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Context / Scope of project
Our overseas client was looking at investment options in the Australian EPCM contracting sector. The PIP team undertook a rapid review of the market and expected growth in the area the target served. PIP also reviewed the target company, looking at performance within market, market positioning, project history, and customer feedback regarding the target. The PIP team also developed a series of key themes that impacted the target business and market positioning. This allowed PIP to make comment on management’s forecasts and identify some opportunities that were not in the forecasts.
Client Achieved:
- Sound summary of the target business structure and market positioning
- Target well regarded by customers at smaller end of EPCM market. Not viewed as competent to deliver a larger project. Weakness of market offerings around scope and depth of services as well as changes in customer requirements
- Target could add value to the current market offering addressing identified risks and exploiting emerging market trend.
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What we did:
- Interviewed a number of key industry personnel with exposure to the target to develop customer insights
- Summarised key aspects of the target, both internal structure and financial results
- Identified key evolving customer criteria deployed when evaluating an EPCM supplier
- Established the target profile within the market from the viewpoint of its customers
- Identified business challenges and risks
- Articulated emerging market trend as value opportunity for target.
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