A sample of recent completed
projects:
Globalising a niche insurance product
The client is a leading US insurer with a strong global presence
in Employee Benefits.
TMC helped them to assess the opportunity to launch globally
a niche health product for the high end and globally mobile
individual segment.
A market study was conducted in 4 regions of the world, Europe,
Asia Pacific, Middle-East and South America. The size and growth
potential of the markets was estimated from multiple previously
untapped sources. As well, profitability, entry barriers and
competitor intentions in each of these regions was assessed,
enabling an attractiveness ranking. Phase 2 of this assignment
included more in depth assessment of distribution options including
a partnership/acquisition finding exercise.
A prioritised shortlist was produced, with proposed deal structures
and “ready to go prospects lists”. As a result, the
product was launched in Asia and in 5 European countries.
Making ‘sponsor’ distribution partnerships work
in Southern Europe
The client is a US reinsurer with exceptional design skills
in accident products and leading CRM knowledge, but without
in-country underwriting licenses in southern Europe.
Thus it needs to piggyback off the license of some already-registered
insurer and earn premium from re-insurance and management fees.
TMC helped them to achieve over $1.5m of good quality business
within one year.
TMC worked with the client to create a view of high priority
consumer and product niches, the ‘lowest hanging fruit’
in terms of partners, the unique selling propositions to meet
these partners’ and their consumers’ needs, and finally
a prioritised and very detailed action plan.
After one year, this client has exceeded its target in terms
of partnership implementations and quick generation of a profitable
business, and will grow to $5m in year 2.
Defining a Best-In-Class global customer service concept
The seed client is a leading US insurer. There are several other
'high touch' service companies interested in funding completion
of this research.
TMC has helped to define and quantify a 5 year service strategy
with the objective to exceed the service standards throughout
the high end segment within the global insurance industry.
TMC guided the design of the entire approach, including taking
full responsibility for extensive research on competitors and
on best-in-class players inside and outside the financial services
sector. We also ran two 20 people workshops with executives
to create a vision and prioritise key initiatives / investments,
into a roadmap.
Growing a UK health business
The client is a leading primary healthcare property development
and management company in the UK, looking to continue
growing
while realising value for its founders. TMC identified and
quantified several growth options, put together an
information memorandum,
conducted a selective “buy-in” auction, and succeeded
in getting two multi-million pound bids, well above NBV.
Launching a cross-border healhcare solution
The client is a leading assistance company, with an extended
European network of high-quality elite treatment centres
and expertise in managing and assisting patients with critical
conditions in emergency situations worldwide.
Building on its quality network and medically-assisted
travel capabilities, the client has developed a new offer
of “travel for treatment”, whereby
patients who cannot be treated efficiently domestically (in terms of quality
of treatment, delay before operation, or cost of treatment) could be treated
abroad in one of the excellence centres and fully assisted prior, during and
after the operation.
TMC role was to identify initial group buying points who would be ready to buy
this new healthcare solution.
TMC conducted initial research on the worldwide travel for treatment market,
selected the priority countries to focus on, identified the relevant partners
in each country (both in public health systems and private healthcare intermediaries),
and tested their interest / initiated contact with on behalf of the client.
Validating / facilitating new market entry
The client is a European insurer selling private medical
insurance to domestic clients as well as to expatriates.
In order to grow its “international” (expatriate)
business, the client is pursuing a hypothesis that it should
set up in the UK, which is the largest European IPMI market.
TMC has researched the UK international private medical insurance
(IPMI) market, providing a detailed view on UK market size,
existing competition, and market trends to provide hard evidences
to validate initial client hypothesis.
In addition, TMC has also helped in defining the appropriate
market entry strategy.
Helping winning a complex public tender
The client is a large worldwide assistance company.
A public tender was out for the provision of an integrated assistance and healthcare-related
service platform for an important governmental agency with worldwide coverage.
TMC has helped the client in the understanding of the key success factors of
the tender, gave a detailed view on other bidding competitors strengths and weaknesses,
and helped in structuring the offer and the bid to maximise chances of success.
Following this effort, the client has won the tender for a multi-million pounds
annual contract to service 15.000 members worldwide.
Designing the strategy
roadmap
Designing the strategy roadmap
The client is a large national insurance broker and financial advisor
In the context of a business review by key investors, the client was in the process
of designing its long-term strategy and business plan.
TMC helped the client with the various aspects of the strategy review, participated
in the elaboration and evaluation of the business plan, performed acquisition
screening and evaluated potential options for large scale merger. Throughout
the process, TMC also facilitated strategy seminars to help in the creation and
the communication of the ongoing business planning creation.
Designing the strategy roadmap
The client is a leading retail bank with a very important
direct insurance business
Following the appointment of a new management for the direct insurance business,
the division performed a strategy review.
TMC acted as a facilitator in the design of the new strategy, providing insight
on future trends and conducting a strategy seminar resulting in the creation
of the division strategic planning.
Reviewing best practices in direct
marketing of financial services
The client is direct-sold financial services provider.
TMC did a best-practice analysis on the market landscape and held a seminar with
the company top management to present its finding on emerging trends, competitors
USPs and an overview of various European countries leading players and individual
countries best practices as well as country-specific particularities with regards
to direct marketing.
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