Strategy Projects

3-year global growth strategic plan

American GDS - Global

flying plane

QUESTION

  • A Global Distribution System (GDS) company was faced with technological disruptions, resulting in a decrease in transaction fees primarily attributed to disintermediation
  • The client approached us to gain clarity on market evolutions and explore strategic alternatives to reposition their company

RESULT

  • Market overview: new competing channels and players, trend within the hospitality market
  • Business adjacencies (business models, services, and offer) and strategic options
  • 3-year strategic and financial plan including organic growth, acquisitions, and partnership initiatives

APPROACH

  • Analyses of the implication of technology disruptions on the entire travel value chain and consumer habits
  • Analyses of the competition’s (incumbent and new players) business models, revenue models, operating models, market shares, revenue, and profit growth
  • Review of our client’s current capabilities and business positioning
  • Development of a value space map
  • Development of strategic options based on the identified value space and the company's capabilities and assets
  • Assessment and prioritisation of strategic options
  • Development of the 3-year detailed vision, business and financial plan, and roadmap
  • Several workshops with the Executive Board

CLIENT FEEDBACK

“The team has done excellent work. Their approach to analysing the situation made our options clear.”

Corporate Strategy - Adjacencies / Repositioning

Corporate Strategy

French ecommerce leader - Europe, USA

laptop with sun glasses on table on the beach

QUESTION

  • A leading online player in the hospitality industry sought ways to further monetise their assets, including their brand and qualified customer database

RESULT

  • A joint venture was set up with a global specialised travel agency allowing both companies to generate additional value:
    • Our client capitalised on their partner’s products, IT, and processes to generate more value
    • Our client’s partner, previously unknown and absent in France, rapidly entered the French market leveraging our clients’ brand and qualified customer base

APPROACH

  • Development of an extended value space mapping based on the company's assets and adjacent markets
  • Description of potential business options where the company’s assets could create value
  • Valuation of business options and description of the assets and capabilities needed to enter adjacent markets
  • Assessment and ranking of the business options (attractiveness, accessibility / feasibility, complexity, level of risk)
  • Choice of a preferred business option: joint venture with a major player in the tourism sector (different types of players considered)
  • Development of joint possible business plans with each type of player
  • Identification of the players to approach, development of the pitch and approach of potential partners
  • Negotiation rounds (JV principles, business model, financials, and calculation of the percentage of shares in the JV based on the valuation of the assets brought on both sides)
  • Deal agreement and high-level implementation road map

CLIENT FEEDBACK

“Thank you to the team. We made this valuable deal happen.”

Internationalisation strategy

French specialised mortgage and credit bank – Europe

3d model of white house

QUESTION

  • Our client wanted to expand its French real estate mortgage operations across Europe and needed to identify the best market and entry strategy
  • Market specifics: highly regulated, maturity, dynamics, and risk levels, varied by country

RESULT

  • The decision was made to expand the operations in a Scandinavian country where the market attractiveness, level of investment, ROI, risk level, and implementation timing were compatible with the company’s ambitions

APPROACH

  • Identification of a preliminary list of European countries based on high level criteria – 6 potential countries
  • Description of selected countries real-estate and mortgage market: demand, competition intensity, regulation, average profitability of similar specialised bank
  • Ranking of countries based on accessibility, attractiveness, and risk
  • Description of implementation scenarios (e.g. “greenfield”, partnership, acquisition)
  • Selection of 2 countries
  • Identification of potential partners
  • Development of a business and of an implementation plan
  • Approach of potential partners

CLIENT FEEDBACK

“Great work! It was well-led and helped us decide which country to focus on for our European expansion”