Rabin Martin, a global health strategy firm headquartered in New York helps their life sciences and non-profit clients develop new access strategies and execute strategic communications and PR. They approached Equiteq to help them define and communicate their offering to the market and provide focus to the elements driving revenue growth in order to achieve a successful sale. Rabin Martin was acquired by Omnicom Group, Inc., a world leader in global marketing and communications. Equiteq acted as the exclusive financial advisor to Rabin Martin.
The client's situation
Rabin Martin is a strategy consulting firm that primarily works with top global pharma and the largest foundations on highly strategic market access, communications and PR projects involving new markets and very visible corporate reputation and social impact programs. As the Rabin Martin management team transitioned to new leadership they required an outside perspective to help define their market positioning and communicate it to the market. There was also a need for greater focus on the elements driving revenue growth including sales systems and the efficient deployment of consultants at their largest clients.
During our multi-year relationship, Equiteq conducted a series of workshops designed to provide a clear roadmap to help Rabin Martin accelerate growth, reduce the risks to the firm’s future and go fully prepared into the M&A market. We facilitated the creation of a unifying and compelling Unique Value Proposition enabling Rabin Martin to strengthen their business development and accelerate revenue growth. We conducted a margin analysis, provided guidance on how to align their market proposition with their operating model and identified areas where intellectual property could be created to enhance the firm’s value. Equiteq provided on-going executive coaching to the leadership team to support a successful organizational change program and help overcome obstacles to growth. We then leveraged our unique market insight to find the best fit from interested buyers from the fields of consulting and marketing communications and acted as exclusive financial advisor in the successful sale of Rabin Martin to the Omnicom Public Relations Group.
Shareholder exit goals & deal rationale between buyer & seller
This deal enabled Rabin Martin to access a larger global platform to accelerate the next phase of growth as well as ensuring the legacy of the business and its mission to help improve global healthcare. In addition the deal provided a growth in development path for the team of energetic, ambitious and motivated employees.
Omnicom Public Relations Group is a diversified global leader in traditional marketing services as well as communications and PR. The transaction gave them significant additional capabilities in strategic communications in the healthcare and life sciences market to broaden the suite of services they offer to their clients.
How did Equiteq deliver value to the client
Equiteq worked with Rabin Martin over a 2-year period prior to launching a sale process. Using Equiteq’s EGA (Equiteq Growth Accelerator) tool, our client was able to:
- Increase their Equity Value significantly
- Enhance growth through diversifying the client roster and adding 10 new clients
- Improve forecasting accuracy through the use of analytical tools.
Equiteq were able to specifically enhance areas that directly contributed to a successful transaction for Rabin Martin, including:
- Focusing the firm’s messaging on their unique capabilities
- Building quantitative tools to enhance selling and demonstrating their pipeline to potential buyers
- Coaching a mission driven culture through an understanding of the commercial imperative and importance of financial targets.
Read more about our health practice