Notes on DiligenceTM
Best Practices

Representative Sample Selection in a VoC

By Simone Luciani on April 26, 2019
In  an effort to  move  the deal process forward , there is a tendency to  apply a cursory approach to  the diligence process ,   including  the  critical step of identifying and carrying out customer selection in a  VoC.    
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Topics: Investigative Research, Voice of Customer, Competitive Analysis, Key Purchasing Criteria, Market Due Diligence

Are You “Reading Between the Lines” in the Voice of Customer Interview?

By Kevin Slayden on March 28, 2019

If you are not “reading between the lines” of the VoC interview, you are likely to be missing the nuanced insights that can make or break a deal.

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Topics: Investigative Research, Voice of Customer, Competitive Analysis, Key Purchasing Criteria, Market Due Diligence

Dynamic Research Approach

By Kevin Slayden on February 26, 2019

Is your market due diligence effort dynamic enough?  Quite possibly the answer is no and this can be a costly missed opportunity.

At the outset of a due diligence project, research teams typically define a research scope to test a set of investment theses.  The initial research scope reflects the team’s initial best guess on what issues will be most important in terms of risk and opportunity for that specific deal. 

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Topics: Market Sizing, Investigative Research, Voice of Customer, Competitive Analysis, Net Promoter Score, Key Purchasing Criteria, Market Due Diligence

Value of "True" Industry Experts

By Kevin Slayden on January 15, 2019

Is it still possible to achieve information asymmetry in today’s highly competitive deal market?  Yes, but it requires deviating from the standard GLG and Alpha Sights approach to sourcing experts. 

The standard approach to expert interviews has three major shortcomings:

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Topics: Market Sizing, Investigative Research, Voice of Customer, Competitive Analysis, Net Promoter Score, Key Purchasing Criteria, Market Due Diligence

Red Tape Diligence: When Regulation = Profit Enhancement

By Jay Howard on October 5, 2016

Regulation. Probably not top of many people’s list of favorite Commercial Diligence issues. After all, compliance is often an annoyance that challenges budgets and margins.

Yet, regs can also equal opportunity: the potential to increase revenue and enhance barriers to entry. With the right plan, a well-positioned target company may profit by earning the status of “valued partner” for helping customers sort through red tape, and enjoy accelerated replacement cycles and greater upgrades, enhanced pricing, and the chance to drive differentiation from the competition.

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Topics: Adoption, Purchasing Process, Segmentation, Switching Costs, Demand Drivers, Regulatory opportunities, pricing opportunities

A Carve Out, Like All Surgery, Requires Special Consideration

By Robert Carpenter-Israel on September 14, 2016
When it comes to carve out opportunities, the business case is always made that the asset will perform better out of the hands of the parent or ‘mothership’ (i.e., too much corporate overhead charge, underinvestment, suppressing potential, etc.). But there are many cases where there is value loss from separation – and that loss needs to be understood and recovered.
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Topics: Drivers of Choice, Investigative Research, Value Proposition, Customer Retention, Best Practices, Voice of Customer

About Notes on Diligence

Notes on Diligence™ is an ongoing email series on commercial due diligence best practice for active acquirers. Recognizing that life is busy, each article is short and focused on a single, digestible diligence topic.

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