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Financial Services

Financial services for a global market

The financial services sector is facing major challenges worldwide. Rapidly shifting parameters and dramatic increase in competitive intensity are making it ever harder for companies to pursue business models that are stable in the long term.

In brief

We support our clients in adapting to the changing conditions and to develop successful business models for the long term. We help them revise and adjust their strategies and realign their structures and processes.

We support all sectors of the financial services sector - major banks in the wholesale and retail business, insurance companies, brokerage firms, government-backed institutions, and other financial services companies.

We have worked with the leading global financial services companies on a wide range of issues. Our knowledge and comprehensive industry experience allow us to help our clients find the right strategy and put it into practice. Our international network guarantees worldwide expertise combined with a local presence.

In China

Since opening up to foreign players through the WTO agreement, China's financial services sector has held great challenges and opportunities for international and domestic players. With more than 100 financial professionals worldwide, Roland Berger has supported a large number of financial institutions in a broad range of capacities, including:

Providing market insights and helping strategy development
Market segmentation-based brand positioning and sales optimization
Sales strategy and network optimization
Introducing cost control systems and supporting procurement optimization
Re-shaping operational efficiency and core business processes
Conducting credit portfolio screening and re-designing credit organization
Supporting organizational restructuring

Sample Projects

Our project examples:

Roland Berger Makes New Five-Year Plan for Guangdong Development Bank

Strategy for a financial service company

Client Issues

As a leading and highly profitable leasing company, our client has an established presence in more than 10 industries. To achieve further expansion, it badly needed refinancing. However, due to a lack of clear strategy for its long-term development, a clear business focus, and clear target segment, it encountered great difficulty in its refinancing effort. Consequently, the client invited Roland Berger Strategy Consultants to assist in developing a long-term growth strategy, choosing strategic positioning, and clarifying future market segment focus.

Project Approach

Although having recently emerged, the leasing market in China is experiencing enormous growth and this momentum will be maintained in the near future. To understand the characteristics of the industry as well as its future evolution, the project team first conducted a thorough analysis of the overall financial leasing market and identified the most promising segment markets through the assessment of all segments in terms of growth potential, profitability, potential risks, patterns of consumer demands, etc. With extensive interviews and in-depth research, the team then defined the competitive landscape and elaborated the typical strategic focus of major competitors. The opportunity to cooperate with potential competitors was also assessed. After completion of external research, the team went on to perform detailed evaluation of profitability, risk control, and capital allocation of the client company. Taking a comprehensive view toward the internal and external analysis results, the team evaluated potential strategic options and finally developed key recommendations for business portfolio strategy. A business model was developed to assess the financial impact of the suggested strategy. Strategy implementation relied greatly on the effectiveness of organizational structure and capable personnel. The team therefore designed new organizational structure and provided recommendations for an overall incentive system.

Impact

The project deliverables were well received and adopted by the client. As a first step, the client implemented the suggested organizational structure. The risk control mechanism was greatly strengthened and reached international standards. Based on project recommendations, the client conducted personnel cuts through which those costs were reduced by approximately 15%. Following completion of organizational adjustments, the client began executing recommended strategy the results of which are being awaited.