New Market Development
Product Expansion Strategy
Market Expansion Strategy
Revamping Product Strategy using Technology
Outsourcing, Partnership and Alliance Strategies
Executive Outsourcing Solution
Acquisition Strategy and Implementation
Investor Acquisition/ Exit Assessment
Private Equity Financing
Roll-up Acquisition

New Market Development

Scenario: A $150 million risk management firm wanted to capitalize on its market leadership position within large and medium size market segments by developing a strong, and profitable, small-customer business. One of its strengths with large customers, its ability to customize its services, was actually a liability with small clients in that it couldn’t compete profitably with competitors because of its high cost-to-deliver its services. The firm had tried various approaches in the past and recognized that they didn’t fully understand the needs of its small business target base and wasn’t sure if it had the correct products, delivery system or pricing to be a serious player in the segment.

Engagement: Two HBA advisors teamed up to deliver a small-market strategy and implementation plan that included a market opportunity assessment, competitive analysis and small-market strategy and implementation. The project included: development of a standardized new product delivered cost-effectively over a web-based delivery system; a new sales plan to include direct sales, web ordering and use of reselling partners; a partnership strategy to source add-on services as well as recruitment of resellers; and a full marketing campaign. The engagement included the delivery of the new web-based delivery system, implementation of the sales, partnership and marketing plans, and creation of a pricing construct that delivered value to the customer while allowing profitability for the firm.

Results:
Five years after the launch of this small-business portal, the firm enjoyed annual revenues of $35 million in its most recent fiscal year with a profit margin 40% higher than its core business.