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Projects and experience by sector

We have included a sample of case studies from the projects McGrigor Group has conducted since 2002. These number around 250 in total. These are partitioned by industry sector. Each sector shows the nature of McGrigor Group's experience.

 

International Health Insurance

Extensive global, regional and country-specific market expertise to support growth strategies for international health insurance solutions providers:

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Sale of a mid-sized health insurance player

McGrigor M&A was commissioned by the owners and management to conduct the sale process of a British Managing General Underwriter specialising in expatriate medical insurance. After reviewing and updating the business plan with the management, and creating a valuation model to set a target price, McGrigor Group conducted the full auction process. This included creating a detailed information memorandum and a sales brochure, the identification of the likely buyers 'long list' and subsequent request for interest solicitation (aided by McGrigor Group’s significant track record in the sector), the conduct of the data room, and the collection and review of offers. The process was concluded by the successful sale of the business to a leading French broker well within initial price objective.
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Health insurance product globalisation

The client is a leading US insurer with a strong global presence in Employee Benefits. McGrigor Consulting helped them to assess the opportunity to globally launch a niche health product for the high-end and globally mobile individual segment. A market study was conducted in 4 regions of the world, Europe, Asia Pacific, Middle-East and South America. Size and growth potential of the markets was estimated from multiple (previously untapped) sources and an attractiveness ranking was established based on profitability, entry barriers and competitor intentions in each of these regions. Phase 2 of this assignment included more in-depth assessment of distribution options including a partnership/acquisition finding exercise. A prioritised short list was produced, with proposed deal structures and “ready to go prospects lists”. As a result, the product was launched in Asia and in 5 European countries.
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Regional product strategy

After reviewing market conditions for high-end and mid-level private medical insurance across Saudi Arabia, UAE, Qatar, Kuwait and Bahrain, McGrigor Consulting identified the opportunity for the development of a new ‘regional’ product that would bridge the gap between the existing comprehensive but expensive ‘full blown’ international PMI products, and lower priced options that did not provide any form of international cover. McGrigor Consulting then assisted its client in the development of a new flexible product by redesigning the existing insurance benefit tables and defining ‘authorized’ and restricted destinations and facilities for treatment. The result was the successful launch of a unique, truly modular product with an international cover that can adapt to the very different target groups composing the working population in the region while managing costs for the insurer. A similar exercise was consecutively conducted also for China / Far East region.
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Distribution acceleration in Africa

The client, a European health insurer, had some historic, limited distribution relationships in Africa that had developed over the years primarily at the distributors initiative. It has asked McGrigor Consulting to help accelerate its products distribution in sub Saharan Africa by identifying where to focus the efforts and how to address these priority markets. McGrigor Consulting defined the country screening scorecard and conducted a systematic review of 47 countries (macroeconomics, demography, healthcare provision and insurance conditions, demand sizing, as well as ‘doability’ for the insurer). After selecting 4 key development markets, McGrigor Consulting created a full entry strategy that led to the identification of willing and capable distributors. These were then introduced to the client during several field trips, resulting in the formation of fronting and distribution agreements.
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Validating / facilitating new market entry

The client is a European insurer selling private medical insurance to domestic clients as well as to expatriates. In order to grow its “international” (expatriate) business, the client is pursuing a hypothesis that it should set up in the UK, which is the largest European IPMI market. McGrigor Consulting has researched the UK international private medical insurance (IPMI) market, providing a detailed view on UK market size, existing competition, and market trends to provide hard evidence to validate initial client hypothesis. In addition, McGrigor Consulting has also helped in defining the appropriate market entry strategy.
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Defining a Best-In-Class global customer service concept

The seed client is a leading US insurer. There are several other 'high touch' service companies interested in funding completion of this research. McGrigor Consulting has helped to define and quantify a 5 year service strategy with the objective to exceed the service standards throughout the high-end segment within the global insurance industry. McGrigor Group guided the design of the entire approach, including taking full responsibility for extensive research on competitors and on best-in-class players inside and outside the financial services sector. We also ran two 20-people workshops with executives to create a vision and prioritise key initiatives / investments into a roadmap.