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Direct Marketing

Today, most direct marketers face a similar set of challenges and opportunities - shifting consumer sentiments, changing technology and a closely scrutinised regulatory environment. FTI Consulting professionals, using their expertise and experience, have helped direct marketing companies the world over address some of the most transformational events the industry has ever experienced. We have helped clients adapt their business models to today’s business realities and requirements so they can thrive amid this era of dynamic change.

Our Service Offerings

Strategy & Implementation

Helping direct marketers face changing technology and consumer preferences requires the cross-disciplinary analyses, skills, processes and technology solutions provided by FTI Consulting. We help direct marketing companies tailor go-to-market strategies that drive revenues, optimise content delivery and control costs.

Our clients need immediate results, and our professionals determine key operating metrics and best practices that help migrate product and service offerings across a broader range of customer segments, geographies, products or channels; improve customer acquisition and retention economics; ensure proper labour arbitrage (outsourcing); and identify revenue leakage to drive revenue increases.

Profitability Improvement

We use a disciplined approach to creating sustainable, measurable improvements in return on investment, cash flow and enterprise value. To maximise effectiveness, FTI Consulting draws on the perspective gained from work on more than 200 engagements, understanding of industry best practices for key operating metrics, our proprietary company database and the knowledge of how to adapt and adopt those experiences to the specific situation at each individual client company. In the rapidly changing, competitive newspaper environment, FTI Consulting approaches profitability improvement in two broad categories:

Revenue accelerators

  • Customer segmentation and profitability analysis
  • Channel development
  • Organisational design (traditional and digital)
  • Sales processes and salesforce effectiveness
  • Customer satisfaction scoring and retention
  • Service delivery process efficiency
  • Price optimisation
  • New product development

Cost efficiencies

  • Organisational cost structures (traditional and digital)
  • Strategic outsourcing
  • Performance management
  • Financial planning and analysis improvement/key performance indicator dashboards
  • Working capital optimisation
  • Information technology rationalisation/operating model
  • Change management

Digital Performance Improvement

FTI Consulting uses a disciplined, data-driven approach to achieve revenue growth and cost reduction. Drawing on databases of operating metrics, industry best practices and the expertise of our industry professionals, we deliver practical solutions to improve pricing strategies, inventory segmentation, audience engagement, sales funnels, cost per thousand rates and other operating metrics. Our technology professionals help companies improve their digital infrastructure to fit seamlessly into digital ecosystems and integrate analytics throughout a company.

Merger Integration/Carve Outs

Using our extensive experience in identifying and quantifying merger synergies, we develop operational integration and project management implementation plans that reduce the time needed to speed integration and achieve synergy for medium-sized and large companies.

To help management frame issues that ensure that integration objectives and timetables are met, the FTI Consulting Merger Integration group draws upon extensive operational process management experience in carve-outs, detailed integration and operations planning and best practices.

Valuation

With more than 1,350 transactions completed, our valuation experts understand the complexities of analysing assets and businesses in both dynamic and declining markets. Our professionals bring a unique depth of financial and practical experience to all our valuation engagements. Also, by leveraging our significant industry expertise, we specialise in assessing the value of intellectual property and intangible assets. For many years, Thomson Reuters has recognised FTI Consulting as the premier firm for content and intellectual property valuation and business forecasting.

Financial opinions and valuation services include:

Transaction-Based Opinions

  • Fairness opinions
  • Solvency opinions
  • Collateral valuation opinions
  • Intellectual property and intangible asset valuation opinions
  • Going concern valuation opinions

Financial Reporting Opinions

  • Purchase price allocation and goodwill impairment (ASC 805)
  • Portfolio valuations for private equity funds, hedge funds, banks and other capital market constituents (ASC 820)
  • Incentive compensation, options and “cheap stock” (ASC 718)
  • Revenue recognition for multi-element licensing arrangements (ASU 2009-13)
  • Derivative valuation opinions (ASC 815)

Tax Planning and Reporting Opinions

  • Estate and gift tax opinions
  • Enterprise, minority interest and non-marketable minority interest for business and asset valuations
  • Equity/share-based incentives and compensation for services (IRS Sec. 409A)

Investment Banking

We combine our extensive industry experience and contacts with investment banking/transaction execution expertise to convey a company’s key value drivers (and risks) to potential buyers, sellers and financing sources in a way no one else can.

To help consummate transactions, our FINRA-regulated investment banking subsidiary, FTI Capital Advisors, LLC, leverages our industry-specific, extensive operational expertise of our clients to provide insight and understanding that drive value and overcome obstacles.

FTI Consulting has been distinguished among financial advisers for assisting clients in the development of financial forecasts to complete merger and acquisitions and financing transactions and for use in a wide variety of other situations. These include assessing the economic potential and viability of certain business segments or operations and developing long-term strategic plans and alternatives.

Restructuring

FTI Consulting has led the restructuring league tables consistently, thanks to our team’s in-depth, industry-specific operational experience and world-class financial expertise. We have represented a major constituent in nearly every major telecommunications, media and technology restructuring in the last 10 years and very likely every major direct marketing company restructuring as well.

We approach restructuring with industry-specific knowledge plus bankruptcy and reorganisation skills. We have a highly respected track record of stabilising over-leveraged companies, resolving balance sheet issues, assessing operations, restructuring debt and maximising value to constituents.

FTI Consulting is well-known for mobilising the specialised, highly experienced services needed for each unique situation. Our restructuring team helps clients improve liquidity, conserve cash and manage working capital with services that include:

  • Contingency planning
  • Stakeholder negotiation
  • Divestiture analysis
  • Debtor-in-possession and exit financing options

Strategic Communications

The Telecommunications industry team within our Strategic Communications practice includes sector experts with experience representing a broad range of organisations and companies, from start-ups to multinationals. Our clients benefit directly from our comprehensive suite of integrated communications services enhanced by the team’s relationships with key influencers, including:

  • Corporate and employee communications
  • Financial communications
  • Public affairs
  • Creative engagement
  • Strategy consulting and research
  • Crisis communications
More Info

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