At DeMar Consulting Group (DCG), our mission centers on unlocking the true potential of our clients’ businesses. Our comprehensive approach encompasses strategic planning, operational efficiency enhancements, and sophisticated financial management tactics designed to drive sustainable profitability. A recent collaboration with a private equity-backed client demonstrated the transformative power of our holistic strategies, culminating in substantial growth and improved financial performance.
Five-Year Roadmap Creation
The engagement’s initial stage involved a meticulously crafted five-year roadmap aimed at a 6X EBITDA exit strategy. Achieving this ambitious objective required a clear vision and strategic alignment across all organizational levels. Our team worked closely with the client’s leadership to outline key revenue growth targets integral to their financial trajectory.
To fuel this growth, we identified potential acquisitions within the market that would extend the client’s capabilities and create synergistic value. Additionally, to ensure the organization had the infrastructure to support this rapid expansion, we engaged in thorough back-office headcount planning. This process assessed the current workforce capabilities, determined the gaps, and outlined the hiring necessary to effectively manage the growth targets.
Financial Management Reinforcement
Understanding the critical role of precise financial management in reaching strategic objectives, we built a robust, 12-month budgeting/forecasting/variance analysis process from the ground up. We focused on developing a system that enabled a detailed breakdown of financial elements, incorporating aspects such as P&L projections, cash flows, leverage ratios, bank covenant compliance, CAPEX and investment needs, business development, and utilization.
This granular approach to financial management was supported by the development of a management update deck. This tool, designed for weekly private equity management reporting, ensured the organization’s financial performance was transparent and consistently tracked against predefined objectives. Consequently, the leadership could respond rapidly to any deviations, making necessary adjustments in real time.
Key Performance Indicator (KPI) Dashboard
With the fundamental financial structure solidified, our attention shifted to the operational aspects. Recognizing the pivotal role of performance metrics in enhancing operational efficiency, we set out to create a KPI dashboard. This project involved designing processes to capture and report on weekly employee turnover, equipment utilization, labor cost as a percentage of revenue, and job profitability trends.
Working collaboratively with the client’s Operations leaders, these KPIs became the cornerstone of our effort to streamline operational effectiveness. The insights gained from these metrics informed strategic decisions that led to $5M of annual labor savings, a decrease in equipment downtime, and improved visibility into customer performance. This strategic utilization of KPIs demonstrated their power not only as performance metrics but also as drivers of operational transformation.
Sales Forecast Process
Lastly, recognizing the importance of sales forecasting in financial planning and growth strategy, we implemented a weekly sales forecast process. This involved creating a system that could effectively track customer-level sales projections supplied by the Operations team. The increased level of detail and the timeliness of these forecasts significantly improved the accuracy of the monthly P&L forecasts. The implementation of this process ensured that the financial picture painted for management was based on the most accurate and up-to-date information, leading to better informed strategic decisions.
Our engagement with this client epitomizes the value that DeMar Consulting Group brings to its clients. From strategic planning to financial management, operational efficiency enhancements, and comprehensive reporting, we ensure that every facet of the business is primed for success. Through this engagement, we didn’t just help our client to enhance their profitability; we empowered them with the tools and strategies needed to sustain this success well into the future.
While every client and situation is unique, the principles that drove the success of this engagement are universally applicable. At DeMar Consulting Group, we believe in the transformative power of strategic planning, operational efficiency, and sophisticated financial management. Our mission is to help our clients unlock their potential and achieve their most ambitious business objectives.
