Growth strategy

A. Initial Assessment: Quick Scan of strategy and market opportunities
A security services provider needed help to grow its services business. The company recognized that it could not execute the growth plan without outside help. It was not able to grow independently. The services business was not profitable. The services product provider had a plan to increase its security services revenue to $1b from a base of $50mln within five years.

B. Approach
• Analysis of security services opportunities and competitive position
• Development of growth plan for security services
• Proposal for security services portfolio (new product development)
• Mapping of security services applications within overall enterprise application architecture of clients
• Design of target skill sets required for delivering security services
• Scanning and screening of potential acquisition candidates
• Creation of list of potential acquisition targets
• Implementation: Coaching of executives on necessary actions

C. Recommendations
• Buy and build strategy for their services business unit
• Acquisition of best in class security services companies
• Change in incentive and compensation system for service and/or sales account manager
• Hiring of additional executives, with a background in services
• Development of new security services portfolios
• Development of new training plans to upgrade employee skill sets

D. Results
Based upon analysis of key financial metrics for a three year period the following results were identified.
• A fivefold (500%) increase in revenues within six months. This was achieved through three additional acquisitions and increased organic growth
• Buy and build starting platform to reach $1b service revenue objective within five years
• The Service business become profitable. The forecasts showed profitability for the following five, even with the recent acquisitions and associated integration costs