Strategy

Merger & Acquisition Strategy in Retail & Consumer

Commercial Due Diligence of a Vietnamese mobile handset retailer for a Japanese conglomerate

Client’s questions:

• Is Vietnamese mobile handset retailing attractive and growing?
• How does the Target perform in terms of getting ahead of the competition and fulfillment of customer purchasing criteria?
• Are there any sensitivities or vulnerabilities in the Target’s store roll-out plan and online development plan?

Our approach:

• Analysed market drivers, the market size and the distribution structure of the mobile phone retail market. This analysis was supported by an online customer survey with 2,000 respondents with a focus on insights into customer purchasing criteria
• Assessed the target’s competitive position through store visits and interviews with market participants

Our answers:

• Identified and elaborated potential upsides of revenue projections
• Determined vulnerabilities of their store roll-out plan in small towns rural districts
• Identified sensitivities of their online channel development plan
• Provided valuation inputs based on the 3-year forecast on both cost and revenue drivers

Corporate Strategy in Financial Services

Corporate strategy development for a leading commercial bank in Vietnam

Client’s questions:

• How can we become one of the top five joint stock banks in Vietnam in the next 5 years?
• How should we develop and communicate our new vision to foster the broadest possible alignment?

Our approach:

• Conducted a market assessment of Vietnam banking industry and a performance benchmarking with competitors
• Conducted a strategic visioning and initiative workshop with the management to guide and support the strategy decision making process

Our answers:

• Developed a business model for the Client with proposed strategic capabilities
• Established a five year corporate strategy with an implementation roadmap
• Recommended 40 key strategic initiatives needed to support the accomplishment of the corporate strategy
• Developed a high-level communication plan in the next five years

Business Unit Strategy in Financial Services

Business unit strategy assessment for a leading Vietnamese non-life insurance company

Client’s questions:

• How attractive is Vietnam’s non-life insurance market?
• What are our strengths and weaknesses compared to key competitors?

Our approach:

• Analysed the market drivers and reviewed key segments in terms of estimated market size and projected growth rate in the next 5 years
• Conducted a detailed strategic benchmarking with competitors in terms of industry’s key performance indicators (e.g. gross premium, retention ratio, claim ratio, etc.) as well as key financial indicators
• Conducted a strategic planning workshop with the management to guide and support the strategy development process

Our answers:

• Provided an overview of the Vietnamese non-life insurance industry and the attractiveness of its key segments
• Identified our client’s strategic strengths and strategic gaps along the value chain
• Proposed a set of solutions to improve the client’s competitive position