Driving $21M Revenue and $11M EBITDA Uplift for PE-Backed Company
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September 07, 2026
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A PE-backed flexible packaging company generating $300 million in annual revenue was facing multiple periods of stagnant growth across core and non-core entities, as well as significant headwinds to top line and EBITDA growth. The client partnered with FTI Consulting to develop a credible demand forecast for its lender report, redesign the sales compensation plan and overhaul the commercial meeting cadence to drive volume and hit financial targets.
Our Impact
- After identifying a demand shortfall of over 5 million lbs. of goods and creating the Revenue Command Center, a cross-functional coordination mechanism spanning commercial and operations the client gained, the client identified an estimated $21 million to $27 million (11%–15% incremental) in recoverable volume impact during the remaining fiscal year.
- The client rolled out a new pricing model, tailored by product type and customer segmentation, which delivered up to $11 million (approximately 11%) in EBITDA uplift, supported by scenario testing and targeted pricing adjustments across the customer portfolio.
- The client saved an estimated $600K to $2.5 million (3% to 12%) in labor and expanded spend scope to consolidate indirect spend baseline across business units, with sourcing opportunities of $2.6 million to $5.7 million (3% to 6%).
Our Role
- FTI Consulting coordinated and led cross-functional workshops across the commercial and operations teams to accelerate opportunity capture and conversion into sales volume, while developing a demand shortfall tracker to assign specific action plans and drive resolutions to secure business.
- Using newly standardized sales forecast by region, sales representative, industry and product type, our experts incorporated ongoing initiative figures for the lender presentation and conducted a sales representative-level survey to validate assumptions and inform the current and next year’s budget.
- To support the organization-wide launch, FTI Consulting designed and delivered an on-target-earnings aligned compensation plan with a £209 million total quota goal and customized breakdowns by sales representative, alongside building a commission simulator, incentive plan letters and townhall materials.
- FTI Consulting was retained for an additional 8 weeks beyond the initial four-week assessment to oversee action plan setting and achievement of the original forecast, establishing the foundation for the company's lender report and go forward budget exercise.
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Published
September 07, 2026
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