Manufacturing Growth through Market Insight Diligence

Service Area: Commercial Due Diligence: Market Study

Client Type: Middle-Market Private Equity Firm

Service Provider Type: Market Research Firm

Industry: Manufacturing

The Need
Seizing Growth Potential in Heat Treating

Our middle-market private equity firm client sought to empower its portfolio company operating in industrial manufacturing. The portco was a leader in gas nitriding technology, primarily catering to the automotive, aviation and industrial sectors. The firm aimed to broaden the company’s horizons by identifying new opportunities within heat treating, especially in areas beyond gas nitriding. The goal was to expand its offering through strategic add-ons that leveraged different heat treating technologies, driving further growth and market penetration.

The firm knew it would need a world-class commercial due diligence resource to match its ambitions.

The Challenge
Navigating the Complex Industry Landscape

The private equity firm faced the challenge of exploring a highly specialized sector – heat treating technology – to identify viable add-on opportunities. The task required pinpointing key players, understanding market drivers and evaluating potential target companies that aligned with the portfolio company’s capabilities and ambitions. Budget constraints demanded resourcefulness in delivering valuable insights without compromising quality.

How BluWave Helped
Industry-Specific Research Firm To Drive Expansion

BluWave connected the private equity firm with a PE-grade resource to conduct an in-depth market study, leveraging their expertise in market research and manufacturing. They then uncovered key players, market trends and drivers within the heat treating technology sector. Leveraging their understanding of the end-use industries, including automotive and aviation, the firm identified strategic alignment opportunities.

Their familiarity with furnace manufacturing, heat treating elements and component industries enabled them to analyze competitive processes, production methods and best practices.

The Result
New Pathways to Expansion

The third party firm’s market study equipped the portfolio company with a roadmap for expansion in the heat treating sector. By identifying key players, drivers and market trends, the private equity firm gained insights into new growth avenues. The study not only laid the groundwork for strategic add-on acquisitions but also provided a broader understanding of market dynamics, fostering informed decision-making.

The portfolio company was empowered to consider new technologies and approaches, aligning its offerings with the evolving demands of the automotive, aviation and industrial sectors.

The Road to AI Implementation: Strategic Planning, Data Management, Cybersecurity

What’s worse than not implementing artificial intelligence tools into your business?

Implementing them without a plan.

While it might feel like you’re falling further behind competitors every day you’re not adding AI to your tech stack, you’re better off waiting a little longer to get it right. Rushing out a half-baked product will only cause you more harm in the long run.

Let’s dive in to some of the key precursor activities for implementing artificial intelligence into your business.

Businessman touching the brain working of Artificial Intelligence (AI) in the futuristic business and coding software development on interface and synchronize network connection, IoT, innovative and technology of business.

Aligning AI with Business Strategy

As you choose your AI use cases, it’s essential to align them with your broader digital and business strategies.

Nik Kapauan, principal at Access Holdings, recently talked about this on a BluWave-hosted webinar, Activating AI.

“Your strategy for using AI obviously needs to tie to your broader digital strategy, which needs to tie to your broader business strategy as a firm,” Kapauan said. “I’d also bifurcate it because when we say AI, it’s a broad spectrum of things. You have your traditional analytics, which is descriptive analytics, just getting stuff on a screen and reporting. And then you have your more predictive analytics for predicting the future.”

In either case, Kapauan reiterated the importance of aligning with your overall goals, noting that predictive analytics allow for more flexibility.

“The way you’d approach that strategy is a bit more iterative, a bit more experimental,” he said, “trying to get use cases and experimenting as soon as you can to figure out where the value is.”

Tackling Data Challenges

Data is at the heart of any AI initiative. The service providers in our network say the number one hurdle businesses face to adding artificial intelligence tools is not having a good sense of data availability or hygiene, respectively.

“A lot of people want to jump to the model or the technology. ‘What if we could do this with customers?’ I think it’s really important to start with, ‘What is the space of data that we have at our disposal?’” Michael Woods*, the CEO of an AI consulting firm BluWave works with regularly, said in an interview. “Then just as importantly, ‘Do we have any sense of the inaccuracies or things that could really lead us astray in that data?’

On the AI webinar, Kapauan said that handling data is often the most significant part of large analytics projects.

“That centralization of data, the cleaning of data, the ongoing maintenance of data, is the lion’s share of the effort,” he said.

BluWave CEO & Founder Sean Mooney said the effort, however, is worth it.

“You’ve got to do the unglamorous data cleanliness part… the only thing worse than no data is bad data,” he said. “Keep [the data] good because it’s like a piece of equipment that’s gotta be maintained. Anytime there’s rotation and force in anything, it wants to lose calibration.”

READ MORE: AI Data Analytics: BI Tools

Change Management: A Key Component

Kapauan emphasized the need for a high-level leader to drive the change internally when significant changes are being made to the way a business operates.

“I think one of the biggest predictors of success is a champion inside the organization that could really own the vision and drive the opportunity. And often that’s the CEO or someone the CEO directly holds accountable for the digital agenda,” Kapauan said. “Having that leadership voice to set the vision and drive the organization and mobilize change is critical to success for analytics and any other kind of major digital transformation.”

Mooney added that this is a key part of change management.

“AI’s going be part of your strategy,” he said. “It’s a tactic, it’s not your strategy.”

Securing Your Data Assets

Finally, as businesses build up their data assets, it is vital to safeguard them.

“We want to make sure that we protect [our resources] from theft, making sure that if someone gets into our organization that they can’t pull that model out and take it with them to use somewhere else,” said Keith Thomas, the Cybersecurity Operations National Practice Lead at AT&T. “There are some ways that we protect using different security tools, and different security capabilities support the idea of a [data] model theft by attackers.”

Thomas also emphasized the importance of having a robust disaster recovery plan. If an AI system goes down, the team must be prepared to mitigate any negative impact on data and analytics.

“Even if it is to go to a manual approach, that’s OK. Having the plan is the most important part of that,” Thomas said.

Mooney pointed out that various resources are available to help businesses of all sizes protect their most critical asset: their data.

“Once again, we’re seeing this theme of, ‘failing to prepare is preparing to fail,'” Mooney said. “You’ve gotta do the work in advance. Not just even on the data and the analytics side, but also in protecting your data.”


BluWave has seen a rapid uptick in demand for AI-related services recently. What many firms lack, though, is the necessary foundation to get started.

Aligning your AI tactics with your overall business strategy, preparing your data, identifying an internal champion and protecting your data assets are crucial precursors to implementing these powerful new tools.

Whether you’re at a private equity firm, portfolio company or private or public organization, BluWave’s Business Builders’ Network is full of expert third-party AI resources. These highly vetted service providers can not only help you with the aforementioned preparations, but will also work with you to implement these tools.

Contact our research and operations team to learn more, and we’ll connect you with an industry specific expert to assist your digital transformation using artificial intelligence.

*Privacy is important to us. While the source and company name have been changed, these are real quotations from a real service provider in the BluWave Business Builders’ Network.

Buy-Side Commercial Due Diligence: What is it?

Commercial due diligence is a make or break process in mergers and acquisitions.

In buy-side due diligence, the focus is on the acquiring party, rather than the target company. This makes it distinct from sell-side due diligence, which is conducted by the organization that may be acquired.

“It’s standard operating procedure for private equity firms if they’re buying a company,” says Scott Bellinger, Bluwave’s co-head of research and operations. “No matter how good a company is, if the market is bad, it won’t succeed.”

Buy-side commercial due diligence looks extensively at the target company’s overall viability. It’s typically conducted by private equity firms, investors or other acquiring entities to evaluate risks and opportunities before signing on the dotted line.

We’re going to explore the key aspects of this process in private equity acquisitions, including financial analysis, commercial viability assessment and target company analysis.

Financial Analysis

Understanding a company’s financial health is a crucial aspect of buy-side commercial due diligence.

At this stage, the buyer reviews the target company’s financial statements, including balance sheets, income statements and cash flow statements.

A qualified finance professional can be invaluable in this step.

Market Size

Market size is also an important pre-acquisition consideration.

It helps identify potential financial red flags, such as declining revenue, which could suggest a shrinking market. If too many warning signs arise, the buyer may reconsider moving forward.

Working with an industry-specific service provider can help with this, saving your firm from a bad deal, or confirming a good one.

READ MORE: What is Commercial Due Diligence?

Total Addressable Market, Commercial Viability Assessment

A successful acquisition is contingent on the future growth potential of the target company. That’s why a commercial viability assessment forms an integral component of the process.

Here, the total addressable market (TAM) for the target company’s products or services is evaluated. Understanding the TAM provides insights into the potential growth and profitability of the target company, making it a critical metric for prospective buyers to consider.

Competitive Landscape

Another important factor is the competitive landscape within the target company’s market. This evaluation gives the buyer a comprehensive understanding of the company’s positioning, its main competitors and the regulatory environment in which it operates.

A thorough understanding of the competition and industry regulations can provide valuable insights into the target company’s resilience and adaptability in the face of market changes.

Target company analysis is another aspect of buy-side due diligence, and it usually comes toward the end of the process.

While the entire due diligence process evaluates a target company, the goal at this stage is to review operations, management and culture. This is how the buyer identifies issues that could affect the acquisition’s long-term success.

Voice of the Customer

Assessing customer satisfaction, identifying potential customer concerns and understanding customer loyalty can all help better understand the target company’s potential long-term success.

An exact-fit service provider will focus on things like customer lifetime value, retention and how products and services can be improved.

READ MORE: 5 Steps to an Effective Voice of the Customer Strategy

Target Company Evaluation

While the entire commercial due diligence process involves looking into the target, firms should also take a close look at a company’s operations, management and culture.

Before signing on the dotted line, it’s important that you not only align on values, but that the teams are a good fit for working together.

This also helps the buyer – usually a private equity firm – understand the potential synergies between the target company and their existing portfolio companies.


Bellinger says that working with an expert third-party to conduct buy-side diligence can be a huge advantage.

“You can get providers who have deep experience in a certain industry or certain types of companies that can perform the study on a lower cost profile than a brand name firm who will have to spend time getting up to speed,” he says. “Our providers already know everything about that industry and have prior experience.”

Buy-side due diligence is a critical process in private equity acquisitions, enabling buyers to make informed investment decisions.

BluWave has expertly vetted commercial due diligence resources on standby to provide comprehensive support during the buy-side due diligence process.

Our research and operations team will connect you with the best fit for your project, ensuring that you have access to the right expertise at every step of the process. Set up a scoping call today.

Bellinger adds: “We have the most amazing bench of buy-side commercial due diligence providers, so we know every buy-side firm in middle-market private equity.”

Streamline Your Business-Building Processes with the BluWave Alpha Center

At BluWave, we understand the challenges that proactive business leaders face in finding and engaging with top-tier service providers. That’s why we’re excited to introduce the BluWave Alpha Center, a cutting-edge portal designed to streamline your third-party sourcing, project management and data insights processes.

This AI-driven platform empowers private equity firms, portfolio companies, and private and public businesses to stay ahead of the curve and be at the forefront of modern value creation.

“We are excited to introduce the BluWave Alpha Center, a game-changing platform that empowers private equity firms to accelerate their business-building efforts,” said Sean Mooney, a former PE deal partner and BluWave’s founder and CEO.

Enhanced Collaboration for Maximum Efficiency

Collaborating effectively across teams is crucial in today’s fast-paced business landscape. With the BluWave Alpha Center, you can ensure that your entire team is on the same page. Our platform provides a centralized hub for insights, intelligence and white-glove service, facilitating seamless teamwork. From tracking evaluation processes to scheduling meetings, the Alpha Center simplifies collaboration, ensuring that everyone is working toward a common goal.

Accelerate Your Project Kickoff

In the private equity industry, time is of the essence. The Alpha Center enables you to kick off searches to get connected with the exact PE-grade third parties you require at the exact time you need them. By accessing your Alpha Center account, you can submit high-level criteria to our Research & Operations team and schedule scoping calls with ease. Our best-in-class third-party resources are just a few clicks away, allowing you to accelerate your project kickoff and make progress at the speed of private equity.

Efficient Project Management Made Easy

Managing projects efficiently is key to achieving success. The Alpha Center provides powerful project management tools that simplify the process and enable you to make informed decisions faster. Evaluate service providers, manage onboarding processes and track progress from initial review to contract signings all within a single platform.

This streamlines your project management, saves time and ensures that your deal processes stay on track, aligning with your key objectives and improving outcomes.

Centralized Data Management for Better Insights

Data management is often a challenge, with valuable information scattered across different platforms. The Alpha Center acts as a comprehensive repository, bringing together all your project insights into one place. Catalog projects undertaken through BluWave, access information on providers and capture feedback on past performance.

This centralized tool ensures that you can easily search and share valuable insights across your organization, reconnect with previously vetted resources and facilitate informed decision-making.

Real-Time Insights and Market Comparisons

Stay informed and benchmark your performance with real-time insights and market comparisons. The Alpha Center provides dynamic quarterly updates and detailed reports on project trends, the Value Creation Index and rising priorities in the industry.

Compare your personalized dashboard with these insights to ensure that you’re aligned with the market and leveraging the full potential of your third-party engagements.


The BluWave Alpha Center is more than just a platform – it’s a game-changer for private equity firms and businesses looking to optimize their business-building processes. With enhanced collaboration, accelerated project kickoff, efficient project management, centralized data management and real-time insights, the Alpha Center empowers you to make informed decisions, drive value and stay ahead of the competition.

“We’ve been working with a group of top PE firm beta users, taking their feedback and updating what will be a continually evolving resource,” BluWave Head of Technology & Insights Houston Slatton says. “We’re excited to support existing clients and welcome new ones to the next generation of BluWave.”

Discover the power of the BluWave Alpha Center by scheduling a demo today and unlock the full potential of your business-building strategies.

The Power of AI, Data Analytics in IT Due Diligence

In today’s interconnected business landscape, a company’s value and performance are largely influenced by its technological prowess.

That’s why IT due diligence is an essential component of any business transaction. IT due diligence is a key aspect of mergers and acquisitions, focusing on a comprehensive review of a company’s IT infrastructure, software, data management and cybersecurity measures.

READ MORE: What does your business need to implement AI tools?

This assessment identifies potential risks and opportunities, offering vital insights into compatibility and potential integration issues that may arise during an M&A transaction.

business analytics

The Role of AI and Data Analytics in IT Due Diligence

The emergence of Artificial Intelligence (AI) and data analytics has ushered in a new era of possibilities for IT due diligence. The capability to process large volumes of data, identify patterns, and make accurate predictions has revolutionized the traditional due diligence process, providing a more robust view of the target company’s IT landscape. These advanced technologies can illuminate potential IT risks, uncover hidden synergies and even predict the future performance and needs of the IT landscape.

The Value Proposition of AI and Data Analytics in IT Due Diligence

Incorporating AI and data analytics into the IT due diligence process offers a multitude of benefits:

  • Efficiency: AI’s capacity for rapidly processing and analyzing large data sets drastically reduces the duration of the due diligence process.
  • Accuracy: AI algorithms minimize the risk of human error, thus ensuring a more accurate analysis.
  • Predictive Power: AI’s ability to identify trends and predict future performance offers valuable foresight.
  • Cost-Effectiveness: By automating routine tasks, AI can result in significant time and cost savings.

Implementation of AI and Data Analytics in IT Due Diligence

The application of AI and data analytics in IT due diligence involves a step-by-step process:

  • Data Collection and Preparation: Comprehensive data on the target company’s IT assets and operations are gathered and meticulously cleaned and prepared.
  • Selection of AI and Data Analytical Tools: Appropriate AI and data analytics tools are chosen based on the unique needs of the due diligence process.
  • Analysis and Insight Extraction: This stage focuses on deriving meaningful insights that can guide the M&A decision-making process.
  • Reporting and Decision Making: The final stage involves presenting the findings in a comprehensible format, which can inform strategic decisions about the transaction.

Challenges and Risks in AI and Data Analytics for IT Due Diligence

While AI and data analytics offer significant benefits, their implementation isn’t without challenges:

  • Data Privacy and Security: Compliance with data privacy and security regulations is paramount during the due diligence process. It’s crucial to meet the standards set by regulations like the General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA).
  • Algorithm Bias: Algorithms can inadvertently perpetuate existing biases. Therefore, transparency and fairness in AI application must be ensured to avoid skewed analysis results.
  • Data Quality and Completeness: The quality and completeness of the data can significantly impact the success of AI and data analytics in IT due diligence. Poorly maintained or incomplete data can lead to misleading insights and flawed decision.

READ MORE: Benefits of Hiring an Interim CTO

The Future of AI and Data Analytics in IT Due Diligence

Looking ahead, the role of AI and data analytics in IT due diligence is set to grow:

  • Continuous Improvement in AI Technology: As AI technology evolves, we can anticipate more sophisticated tools offering deeper insights and greater accuracy, revolutionizing the M&A landscape.
  • Increasing Importance of Cybersecurity Assessment: As cyber threats proliferate, assessing a company’s cybersecurity practices is becoming increasingly crucial. AI can facilitate thorough cybersecurity risk assessment, adding an additional layer of protection during M&A transactions.
  • Real-Time Analysis and Predictive Modeling: AI advances could enable real-time analysis during IT due diligence, offering immediate insights. Improved predictive modeling capabilities could also facilitate forecasting of future IT needs, contributing to a comprehensive understanding of the target company’s potential.

To optimize the benefits of AI and data analytics in IT due diligence, organizations should consider developing internal capabilities or collaborating with external experts. With its expertise in connecting organizations with the right service providers, BluWave can be an invaluable partner in this journey. Whether you need assistance in selecting appropriate AI models, interpreting complex results, or mitigating potential risks, BluWave can guide you through the due diligence process, helping ensure successful M&A transactions.

Ready to enhance your IT due diligence process with AI and data analytics? Contact BluWave’s team today, and let us connect you to the perfect resource for your needs.

Marketing Due Diligence: Comprehensive Checklist

Marketing due diligence is the thorough analysis and evaluation of a company’s marketing strategy, with the goal of identifying strengths, weaknesses and opportunities for improvement. Conducting proper marketing due diligence can be the tipping point toward increased profits.

Digital marketing due diligence, an integral component, focuses on the company’s online presence and digital strategy. Expert outside help that intimately knows your industry can streamline this process.

Let’s talk about the different aspects marketing due diligence and why a BluWave-grade third party might be just the resource you need.

Conducting Marketing Due Diligence – Best Practices

Marketing due diligence is intertwined with your organization’s business plan, strategy and understanding of competitors and customers. It provides a foundation to determine if you could sell more to the same customers, use different channels or adjust your product messaging. Each component of the due diligence process provides insights that can optimize your business and accelerate growth.

Assessing the Business Plan and Strategy

Reviewing your business plan is a crucial part of marketing due diligence. It allows you to determine if your goals, targets and outlined strategies are still feasible and aligned with your overall marketing plans. Consideration of future marketing trends, innovation potential, scalability and adaptability to change should be central to this assessment.

It’s also important to stay vigilant about the legal side – industry-specific regulations and data protection and privacy laws can significantly impact an organization’s marketing efforts.

Assessing the Marketing Strategy

The digital marketing strategy is a key component of the main marketing strategy. Implementing digital marketing best practices such as maintaining a relevant social media presence, optimizing SEO performance and improving website usability and CTR is table stakes.

Furthermore, it’s important to note that good results from marketing campaigns don’t necessarily equate to profits. Focus on strategic goals like sales, profitability and customer acquisition. Understanding your target market and audience is key in this regard.

Analyzing the Competition

Competitor analysis is vital to understand how your organization performs relative to others. Identifying competitors’ marketing strategies, competitive differentiators and budgets can provide valuable insights. Uncovering their unique selling propositions (USPs) and identifying the advantage your company has can enhance your competitive edge.

Analyzing the Customers

Understanding your customers’ perspective can provide valuable insights into your marketing strategy. Identifying who your customers are, what values are important to them and what they want to see can provide valuable insights. It’s also beneficial to find out why customers like your company and what could potentially sway them toward a competitor.

READ MORE: 5 Steps to an Effective Voice of Customer (VoC) Strategy

Marketing Due Diligence Checklist

The process of marketing due diligence can be complex and extensive. Following a structured checklist can help ensure that all key aspects are covered.

Business Plan and Strategy Checklist

When assessing your business plan, consider the following questions:

  • What does the business plan look like?
  • Does the company have a clear plan for profits?
  • What are the competitive advantages?
  • How many goals does the company have? Are they realistic, well-defined and quantifiable?
  • Did you review data protection and privacy policies? Are there any industry-specific regulations to keep in mind?
  • Did you outline any future marketing trends, innovation potential, scalability or adaptability to change?

Marketing Strategy Checklist

For your marketing strategy, consider the following:

  • Does the company have a niche within the industry? Is it sustainable?
  • What is the company’s message? Is it clear within the market?
  • Is the brand recognizable?
  • What are the active channels? Could they be changed or expanded?
  • What marketing tools are being used?
  • How are you measuring results? What KPIs are you using?

Competitive Landscape Checklist

To fully understand your competitive landscape, consider the following questions:

  • What’s the overall company positioning in relation to its competitors?
  • What are the marketing dynamics?
  • How do company sales compare to competitors?
  • What is competitor pricing?
  • What are the main economic, competitive or regulatory risks?

Pricing and Margins Checklist

Pricing can significantly influence consumers’ decision-making processes. The point is not just to be cheap, but well-calculated. Consider these questions:

  • What does the price sensitivity analysis look like?
  • What’s the company’s pricing strategy (target pricing, margin pricing, etc.)?
  • Is the pricing structure sustainable? What could impact the pricing in the future? (e.g. rising electricity costs, raw materials costs, etc.)

READ MORE: Hire an Expert Pricing Consultant

Customer Checklist

Understanding your customers can give valuable insights. Ask these questions:

  • What does the customer analysis look like? What trends did you identify?
  • Is it possible to interview clients and build case studies?
  • Is there a potential for cross-selling?
  • Could the positioning be improved?
  • Can you measure the loyalty of your customer base?

Mastering marketing due diligence can be an intricate process. Fortunately, there’s a deep bench of niche-specific service providers on standby to help.

BluWave’s research and operations team can connect you with an exact-fit service provider to help you navigate your marketing due diligence. Take the first step toward optimizing your strategy by contacting BluWave.

In the Know: Make Confident Investments with Commercial Due Diligence

In an increasingly competitive private equity landscape, mastering commercial due diligence is integral to success. It offers a clear picture of potential investments, allowing firms to mitigate risks and assess value more accurately.

Our latest In the Know video explores how specialized service providers can help enhance your commercial due diligence process.

Partnering with a specialized provider offers comprehensive industry, customer and competitive analysis, extending beyond what a generalist group can provide. They offer:

  • Specialized expertise for informed decision-making
  • Detailed examination of market dynamics
  • Effective risk evaluation and mitigation strategies
  • Assistance in fair company valuation
Continue reading “In the Know: Make Confident Investments with Commercial Due Diligence”

Accounting Specialist in a Hurry for a PortCo

Service Area: Accounting Services: Commercial Diligence

Client Type: Large Cap PE Firm

Service Provider Type: Accounting Specialist Firm

Industry: Financial Consulting

The Need
Commercial Diligence: Accounting Services

A large-cap private equity firm was exploring an opportunity in the Accounting Services space and needed recommendations for a market study provider and a river guide who were deeply familiar with the industry.

The Challenge
Niche Need on a Timeline

The client required a market study to gain insights into the Accounting Services industry and understand factors such as reputation, decision-making processes and key selection criteria. Additionally, they needed a river guide who could provide expertise in areas like tech enablement, broader strategy and growth companies, without a strong emphasis on CPA background. And they needed it all as soon as possible.

How BluWave Helped
Exact-Fit Accounting Specialist

BluWave promptly presented the client with multiple industry-specific resources within a short timeframe. The client engaged the recommended service provider, an accounting specialist firm, which demonstrated extensive knowledge of the space. The service provider worked closely with the client to define the scope of the project and accommodated all requests.

The Result
‘Fantastic’ Service Provider

The market study delivered valuable insights into reputation, decision-making processes, and selection criteria within the Accounting Services industry. With the expertise and knowledge of the chosen service provider, the client gained a comprehensive understanding of the industry landscape.

“The service provider is fantastic. They are extremely knowledgeable about the space and were willing and able to answer our questions throughout. Responsive, thoughtful, thorough. I would absolutely work with them again.”

-PE Firm Vice President

Q1 2023 BluWave Insights: HR, Tech Take Center Stage

Every quarter our team analyzes the projects we work on with our 500+ PE firm clients to get a bird’s eye view of the market. We recently compiled our Q1 2023 findings into our BluWave Insights Report. You can request your copy and our client coverage team will be in touch.

Key findings from Q1 ’23 include:

  • Value creation activity is at an all-time high, matching Q1 2022.
  • Human capital remains PE’s primary area of focus at 45% of all Q1 activity, also matching an all-time high.
  • Technology remains a priority at 11% of all Q1 PE activity.

Learn more about the insights we gleaned from Q1:

We can support your value creation needs, human capital needs, technology needs, sales & marketing needs and more.

Strategic Sourcing and Procurement: What is It?

What is Sourcing Strategy and Procurement?

Strategic sourcing and procurement is a crucial process that aids businesses to balance revenue growth strategies, smart cost containment, sourcing and operations configuration.

“When the economy’s going down, people aren’t making as much money as before,” says Scott Bellinger, BluWave’s co-head of research and operations. “Even if they’re maintaining or increasing their sales, the cost is going up. Every dollar you can capture in a downturn is huge for business.”

The process entails a strategic outlook on possibilities and requires a well-executed implementation to achieve lower total cost and support revenue growth. In essence, the objective is to attain a balance between operational efficiency and financial performance.

“There are companies that are really trying to build out a platform that allows them to be a strategic sourcing provider to large manufacturers,” says one of our BluWave-grade service providers, Don Jenkins* of Supply Chain Management Co. “So they’re going to help them acquire components from around the world from suppliers. They’re going to administer those contracts. They’re going to handle the logistics of any regulatory issues that fall into that.”

CASE STUDY: More Than $14 Million Saved on Resin Procurement for Plastics Company

Strategic sourcing is an integral part of supply chain management that provides a systematic approach to assure timely delivery of goods and services and decrease the risk and costs involved in the supply chain.

Investing in supplier relationships is a key aspect of this process. Let’s look at it in more detail.

READ MORE: What is Commercial Due Diligence?

operational performance and improvement consultant

Examples of Strategic Sourcing

  • Outsourcing non-core products or services: A company could contract a vendor or supplier who can deliver products or services within the required time frame and without any delays or issues.

“I think where it gets more proprietary, a little more specialized, I think those areas are less likely to maybe outsourced,” Jenkins says. “Whereas when you look at kind of commodity products and commodity processes, that’s where the outsourcing’s probably more likely to happen.”

  • Creating partnerships with suppliers for key products: An organization might opt to centralize all purchases with a single vendor to avoid high delivery fees or fluctuating prices for goods.
  • Procuring commodities internationally: A business may identify a supplier or vendor who can provide multiple products or deliveries simultaneously from different regions around the world.

Best Practices for Sourcing Optimization

  • Spend analysis: Analyzing the company’s spending patterns to identify areas where costs can be reduced.
  • Establishing clear criteria for supplier selection and evaluation: Businesses can use scorecards or other formats to select the suppliers that best meet the company’s needs.
  • Negotiating contracts: This step helps organizations achieve the best possible terms and conditions.
  • Developing strong relationships: Building long-term relationships ensures a stable and reliable supply of goods and services. Third-party resources with existing supplier relationships are a great way to accelerate this step.

“The businesses are going to want to have strong relationships with those suppliers,” Jenkins says. “They’re going to handle all the logistics-related issues, and they’re going to administer those contracts.”

  • Advanced analytics: Identify opportunities for cost savings and supplier performance improvement through data. With the explosive growth of AI tools, this is easier than ever..
  • Focusing on total cost of ownership: The initial purchase price should not be the only factor when evaluating suppliers.

READ MORE: How To Analyze Sales Data: Resources, Examples, KPIs

Supply Chain Management Benefits

  • Cost savings through economies of scale: By consolidating purchases and leveraging their purchasing power, companies can achieve cost savings through economies of scale.
  • Improved efficiency: Strategic sourcing can help improve the efficiency of the procurement process by reducing the time and resources required to identify and evaluate suppliers.

“There’s not a large variance in pricing that exists because of the nature of the commodity product,” Jenkins says. “So you have different areas of the world, potentially, where you can go to get that product, and the magic is just having someone that can organize it, find it, administer the contract, get the logistics set up.”

  • Access to expertise and technology: Organizations may access to expertise and technology that they may not have in-house. This can help improve the quality of products and services and reduce costs.
  • Improved supplier relationships and performance: Strategic sourcing involves building long-term relationships with suppliers. This can help improve supplier performance and reduce risk.
  • Reduced risk: By building strong relationships with suppliers and implementing a supplier relationship management program, companies can reduce the risks associated with their supply chain.
  • Increased agility: Businesses that correctly implement strategic sourcing can more quickly respond to changes in the market.

“It’s like ‘What pieces of what we do can we outsource, not have to have our full-time resources committed to this and still get the job done?'” Jenkins says of companies’ approach to strategic sourcing. “In what cases does it make sense to outsource a product or service or process as opposed to trying to do it yourself?”

CASE STUDY: Offshoring Experts Sought To Save Time, Lower PortCo’s Operation Costs

Steps for Implementing Procurement Management

Businesses are concerned with two types of procurement: indirect and direct.

Indirect procurement means cutting costs from anything that’s not core to the business product or service being done. Examples include company cars, postage, travel spend, telecom providers, and pens and pencils, to name a few.

Bellinger says expert third parties are highly motivated to help with this.

“The benefits would be that you can engage a firm that can take out costs of your business for non-core expenditures,” he says. “The beauty of it is these groups work off of a gain-share model, so they have an incentive to help you save money.”

Direct procurement, on the other than, is related to lowering COGS via things like components, manufacturers and resource suppliers.

“As your supplier base continues to raise prices, you want to engage direct procurement groups that can resource your suppliers on a lower cost profile,” Bellinger says.

  • Step 1: Assess your current procurement process: This involves analyzing your current procurement process to identify areas for improvement and opportunities for cost savings.
  • Step 2: Identify products or services to outsource: This involves identifying the products or services that can be outsourced to achieve cost savings and improve efficiency.
  • Step 3: Evaluate potential suppliers: This involves evaluating potential suppliers based on criteria such as cost, quality, reliability, and delivery time.
  • Step 4: Negotiate contracts and establish service level agreements: This involves negotiating contracts with suppliers to achieve the best possible terms and conditions, and establishing service level agreements to ensure that suppliers meet the company’s requirements.
  • Step 5: Monitor and evaluate supplier performance: This involves monitoring supplier performance to ensure that they are meeting the company’s requirements and taking corrective action if necessary.

Factors to Consider for Strategic Sourcing

  • Proprietary technologies and products: Organizations should assess whether outsourcing will compromise their proprietary technologies and products that give them a competitive edge.
  • Customer relationships: Firms should also consider the impact on their customer relationships, particularly if they have strong ties.
  • Commodity products and processes: Businesses may want to outsource commodity products and processes that do not provide a competitive advantage. This can help them reduce expenses and enhance productivity.
  • Cost savings: Enterprises must evaluate the possible cost savings that can be attained through outsourcing.
  • Supplier capabilities: Firms should assess the abilities of potential suppliers to ensure that they can meet the company’s requirements.
  • Risk management: Organizations must consider the risks associated with outsourcing and take measures to mitigate those risks.

“There are companies that have built up a network of supply sources and a network of transportation solutions to get a product from A to B,” Jenkins says. “If you’re a large manufacturer, and this happens to be a product that you don’t deal with every single day in large quantities, but every once in a while you need it, and when you need it, you need it badly, that is a pretty good candidate for an outsource relationship.”

READ MORE: How To Raise Prices Strategically with Sales Team Buy-In


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