Victanis, management consulting firm in the Utilities sector

The Groupe CLAIRE specializes in products and solutions for the distribution of drinking water (connections, valves, meters, hydraulic equipment). It is also developing innovative systems for better monitoring and controlling the drinking water supply network.

Our client had two challenges:

1) To enhance its value proposition, it needed to move from a being supplier of products (such as valves) to becoming a provider of effective management solutions to help manage drinking water networks.

2) To establish itself as a European player with a particular focus on Germany and the UK as priorities.

As a first step, Victanis studied the German and UK drinking water markets to better understand the important differences with France in terms of structure, technologies and standards, distribution models and the nature of end customers.

• In the United Kingdom and Germany, Victanis conducted a search for companies corresponding to the Groupe CLAIRE’s  strategic goals: similar companies were approached as well as companies contributing to the development of the new high-value proposition of the group.

• In parallel and to improve its position in Europe, Groupe CLAIRE created a German subsidiary. 

Victanis supported our client, Groupe Claire, in the acquisition of the German company FAST GmbH, marking Groupe Claire's first acquisition outside of France.

At the time, FAST was the only company within the group focused on improving the quality of drinking water networks.

Due to cultural differences and integration challenges within the group, Victanis was tasked with supporting FAST during its integration process.

• Groupe Claire invited a Managing Partner of Victanis to join the FAST Board, a governance body established and led by Groupe Claire's CEO.

• Thus, for the past five years, Victanis has played a role in advising the group's CEO and FAST's leadership on decisions related to operational, commercial, and HR matters, as well as providing ad hoc support to FAST's management in addressing specific challenges.

The Founder and CEO of Sépia Conseils, a company renowned in France and internationally for its expertise in water management and sustainable territorial development, sought a succession solution that would secure the company's future and preserve its core identity, while ensuring the financial transaction provided optimal value.

Two water-specialist groups, as well as Sépia Conseils employees, were candidates for the takeover. It was within this context of managing a transaction, based on the financial and succession criteria defined by the Founder, that Victanis stepped in and accepted the mission.

• Victanis' role was first to inform and advise its client in managing a sale process involving a variety of different types of potential buyers, with whom the Founder had already held preliminary discussions.

• Victanis began by aligning all potential buyers to a 'common starting point,' structuring the process, and leading the negotiations. This approach, through various iterations, enabled the indicative offers to evolve, providing the seller with the necessary elements to select a binding offer, which was then finalised through the signing of the sale agreement and the closing of the transaction.