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Global business information group: Buying a competitor to stay ahead

A global business information group held a leading position in providing professional services data to help businesses make decisions. But they faced new competition from a start-up using advanced machine learning to offer the information in a more user-friendly, intuitive way.

To help the group successfully evaluate and then acquire this competitor, we carried out a rapid commercial due diligence process.

In just five weeks, our six consultants helped the group to find out why customers were choosing the competitor’s product, how strong their competitive advantage was and whether the competitor’s growth plan was feasible. We also helped assess how our client should manage the business if they acquired it.

To answer these questions, we interviewed:

  • a large stratified sample of the competitor’s customers to find out what made its service attractive and when and how they were most likely to use it
  • our client’s customers to find out the range of products they used and how the competitor’s service might fit into this mix.

Our team’s financial modelling, data mining and machine learning experts assessed the start-up’s intellectual property and strategy. And they assessed how it could fit into our client’s business.

Based on our work, our client made the acquisition, beating other bidders. It means they can offer different levels of service to their clients, depending on their needs. And that will strengthen their position in the market.

Find out more about our work in strategy.

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