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Results Case Studies OBERMAN Associates is committed to achieving bottom line results in even the most challenging situations. Below are representative case studies. Bioanalytical and Environmental
Laboratory (Analytical, Biotech) Retained by Client to assist with development of a
strategy to achieve growth, and realize value for Shareholders. Our initial activity was to complete a
comprehensive assessment of the laboratory's market position, operations and
financial performance relative to industry benchmarks. Assisted management
with development of a plan to enhance profitability, and focus on markets
providing the greatest growth and margin potential. Provided specific recommendations for
operational efficiencies to improve margins, and increase the Company's
ability to maintain and increase share in its mature markets. Defined a
marketing strategy and capitalization plan for growth business. Established
an intermediate term strategy to position the Company, and assisted with
completion of successful strategic sale.
Food and Environmental Health &
Safety Laboratory (Analytical, Biotech) Retained by diversified global analytical, quality
assurance and inspection Company to assist with strategic growth plan and
acquisitions. The Laboratory had been
organized as a division of the company which provided analytical and
inspection services to a broad array of consumer products clients. We completed an independent review of the
organization structure, market position and financial performance relative to
industry benchmarks, and the lab's client requirements. We assisted management with validation of
performance relative to competitor's capabilities and client requirements. Assisted management with operational
improvements and the addition of value-added services to achieve growth, and
improved operating margin by 25%. Established a strategy and assisted with
implementation of an acquisition search program. Laboratories – Natural Products
Company (Analytical, Biotech) Retained by a leading international natural
products company to assist with evaluation and performance enhancement of
three laboratory businesses. The
laboratories provided chemistry, microbiology and advanced materials analysis
to the bioanalytics, pharmaceutical, environmental
and plastics industries. We completed
an independent review of the organization to determine ways to enhance
profitability, and advise management
as to bundling/unbundling of operations.
We assisted management to complete rationalization of operations to
establish distinct commercial identities and separate cost structures for the
laboratories. Assisted with implementation
of forecasting and workflow processes. Managed
completion of the Sale of the three laboratories to strategic buyers. Diversified Aerospace and Electronics
Company (Technology) 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
(Energy, Infrastructure, Cleantech) Retained by management of company to assist with strategic diversification planning to promote expansion in desired markets. Facilitated strategic planning process. Assisted management with development of acquisition criteria and investment parameters. Implemented and completed acquisition search to achieve business expansion and diversification objectives. Diversified Gas and Chemicals Company (Cleantech,
Technology) Assisted management team with market-related technology and evaluation of cleantech 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 identified 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 acquisitions and partners to accomplish strategy. Assisted with new business integration of acquired entity. Facilitated initiation of joint venture relationship. Diversified Global Manufacturing
Company (Cleantech, Technology) Assisted Client with evaluation of its fuel cell business and definition of a commercial business strategy. Completed independent evaluation of technology and other Company assets relative to market opportunities and 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 structure and negotiation of strategic partnerships to achieve commercial market development serving transportation, power and medical applications. Semiconductor Equipment Company
(Technology) 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 (Infrastructure, Technology) Assisted leading insurance carrier and publishers serving the 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 Company Brand, current community, specialized content, and sales channel as platform. Provided management of technical team to complete initial prototype development. Defined commercial business plan and established Client and partner roles. Completed successful search for strategic partners to provide capital, content and infrastructure/resource contribution. Developed valuation strategy and model for combined Company alliance. Negotiated transaction on behalf of insurance company Client. Continued to serve as advisor as product lines were developed and commercial business launched. The venture is now an ongoing business yielding commercial revenues and profits for all partners. Gas Delivery and Process Company
(Technology) 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 product enhancements and 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 M&A integration and synergies. Water/Wastewater Firm (Cleantech,
Infrastructure) Retained by Client to assist with development of strategy and plan for diversification into Design/Build and other turnkey business opportunities. 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 (Energy, Infrastructure) Assisted leading firm providing power development, privatization, project finance, management 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 sale to strategic Buyer to achieve global platform, diversification, and access to growth resources. Engineering Firm (Infrastructure) Retained by Board of Directors to assist with definition and implementation of a turnaround plan. The Company's performance was stalled and it was in lender default shortly following a management buyout. Reduced overhead expense by 20%; reorganized operation to improve staff utilization and management accountability; designed and directed implementation of a strategy for market repositioning to increase sales in desirable market segments; restored profitability and growth. Engineering & Technology Company
(Infrastructure, Technology) 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. Publishing & Media Company
(Technology) 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, and 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 (Infrastructure) 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 (Technology) 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. Environmental Service Firm
(Infrastructure) 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. Water/Wastewater Firm (Infrastructure,
Cleantech) Assisted management team with development of strategic goals, business diversification plan, and performance measurement. Facilitated senior management strategic planning session to initiate implementation, and obtain partner involvement. Completed independent evaluation of marketing plans and objectives. Advised management on delegation of governance and management responsibilities. Energy/Power Engineering Firm (Cleantech, Infrastructure) Assisted firm providing power plant design, construction and O&M service with development of a strategic plan to leverage expertise considering deregulation, privatization, and globalization. Conducted confidential survey of 100 executives of leading public utilities, independent power producers, financial institutions and key regulatory agencies to assess needs, and evaluate competition. Assisted company management with completion of marketing and business plans, including repackaging of services to enhance name recognition in desired market segments. Facilitated implementation of a new pricing strategy and a business model for new services. Completed confidential outreach to
potential Asian partners. Provided advisory services to complete joint
venture. Integrated Fuel Company (Cleantech) Assisted company with evaluation and
development of new business opportunity involving alternative energy product.
Evaluation included determination of feasibility for commercial market
introduction, pricing considerations, expected time to realize market
acceptance, and investment levels associated with alternative product
development, marketing and sales, and manufacturing scenarios. Facilitated
determination of investment/ROI parameters and selection of preferred entry
strategy. Identified prospective strategic partners to achieve global market
channel. Provided transactional advisory services in connection with alliance.
Resulted in successful commercial new product introduction and growth in
share. Global
Diversified Infrastructure Firm (Water, Transportation) Diversified
Engineering Firm (Engineering, Energy) Environmental
Firm (Environmental, Engineering) Management
and Technical Consulting Firm (Water, Engineering, PM) Planning,
Engineering and CM Firm (Land Planning, Municipal Engineering) Engineering
Firm (Aviation Planning & Engineering) |