Market entry strategy for a leading global NBFC entering the Indian market

  • Developed a roadmap to grow the two ‘Grow’ sectors in phases – identifying key agencies for partners and major hubs

  • Recommended a way forward by identifying a potential partner after an in-depth buy/build/partner’ analysis

  • Outlined the key capabilities required to be successful in the shortlisted ‘Grow’ and ‘Develop’ sectors

CLIENT CHALLENGES
  • A leading global NBFC active in the asset financing space
  • As part of its expansion strategy, the client had entered the Indian market with a five-year growth target. However, its Indian operations struggled to meet the goals
  • The client wanted to assess the relative attractiveness across the nine sectors it was operating globally
  • Additionally, the client wanted to develop a growth strategy and identify possible partners/acquisition targets (if needed)
OUR APPROACH
  • Acuity Knowledge Partners (Acuity) supported the client’s corporate strategy team based in Europe. Acuity supported the client on the following:
  • Indian market and competitor analysis
    • Conducted an in-depth industry assessment across all the nine sectors
    • Assessed the performance of the Indian economy and its financial structure. Evaluated the performance of the key NBFCs and their product portfolio
    • Identified key players in each sector and their operational strengths/weaknesses (example: turnaround time, risk appetite, partners, financing reach and geographical coverage)
    • Utilised insights from industry experts across the value chain to understand the grassroots-level issues and concerns
  • BU-level operations review
    • Evaluated each sector based on the client’s business model, market potential and return attractiveness
  • Evaluated key capabilities
    • Outlined the key capabilities required to be successful in the shortlisted ‘Grow’ and ‘Develop’ sectors
  • Buy/build/partner assessment
    • Recommended a way forward by identifying a potential partner after an in-depth ‘buy/build/partner’ analysis
  • Growth strategy development
    • Recommended focus on four key sectors and developed a roadmap for each sector
    • Developed a roadmap to grow the two ‘Grow’ sectors in phases
IMPACT DELIVERED
  • Acuity provided support to the client in its expansion strategy by identifying two priority sectors to focus on to enter the Indian market
  • Identified key regions of focus for the client to deploy resources and outline a phase-wise plan
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