled the firm to fully repay its secured lender; restructured four facilities leases; implemented improved project and operating controls; established performance-based review and compensation plan for principals and other key employees; and negotiated settlements and new counsel arrangements to reduce legal expense by 45%. Defined and implemented strategic plan, including key account responsibilities to penetrate existing accounts, and focus on markets with growth potential. Achieved operating profit and 20% increase in sales. Artificial Intelligence and Simulation Company Assisted company with development of strategy and plan to achieve productization of technologies and services, and commercial market entry. Provided management and Board with independent evaluation of markets, traditional product offerings with potential for substitution, and competition. Assisted with selection of business strategy, and model for commercial development. Identified targets and served as advisor to establish strategic equity partnership with leading diversified space and electro-optical telecommunications company. Instrument Company Evaluated marketing, sales, and customer support functions. Assisted management with definition of an organization design to increase customer responsiveness, including conversion from rep. Firms to captive sales, and real time 24-hour response to end users and OEMs. Facilitated communication of realignments of existing staff. Provided critical skills planning and recruitment support to achieve time-phased expansion plan. Increased market share by 20% in first implementation year. Environmental Service Firm Facilitated CEO and Board of Directors' evaluation of ownership transition scenarios and selection of transition strategy. Developed time-phased plan for ownership and management transition. Assisted with evaluation of business opportunities, partner targets, and partner outreach. Provided advice regarding due diligence, transaction structure, and pricing. Assisted combined operations with integration of organization, management, marketing programs, and team building planning process. Software Company Retained to
assist with capital restructuring and turnaround of company with significant
projection shortfall which had missed targeted IPO window. Reorganized
management and development functions to reduce costs and shorten products
completion schedules. Facilitated restructuring of credit arrangements.
Assisted investors and board with development of new exit strategy, to
include alliances with channel partners with sale option
Completed comprehensive business review of corporate and franchise operations to recommend a course of action to achieve financial turnaround, and resolve litigation with franchisees. Served as office of the President. Negotiated restructured credit arrangement to fulfill obligation to primary lender. Reorganized corporate operations to reduce costs, and increase responsiveness to franchisees. Established new market programs, royalty structure, franchise agreements and control procedures. Facilitated resolution of disputes with franchisees. Renegotiated contracts with key company national accounts with more favorable pricing and inventory terms. Facilitated consolidation of franchise operations. Achieved return to profitability.
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