This website uses cookies so that we can provide you with the best user experience possible. Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which sections of the website you find most interesting and useful.
The Marlowe Model
Our vision is to build the clear market leader in each of our compliance service markets. These markets are highly attractive and increasingly relevant and we are well-positioned to benefit from the ever-increasing needs of organisations for compliance.
The Group’s defensive qualities, recurring revenues and strong earnings visibility, alongside its well-established channels to market, growth characteristics and ability to accelerate growth through targeted M&A, position us strongly to continue to create sustainable shareholder value.
Organic Growth
The markets we operate in have strong structural tailwinds which we then leverage further through our scale and organic initiatives.
Evolving regulations, an increasing regulatory burden coupled with a strong corporate focus on employee health and safety are driving the demand for Marlowe’s services.
On average, our markets grow at around 5%, and we have historically outperformed this growth rate thanks to our scale and cross/up-sell capabilities.
Across our business lines, we often share the same channel to market which presents opportunities to up-sell and cross-sell.
Our typical customer is a head of compliance or health & safety who is responsible for procuring multiple business-critical services.
This gives us a competitive advantage against single-service providers because customers prefer to procure a package of compliance services from one supplier.
Marlowe currently provides business critical services to approximately 27,000 clients and is increasingly attractive to clients who require a single outsourced, nationwide, provider of a comprehensive range of compliance services.
We consolidate our customers on our central CRM to enable effective targeting and selling of Marlowe’s compliance services.
This cross-selling generates incremental revenue and helps us to outperform market growth and generate organic growth in the mid to high single digits.
Marlowe benefits from deep and long-lasting client relationships with has high renewal rates thanks to the non-discretionary nature of our services and the high standards of service that we achieve.
The switching costs of changing provider and the business-critical nature of our service provision make change inconvenient and undesirable. We keep clients on average for over ten years.
Our Acquisition Strategy
Through our deep industry knowledge and inhouse expertise we are able to identify strategically complementary bolt-on businesses.
The markets we occupy are extremely fragmented where we estimate we only occupy c.4% and yet we are a top 3 player. We see significant opportunities for bolt-on acquisitions at attractive multiples to deepen our presence and compound shareholder value.
We enable businesses to reach the next level. Whilst we fundamentally believe in empowering our management teams, Marlowe is not a passive investor in the businesses it acquires.
The Marlowe team has a very close relationship with each business and works with its management team. We invest in people, operational systems and improvements in technology all with the aim of improving standards of service, which in turn generates increased organic growth.
We inject pace into our businesses whilst providing a platform which allows our management teams to focus on profitable growth.
We create value through organic investment, utilising our resources and re-investing generated cash to accelerate the growth of acquired businesses.
We maintain a strong and continually evolving pipeline of potential bolt-on acquisitions. We are adept at quickly identifying, negotiating, and executing these types of deals.
Our integration processes are well rehearsed. We have built two businesses of scale and there is no longer need for large integration programmes. We are targeting acquisitions which we can easily integrate and where our management teams can bring about efficiencies and realise strategic synergies.
We are able to develop a close understanding of our customers’ needs which equips us well to delivering further services to address those needs.
Realising strategic synergies across the Marlowe Group provides a competitive advantage that can further accelerate growth.
We ensure that customer relationships are shared across different Marlowe businesses, enabling cross-selling of services which when successfully executed binds our relationship with the customer more firmly.
Our Integrated Process for New Partners
We are experts in integration and enable businesses to reach the next level.
The Marlowe team has a close relationship with each and every business that joins the Group. We are experts in delivering integration programmes. We empower management teams, invest in people and technology, and provide operational and financial resources to deliver accelerated growth.
Businesses that join the group tend to share a similar channel to market to our own with similar client decision makers.
Through our ever-increasing scale the Group benefits from a very large customer base. New acquisitions can leverage these relationships which provide significant opportunity for cross-sales.
We have deep industry knowledge and great dialogue with our customer base allowing us to realise opportunities in our acquisitions’ existing services.
Our decentralised operating model gives our divisions considerable autonomy within a well-defined strategic and disciplined framework.
Our managers are empowered to make the decisions that they need to grow their businesses in their markets.
Our model seeks to enable our companies to retain the agility of entrepreneurial private businesses whilst providing them with the resources of a larger listed company, that helps them unlock their potential and stewards their rapid growth in a way that ensures that all the key stakeholders are focused on value creation.
We focus on top-line growth, margin expansion and effective integration into the Marlowe Group.
Our technological infrastructure, expertise and investment act as a growth enabler.
Businesses that join the group can leverage this digital expertise. We use technology as a key differentiator in the compliance market and we provide the operational and financial backing to allow our businesses to reach their digital ambitions.
Marlowe have a tried and tested approach when it comes to sales and marketing.
As part of our integration process, we work with acquired businesses to enhance their sales & marketing approach and capabilities. Our sales experts identify opportunities to enhance account management, upsell & cross-sell, strengthening and building client relationships.
Our marketing teams are experts in push and pull marketing, digital and campaign or content-led initiatives.