Capital Markets Analysis & Proposition Development
Client: Global Real Estate Player
Challenge
The EMEA C-Suite at a global Real Estate player wished to improve their market share and revenues in the Capital Markets business in the region.
We were asked to review the market, their competitive position, conduct a gap analysis to identify key areas for attention and develop a strategy to maximise profitable growth.
Strategic Objectives
Create a clear vision for growth and identify strategic priority areas for the development of specific targeted propositions
Increase the size of transactions and specifically cross-border transactions
Approach
DOCUMENT REVIEW & DESK RESEACH: A review of all relevant existing internal data, documents and research insight. Desk research to understand market context, key trends and dynamics, explore customer needs and competitor dynamics.
INTERNAL INTERVIEWS: To probe perspectives on distinctive competencies, strategic context and customer needs.
CLIENT / PROSPECT INTERVIEWS: To probe their needs and key decision-making criteria and, specifically, opportunities for digital innovation to improve the customer offer.
EXPERT INTERVIEWS: With outside experts to explore their take on industry trends and opportunities (academics, sector thought leaders, etc.).
VALUE CHAIN ANALYSIS: An analysis of the Institutional investor transaction value chain from a broker perspective and its expected likely evolution over the next five years.
SITUATION ASSESSMENT: Analysis of research findings and development of a comprehensive situation assessment.
WORKSHOP: A Pan-EMEA workshop session with key stakeholders to share and discuss the value chain analysis, situation assessment, review of key opportunities and value proposition outlines.
STRATEGY: Articulation of recommended strategy drivers and changes needed.
CAPABILITIES ASSESSMENT: A top-line review of client capabilities ranged against evolving market trends / customer needs. Gap analysis and recommendations on key areas for attention / investment to optimise delivery capabilities.
Outcome
Clear growth strategy articulated
Five new value proposition frameworks developed
A high level of strategic consensus achieved across Global Leadership Team and the EMEA CEO group