top of page

Case Studies - 1


This is a sample of engagements completed 

Portfolio Strategy

Situation: The client wanted to develop a national market growth strategy for the personal injury insurance business which would achieve a step change in revenue in a 1-3 year time frame.


Approach: A state wide analysis was conducted that factored in legislation trends, ability to influence key stakeholders, market growth potential, competition analysis and profit potential. Several internal and external stakeholders were engaged in developing scenarios. A series of initiatives were generated for each state and evaluated against criteria (strategic importance, financial returns, risks and internal constraints).


Results: Six discrete initiatives were approved by executive management for investment and implementation over a 1-3 year period that pooled internal resources from strategy, sales, operations and government relations. 

New Market Development 

Situation: The client wanted to develop a new market (state) entry strategy for an existing product.


Approach: The attractiveness of a new market was assessed against several criteria including growth potential, financial return, potential changes in political and legislative environment and potential competitor response. An entry strategy was formulated with a special pricing and advertising strategy, which was approved by the investment committee for implementation.


Results: A profitable revenue stream has been established in a new market, which has achieved rapid growth.


Situation: The client wanted to assess options to enter a new market with a suite of new specialty products


Approach: An evaluation of the size and attractiveness of a new market segment at a particular stage in the product life cycle of a suite of specialty financial services products was performed. Options to develop expertise and manufacture in-house vs. seeking external partners were analysed against set criteria including time to market and opportunity window, marketing expertise, product knowledge etc. Four potential acquisition targets were evaluated and explored in detail. A recommendation to acquire one shortlisted target company was presented to the investment committee which was subsequently approved.


Results: Negotiations are underway for acquisition of the target company.

Channel Economics and Distribution Strategy

Situation: The client wanted to develop a framework to measure and manage the true profitability of five (indirect and direct) channels used for distribution of products nationally.


Approach: A detailed framework and model was established using data from multiple systems to measure the profitability of channels. Revenue, direct and indirect (activity based) costs was used to build the model to provide real time information that created the fact base to continuously refine distribution strategy. A separate analysis was performed on current and alternate third party remuneration structures.


Results: The profitability model gained acceptance framewok to a) refine distribution strategy b) provide a fact base for future investment c) create a benchmark for continuous improvement d) improve segmentation rules within the third party channel and d) align KPIs and third party remuneration structures (in progress).

bottom of page