Case Study #1
How a Corporate Training Leader Achieved Transformative Growth
Headquartered in the southeastern US, the client is a corporate training firm that provides customized web-based learning applications for its customers. It computer software and hardware conglomerates, incorporating unique training tools that provide realistic business scenarios tailored specifically for each customer.
After more than 10 years of a funding strategy based on friends, family and angel investors, the client was looking for ways to grow its business at a much faster pace. The client was very successful in growing their yearly revenues to over $100 million, as well as garnering some Fortune 500 clients as its primary customers. Around the same time, the client was finding it difficult to support customers with its existing infrastructure, and needed more working capital to support increasing its staff and sales and marketing efforts.
The economic crisis in 2008 in addition to the current recession affected the company’s ability to raise capital. As time passed, the company’s Chief Executive Officer (CEO) began considering selling the company or merging with a suitable peer in the same sector to stay afloat. Another option the CEO considered was seeking an investment from a venture capital or private equity fund with heavy exposure in the corporate training sector.
Gaither & Company was asked to assess the various options, and determine which option was most optimal under the client’s short deadline. We began by structuring a hypothesis for solutions to the client’s dilemma. Once the hypothesis was carefully framed, we began identifying suitable strategic buyers and investors for our client to pursue. The client then asked us to collaborate with them as they pursued the challenging goal of securing investors and/or buyers.
Gaither & Company’s Contribution
The due diligence study was our first for this client. The client selected Gaither & Company because of our experience and expertise in the private equity sector. The client also appreciated our ability to quickly identify and examine potential investors/buyers with specific interest in their sector. Our work on the study resulted in a strong relationship and a natural transition to the funding strategy and its implementation. In addition, Gaither created several invaluable deliverables that garnered significant interest from potential funding sources such as:
A comprehensive Strategic Buyer/Investor Matrix
A detailed analysis of the client’s current activities and funding requirements
A revised Investment Memorandum with additional target markets the client had not previously considered
A communication strategy for approaching and interacting with strategic buyers/investors identified by Gaither & Company
Gaither & Company helped the client understand the distinct requirements of strategic buyers vs. investors, and how to create a focused funding strategy for quick traction by the desired parties. We also contacted the various parties on the client’s behalf, presenting deliverables Gaither & Company carefully crafted for each prospective party. For the next several months, as our dialogue with these parties began progressed, several parties began expressing a serious level of interest. The company is now in the process of finalizing talks with a strategic buyer, guided by three principles:
The client will now be revitalized by having the necessary financial resources and operational synergies needed to take the business to the next level.
With Gaither & Company’s guidance, the client was able to communicate the specific value it provided in the corporate training sector, specifically in the distinct, proprietary applications it provides to its customers. Many of its competitors focus more on a general approach with their applications, which do not take into account the specific and individual needs of each of their customers.
The client will now meet its financial needs in a prompt manner, and will be able to continue its focus on operations without the worry of scaling down the business or closing its doors.