Tailored Market Insight for a Pan-European Financial
Services Provider
The Issue
A major provider of financial products in Europe
recognised the need to clearly identify and assess
the implications of local changes which could impact
their product offerings in key distribution markets.
Whilst they were in receipt of a daily inflow of information
from various sources, their challenge was to continuously
distil such information, recognise the key developments
as they occured and react as appropriate.
Our Approach
Using expert resource in each of the key territories
identified, we commenced by organising an initial
workshop whereby the client presented the range of
products being sold; the targeted client base and
the various mechanisms employed to sell their products
to each of the territory team leaders and the central
team in Luxembourg. This workshop ensured that all
members of the PwC team fully understood the detailed
aspects of the client's business model in order that
they could then utilise this in determining what information
should be relevant to the client and the related implications.
Following the workshop a regular briefing document
was prepared by each territory and reviewed for consistency
in quality and relevance by the central team in Luxembourg.
This was initially provided on a quarterly basis.
The Outcome
After over two years of operation, the Tailored Market
Watch briefing established for the client is now provided
to them on a fortnightly basis and provides the client
with details of developments in each of the key jurisdictions
explaining in brief firstly what the change is (tax,
regulatory, new product types, new distribution channels,
competitor news etc) and secondly PwC's assessment
of what implications the development likely has for
their specific business model in the relevant territory.
The client now views this service as an integral part
of their product development and management process
enabling them to stay ahead of the curve in each of
their key markets.
