Case Studies

CASE STUDIES

Human Capital

Mission type:
Due Diligence HR to Purchase

Sector:
Audiovisual B2C

Client:
SME’s turnover of 65m euros

Number of interviews conducted:
11 managers in France and the UK

Mission duration:
3 weeks

Customer Challenge

A group of more than 65 million euros of sales, composed of two companies (acquisition of a company based in the UK by the French company).
Expand their international presence, including an improvement in their business and marketing process.
To have a better synergy between the two entities and to restructure the leadership as well as the organization chart.

Solution Neovian Partners

The talks took place in France and the UK with management. They highlighted weaknesses, particularly in the leadership dynamics of both entities and the organization and systems and processes at the group level. A tailor-made questionnaire was administered to highlight key issues around leadership, including the operation of the sales and marketing departments. It allowed the evaluation of detailed profiles of the entire leadership and an analysis of the organization of the two entities of the group: their geographical, cultural, production, products, etc.

Result

The mission reveals that while it is normal for the two entities in the group to have different cultures, a global group identity should be defined, shared and developed. This will ensure that teams work together constructively and effectively by sharing group membership, strategy, values, projects, language and results. Neovian Partners has detailed and implemented projects and actions to redesign the group’s organization chart and redefine the roles and responsibilities of managers to ensure better performance and communication of the group. Neovian also used its analysis of the sales and marketing department to detail projects that have impacted both at the management level and at the systems and process level.

Holistic Approach

Mission type:
Business Due Diligence for Sale

Sector:
Construction service

Client:
SME’s revenue of 50m euros

Number of interviews conducted:
77 external interviews conducted in France, 2 internal interviews with the management team

Mission duration:
4 weeks

Customer Challenge

A group of more than 65 million euros of sales, composed of two companies (acquisition of a company based in the UK by the French company).
Expand their international presence, including an improvement in their business and marketing process.
To have a better synergy between the two entities and to restructure the leadership as well as the organization chart.

Solution Neovian Partners

The talks took place in France and the UK with management. They highlighted weaknesses, particularly in the leadership dynamics of both entities and the organization and systems and processes at the group level. A tailor-made questionnaire was administered to highlight key issues around leadership, including the operation of the sales and marketing departments. It allowed the evaluation of detailed profiles of the entire leadership and an analysis of the organization of the two entities of the group: their geographical, cultural, production, products, etc.

Result

The mission reveals that while it is normal for the two entities in the group to have different cultures, a global group identity should be defined, shared and developed. This will ensure that teams work together constructively and effectively by sharing group membership, strategy, values, projects, language and results. Neovian Partners has detailed and implemented projects and actions to redesign the group’s organization chart and redefine the roles and responsibilities of managers to ensure better performance and communication of the group. Neovian also used its analysis of the sales and marketing department to detail projects that have impacted both at the management level and at the systems and process level.

Disruptive Technology

Mission type:
Market penetration strategy

Sector:
Telecommunications / IT

Client:
Startup with less than 5m euros in sales

Geographical Scope:
France, Western Europe

Number of interviews conducted:
64 interviews in these eight countries

Mission duration:

4 weeks

Customer Challenge

As the customer’s research and development team incidentally identified a disruptive technology, the customer wanted to determine its applications, value and potential customers.

Solution Neovian Partners

Neovian Partners began by introducing the new technology to the market and scientific experts to determine whether it was indeed a break-up and to identify potential applications.

Neovian Partners studied the industrial value chains of each potential market and identified different types of players who might be interested in integrating this technology.

Neovian Partners subsequently conducted a market study for each segment on which the technology could be applied in order to identify the segment on which the added value would potentially be highest. It was also important to measure the maturity of each segment to integrate the new technology. Neovian Partners identified more than 21 devices on which the new technology could be applied directly, and then prioritized those that needed to be addressed first based on the value they could bring to the respective markets.

Result

The company was later acquired by a French company that is a major IT and telecommunications company.

Operational Excellence

Mission type:
Operational excellence

Sector:
Specialized distribution

Client:

SMEs of 45 outlets in France

Geographical Scope:
France

Number of interviews conducted:

42 interviews and 2 site visits

Length of mission: 11 weeks

Customer Challenge

Deployed in 43 outlets in France, our client wanted to take stock of his optics distribution business in pharmacies and identify “best practices” to be adopted to further the development of its network, with a sustainable strategic and commercial policy and an attractive positioning.

Solution Neovian Partners

Following an internal analysis supported by interviews with management, network members and competing networks, Neovian Partners highlighted a number of sticking points to the establishment of a sustainable business model. Neovian Partners has put in place a structured action plan that allows management to move towards shareholder objectives. The focus was on finding fast and activatable operational levers, with a focus on identifying criteria for selecting future “winning” members of the network and managing and managing the network. The action plan consisted of 10 projects to be carried out over 6 and 12 months to reposition the concept among the 43 network members and end customers, while ensuring a sustainable, equitable and motivating value-sharing.

In order to ensure the full support of the teams in the project, Neovian Partners has led 6 workshops with management and shareholders.

Result

Following the roadmap provided by Neovian Partners, the client was able to continue the deployment of its distribution network throughout the French territory with an existing stabilized, a better understanding of the partners to be targeted as a priority and a model of up-and-file of its outlets optimized.

International Development

Mission type:
Build-up internationally

Sector:
B2B Software

Client :

SME’s revenue of 40m euros

Geographical Scope:
North America, South America, Asia, Africa and the Middle East

Number of interviews conducted:
40 interviews in Africa, Europe, Asia, North America, South America and the Middle East

Mission duration: 13 weeks

Customer Challenge

Wanting to prepare for its next fundraiser of around 30 million euros, a prelude to a future IPO, our client needed to build a “pipe” of potential external growth targets in Europe and the United States.

The interest for our client was also to identify the most interesting companies and which would have been detrimental if it was a competitor who bought them back.

Solution Neovian Partners

In six market segments complementary to those on which our client was already positioned, Neovian Partners has built and qualified a “pipe” of more than 1,000 companies in Europe and North America.

Through a succession of quantitative and qualitative filters, an initial list of about 50 acquisition targets was drawn up, of which about 20 companies represented “not to be missed” companies.

Result

This very comprehensive and well-documented “pipe” acquisition allowed our client to raise 30 million euros very easily and to be bought two years later by Adobe for 600 million euros.

Business Due Diligence

Mission type:
Business Due Diligence

Sector:
Services à la Construction

Client:

ETI of 200 million euros in sales

Geographical Scope:
Europe, USA, Brazil, Russia, China

Number of interviews conducted:
143 interviews around the world

Length of mission: 5 weeks

Customer Challenge

Present in the exceptional craft market, both on restoration and luxury decoration projects, our client wanted to have an international vision of his market for identifying potential pockets of growth. Neovian Partners has conducted more than 140 interviews across six geographies around the world (France, England, USA, Brazil, Hong Kong and Russia) and has built a roadmap for the next 5 years.

Solution Neovian Partners

To address the customer issue, Neovian Partners has deployed its methodology to quickly acquire an intensive understanding of the luxury craft market in general, but also its regional specificities. The Neovian Partners teams therefore carried out an assessment of the size of each market studied, understood the needs that emanated from each geography, assessed the competitive intensity and put in place a penetration strategy specific to each geography. For the most structured communities, a screening of potential acquisition targets has been carried out, a strategy considered the most effective in entering already competitive markets.

Result

The client company has been able to continue its development in France but also outside the borders by positioning itself on large-scale luxury projects, while making ambitious and structuring acquisitions.

Hypercroissance

Mission type:
Hypercroissance strategy

Sector:
Electronics B2B

Client:

ETI of 400m euros of revenue

Geographical Scope:

France, Europe, Maghreb

Number of interviews conducted:
30 internal interviews – 50 external interviews in 14 countries

Mission duration:12 weeks

Customer Challenge

Understand that historical positioning and economic model were under threat.

Determine the changes to be made over the next 5 years to both adapt the business model, become the leader of the French market and increase profitability.

Solution Neovian Partners

Neovian Partners conducted an internal analysis and external analysis of the company, observed the global market, spoke to current and potential customers in key market segments to understand their future needs and identify better ways to support them and meet their needs.

A series of workshops and creative thinking sessions were conducted to help management teams think outside their comfort zone.

Result

The company has adapted its business model and offering by providing services with higher added value.
The company has increased its turnover by 6 times (from 65 million euros to 400 million euros).

Digital

Mission type:
Business Due Dillenge to Purchase

Sector:
Services IT

Client:

SME’s revenue of 80m euros

Geographical Scope:

France, Switzerland, United Kingdom and Germany

Number of interviews conducted:
70 external interviews (20% in France and Switzerland; 20% in the UK, 20% in Germany, 40% in other European countries)

Mission duration: 8 weeks

Customer Challenge

To understand the potential of the French open source software integration market and to estimate the risks and opportunities associated with market entry in Germany and the United Kingdom in order to validate the feasibility of the business plan presented by the company in question

To understand whether the strategic positioning of a “medium” specialist player was sustainable compared to the market behemoths, such as Capgemini, Atos etc.

Reassure that the company could carry out external growth operations in the UK and Germany, and that therefore there was a sufficiently large pool of targets that in the next 5 years the probability of turning the company from “French champion” into a “European champion” would be real.

Solution Neovian Partners

Neovian Partners has carried out market and competitive positioning studies in France, Switzerland, Germany and the United Kingdom through external interviews, documentary research and previous projects, enabling our client to rebuild the future potential of the company in question.

Result

Neovian Partners’ conclusion was positive and our investment fund client was able to acquire the company under consideration. In particular, we reassured our client that the company in which he was considering investing was sufficiently differentiated from the big Capgemini players etc. ; on the external growth side, we identified and qualified more than 30 targets in Germany and the UK that represented good acquisition targets, demonstrating that the scenario of wanting to bring out the European champion was credible.