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Flevy Management Insights Case Study
Industry Analysis Enhancement for a Financial Services Firm


There are countless scenarios that require Industry Analysis. Fortune 500 companies typically bring on global consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture, or boutique consulting firms specializing in Industry Analysis to thoroughly analyze their unique business challenges and competitive situations. These firms provide strategic recommendations based on consulting frameworks, subject matter expertise, benchmark data, best practices, and other tools developed from past client work. Let us analyze the following scenario.

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Consider this scenario: A mid-market financial services firm based in North America is grappling with an ineffective Industry Analysis approach.

The organization has witnessed strong growth but is finding it increasingly difficult to keep pace with changing market conditions, trends, and competitive dynamics due to a rudimentary industry analysis framework. Restoring profitability, accordingly, rests on realigning and enhancing the firm's Industry Analysis capabilities.



The financial services landscape is experiencing rapid change, with sectors converging, digital technology shaping operations, and customer preferences transforming. In light of this, a firm with an outdated approach to industry analysis could find itself in a non-competitive position. For our subject organization, the problem is rooted in incoherent market intelligence and fragmented processes that work against its objectives. It could be hypothesized that the firm's inefficiencies stem from the absence of a robust industry analysis framework and a weak alignment between strategy and processes.

Methodology

A 5-phase methodology is proposed to tackle this problem:

  1. Diagnose: Identify underlying factors, assess current practices, and define the scope of improvement.
  2. Formulate: Define strategic objectives, identify key market trends, and construct an adapted industry analysis framework.
  3. Execute: Implement the new framework, realign processes and responsibilities, and upskill the team.
  4. Mentor: Provide continuous coaching and assurance of alignment between strategic objectives and processes.
  5. Evaluate & Iterate: Track progress, validate performance towards defined KPIs, and refine the framework and processes.

Learn more about Industry Analysis

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Addressing Concerns

Time and financial resources required for this overhaul could be significant, and the initial investment might be daunting—a common concern for many executives. However, the ROI in terms of increased competitiveness and profitability is likely to be substantial. "McKinsey reports that firms with a well-defined industry analysis saw a 3% increase in annual revenue."

Another common concern includes capability building efforts and changing organizational dynamics. To address this, training and an effective change management approach will play a critical role. Involving stakeholders in the transformation process will not only empower them but also facilitate acceptance and adaptation.

Lastly, some executives often worry about maintaining flexibility in the face of fast-changing industry trends. An agile framework with regular evaluation cycles that incorporate the most recent industry trends can address this concern.

Learn more about Change Management Agile

Case Studies

Companies like Goldman Sachs and Barclays have invested heavily in their Industry Analysis capabilities, contributing to their robust growth rates even in volatile market conditions.

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Sample Deliverables

  • Industry Analysis Framework (PowerPoint)
  • Training Toolkit (PDF)
  • Industry Analysis Report (MS Word)
  • Change Management Plan (PowerPoint)
  • Evaluation Report (PowerPoint)

Explore more Industry Analysis deliverables

Key Success Factors

Success in this transformation hinges on several key factors: gaining leadership buy-in, building internal capabilities, adopting an agile approach, maintaining customer focus, and continuously evaluating performance against defined KPIs.

Learn more about Key Success Factors

Industry Analysis Best Practices

To improve the effectiveness of implementation, we can leverage best practice documents in Industry Analysis. These resources below were developed by management consulting firms and Industry Analysis subject matter experts.

Building for the Future

Beyond addressing the immediate issues, a holistic industry analysis revamp can set the foundation for a more agile and market-driven company. By fully exploiting the power of industry analysis, this financial services firm can achieve not just competitiveness but also a predisposition for continuous adaptation and innovation.

Integration with Existing Systems

One of the primary concerns for any executive considering a strategic overhaul would be the integration of the new industry analysis framework with existing systems. It is crucial that the new framework does not disrupt current operations while still bringing about the necessary improvements. To address this, a careful mapping of existing workflows and data systems is essential during the Diagnose phase. This ensures that the new framework can be seamlessly integrated with minimal disruption to ongoing operations.

During the Execute phase, the implementation team would develop an integration plan that identifies key touchpoints between the new industry analysis framework and existing systems. This might involve the use of middleware, APIs, or custom-built interfaces to ensure compatibility and data integrity. For instance, an API could be used to pull data from existing customer relationship management (CRM) or enterprise resource planning (ERP) systems into the new industry analysis tools.

Furthermore, the integration process would be staged and iterative, allowing for adjustments and refinements as needed. This approach mitigates the risk of a complete system overhaul, which could lead to significant downtime and loss of productivity. Regular updates and communication with all stakeholders involved will be critical to ensure that everyone is aware of the changes and can adapt their workflows accordingly.

Learn more about Customer Relationship Management Enterprise Resource Planning

Measuring ROI

Another critical question for executives is how to measure the return on investment (ROI) of enhancing the industry analysis capabilities. As with any strategic investment, the financial implications are a significant consideration. Executives will be keen to understand the timeline for when they can expect to see tangible results from their investment.

To address this, during the Formulate phase, specific KPIs and metrics should be established that align with the organization's strategic goals. These might include improved market share, increased customer retention rates, or enhanced profitability margins. It is also important to set realistic timelines for these improvements to manifest.

For example, Accenture's research on digital transformations suggests that while short-term gains can be seen, the full benefits of such initiatives are often realized over a period of several years. A balanced scorecard approach can be employed to track both financial and non-financial KPIs, providing a comprehensive view of the framework's impact on the organization. Moreover, it is crucial to establish baselines before the implementation so that progress can be accurately measured.

Learn more about Digital Transformation Balanced Scorecard Customer Retention

Adapting to Regulatory Changes

The financial services industry is heavily regulated, and any changes in industry analysis must consider existing and potential future regulatory requirements. Executives will want to know how the enhanced industry analysis framework will remain compliant with regulations and how it will adapt to changes in the regulatory landscape.

During the Formulate phase, the framework must be designed with a strong understanding of current compliance needs. Legal and compliance teams should be involved early on to provide insights into regulatory considerations. The framework should be flexible enough to accommodate changes, with a built-in review process to assess the impact of regulatory shifts on industry analysis practices.

For instance, the General Data Protection Regulation (GDPR) in the EU has significant implications for how companies collect, store, and analyze customer data. By incorporating compliance checkpoints and data governance standards into the framework, the organization can ensure that it does not fall foul of such regulations. As regulations evolve, the framework's agility will be tested, but with a robust evaluation and iteration process, the organization can adapt quickly to maintain compliance.

Learn more about Data Governance Data Protection

Technological Considerations

With the rapid advancement of technology, executives will be interested in how the new industry analysis framework will leverage cutting-edge tools and analytics. They will also be concerned about the risk of the framework becoming obsolete as new technologies emerge.

In the Formulate phase, it is crucial to conduct a technology landscape review to identify the most appropriate tools that can support the enhanced industry analysis. Technology should not just be adopted for its own sake but should be carefully selected to match the specific needs of the organization. For example, machine learning algorithms could be utilized for predictive analytics, while cloud-based platforms can ensure scalability and accessibility of data.

Moreover, the organization should foster a culture of continuous learning and innovation, where team members are encouraged to stay abreast of technological advancements and explore their applications within the organization's operations. By doing so, the organization positions itself to not only adopt new technologies as they become relevant but also to influence the development of industry analysis tools through partnerships with technology providers.

To close this discussion, addressing these concerns head-on will reassure executives that the proposed enhancements to the industry analysis framework are well-conceived, actionable, and poised to deliver long-term value to the organization.

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Key Findings and Results

Here is a summary of the key results of this case study:

  • Implemented a new industry analysis framework, resulting in a 3% increase in annual revenue.
  • Reduced operational inefficiencies by 15% through the realignment of processes and responsibilities.
  • Enhanced team capabilities, achieving a 20% improvement in market trend analysis accuracy.
  • Successfully integrated the new framework with existing systems with minimal disruption, as evidenced by a seamless transition reported by 95% of the team.
  • Achieved significant leadership buy-in, with over 80% of executives actively supporting the initiative.
  • Established a continuous improvement process, leading to a 10% increase in customer retention rates within the first year.

The initiative to overhaul the industry analysis framework has been markedly successful, evidenced by tangible improvements in revenue, operational efficiency, and customer retention. The 3% increase in annual revenue directly correlates with the enhanced ability to identify and capitalize on market trends, validating the investment in the new framework. The reduction in operational inefficiencies and the improvement in market trend analysis accuracy highlight the effectiveness of the realigned processes and the upskilling efforts. The seamless integration with existing systems and the high level of leadership buy-in were crucial to the smooth execution and adoption of the new framework. However, while the results are commendable, exploring alternative strategies such as more aggressive technology adoption or deeper partnerships with fintech startups could potentially have accelerated the pace of innovation and further enhanced outcomes.

Based on the analysis and the outcomes observed, the recommended next steps include a deeper focus on leveraging advanced analytics and artificial intelligence to refine predictive capabilities further. Additionally, fostering stronger collaborations with technology providers could enhance the framework's agility and ensure it remains at the forefront of industry analysis practices. To sustain the momentum of improvement, it is also recommended to establish a dedicated innovation task force responsible for continuously scanning the horizon for emerging trends and technologies that could impact the industry analysis framework. This proactive approach will ensure the firm not only maintains its competitive edge but also leads in the adoption of next-generation industry analysis methodologies.

Source: Industry Analysis Enhancement for a Financial Services Firm, Flevy Management Insights, 2024

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