Case Study

Background:

Real estate Brokerage company had grown principally via acquisitions throughout many regions of the globe. They were a privately held company that had grown beyond their current capital structure and they were working to absorb and integrate new acquisitions in a declining business economy.. There was concern for the cost of acquisitions to the near term operating performance, their ability to stay solvent in the slowing economy, and to being relevant in the industry. The company had reasonable to good Brand identity, especially in certain countries and markets around the world, and the Board had recently hired new, innovative leadership. The conclusion was to stabilize and revitalize the operations, re-purpose the business and develop a new vision and strategy for the company, and to re-capitalize the business with a forward looking and strategic financial partner.

•  Introduced a market segmentation strategy to analyze the size and depth of the markets where the company was located throughout North America. The results of the study became the basis for understanding the revenue potential of each market by product type and client type. Additionally, the study profiled the gaps that existed within each market relative to personnel, skill, expertise, services, and market share.

• With the results from the market segmentation study, North America developed a multi year strategic plan, by market, providing a road map for stabilization, revitalization and growth.

• Initiated Brand image and Competitive Positioning research among 100 + clients/prospects worldwide. As well, conducted identity research among 250 + employees, worldwide.

• Re-purposed the company in the spirit of “partnership” and invited all stakeholders to participate in a vigorous and dynamic process that would allow all participants to openly discuss, debate and ultimately to take collective ownership for the roadmap to success.

• Develop Re-capitalization strategy and complete Confidential Investment memorandum

• Implemented a client satisfaction survey

• Successfully developed and implemented a market share growth strategy focused on specialization, service excellence and local flexibility. The results for North America included a 19% cumulative annual growth Rate (CAGR) over a six year time period, the successful recruitment of 275 + seasoned “professional”, the acquisition of 8 companies which provided geographic expansion and product extension, and achieved a client satisfaction rating of 97%.

• Successfully re-capitalized the company with an Institutional grade, publicly traded investment firm.

• Launched the new strategic plan for the firm, focused on the offer to “Accelerate Success”

• The company is now recognized as one of the 4 largest “Full Service” real estate providers, globally