Who’s the customer? Rethinking commercial due diligence in the construction products sector

Commercial due diligence (CDD) is a critical part of any private equity investment. But when investing in a construction products business, understanding the customer isn’t always straightforward.

Buying decisions in the sector can involve a complex mix of end users, contractors, merchants, specialist subcontractors and specifiers. As a result, traditional customer interviews may only tell part of the story.

In a new joint article, Jules Quested-Williams, Founder and Director of Built for Marketing, and Matt McNally, Director of Armstrong Transaction Services, explore how the CDD process could be enhanced to provide a clearer picture of a construction product manufacturer’s market visibility, reputation and potential for growth.

They look particularly at the importance of the specifier market to long-term growth and consider how bringing expert marketing analysis into the due diligence process at an earlier stage could help investors assess the strength of a business plan – while creating a smoother transition from investment to delivery.

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Who’s the customer? Augmenting the commercial due diligence process for private equity investments in the construction products sector