Situation
Private Equity-backed, recent portfolio acquisition. Two years of slowing growth and projected revenue decline in an organically strong lighting market. No clear strategic growth plan in place. Limited budgeting & financial reporting processes. PE firm brought in GO to simplify the process and provide a road-map to success.
Approach
Using the GO GROW Strategic Planning process, the team identified and prioritized future growth opportunities. Additionally, the Go-To-Market approach (Make, Market, Sell) was analyzed and redesigned to ensure a cohesive and effective strategy could be implemented.
Results
Working closely with the ALW leadership team, we were able to provide focus on a few key growth-driving initiatives, all targeted at best serving the ALW customer. Then an actionable operating plan was developed to realign the selling organization and craft a hard-working marketing support plan to convert leads to sales. All growth initiatives were tied to the budgeting process resulting in a revenue plan that went from down 25%, to up 25% in the first 12 months of activation.
Epilogue
ALW has continued their growth momentum and attracted significant industry recognition. In 2023, ALW achieved a highly successful exit with a strategic buyer acquiring the company.