So you've defined your Ideal Customer Profile (ICP) – now what? If your ICP is just a slide in your strategy deck, it’s useless. So how...

How to navigate GTM discussions in private equity board meetings: what to expect, where it goes wrong, and how to make it count.

In 2007, the UK’s staple Pan-Asian restaurant chain, Wagamama, decided to make the big leap across the pond, opening their first US...

When assessing an investment opportunity, balancing short-term risk and long-term opportunity is critical. The go-to-market value...

Having recently joined Coppett Hill, I’ve quickly come to appreciate how central go-to-market (GTM) strategy is to the work we do. When I...

In the first part of this two-part series, I shared some of the basics of value creation in private equity from the perspective of an...

We’ve explained the concept of value creation previously, but in this post we’ll focus specifically at the other end of the private...

We are still in our relative infancy at Coppett Hill. Dave, our founder, set up Coppett Hill ~14 months ago - we imagine that the way the...

"Value Creation" - it's one of the most common terms in private equity today. Increasingly, more private equity firms have in-house value...

I’ve never been a fan of popularising a management theory or tool unless I’ve been able to use it myself and achieve practical success....

Have you sat in a Management or Board Meeting of a company in the Business Services sector and thought: ‘how can we get more customers?’...

Your sales team is telling you one thing, your finance team is reporting another, and your cash position doesn’t quite add up. This...

Among the many ‘data gathering’ approaches that I learned as a strategy consultant, I always found mystery shopping to be one of the most...

I once sat in on an expert interview at the start of a market research project, as a silent observer. I had to bite my tongue as the...

Most of us have probably at some point written a list of the pros and cons, or advantages and disadvantages, of a particular decision in...

I’m fascinated by nominative determinism – the notion that our names can influence our professions or personalities. Usain Bolt, William...

'Would you tell me, please, which way I ought to go from here?' If there was one lecture at university that impacted my professional path...

Compared to its importance in post-deal value creation and frequency of discussion around the board table, Customer Acquisition rarely...

Have you been frustrated by conversions about pricing you’ve had as part of a Management team, or as an investor? Throughout my time as...

I’ve run more than fifty primary customer research exercises and have probably made every mistake there is to make. This is one of those...