One Bold Decision That Led to a 20X Growth in Revenue

Built To Sell Radio Episode #343

In 2009, Raman Sehgal started a small marketing company called ramarketing. In 2015, frustrated with the company’s progress, Sehgal decided to analyze his business.


That’s when he discovered something interesting.

Ramarketing’s most valuable customers (low-maintenance, sticky, high gross margin etc.) were in the pharmaceutical industry.


Sehgal immediately pivoted the company to solely serve clients in the pharmaceutical supply chain. Focusing on big pharma worked. Ramarketing grew from $500,000 in revenue in 2015 to around $10 million by 2022, which is when Sehgal accepted an acquisition offer from NorthEdge Capital of more than 10X EBITDA.


During today’s episode you’ll learn how to:

  • Become meaningfully specific.

  • Delegate lower value tasks using one simple hack.

  • Minimize your risk of getting re-traded.

  • Maximize your multiple using an unconventional marketing tactic.

  • Utilize a bold technique to increase your leverage in a negotiation to sell your company.

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More About Raman Sehgal

Having founded several niche companies, Raman has grown ramarketing (headquartered in the UK’s North East with a presence in Boston, MA) beyond what he could have imagined. A $multi-million, PE-backed, international digital, design, and content marketing agency, with over 60 employees and growing, supporting clients in the life science space worldwide to raise their profile and generate leads.


Today, as an entrepreneur and ramarketing’s Global President, Raman is an international best-selling author, keynote speaker, blogger, guest lecturer, and Forbes Agency Council Member.


Raman is also co-founder of Lead Candidate, a specialist talent acquisition partner for the pharma and biotech outsourcing space, and the host of an industry-leading pharmaceutical podcast – Molecule to Market, where he takes listeners inside the outsourcing space of the drug development and manufacturing ecosystem.


Definitions

Total Addressable Market (TAM): The Total Addressable Market (TAM), also referred to as total available market, is the overall revenue opportunity that is available to a product or service if 100% market share was achieved. It helps determine the level of effort and funding that a person or company should put into a new business line. Source.


Confidential Information Memorandum (CIM): A confidential information memorandum is a document prepared by a company in an effort to solicit indications of interest from potential buyers. The CIM is prepared early on in the sell-side process in conjunction with the seller’s investment banker to provide potential buyers with an overview of the company for pursuing an acquisition. The CIM is designed to put the selling company in the best possible light and provide buyers with a framework for performing preliminary due diligence. Source.


Letter of Intent (LOI): A letter of intent (LOI) is a document declaring the preliminary commitment of one party to do business with another. The letter outlines the chief terms of a prospective deal. Commonly used in major business transactions, LOIs are similar in content to term sheets. One major difference between the two, though, is that LOIs are presented in letter formats, while term sheets are listicle in nature. Source.


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