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In today’s intensely competitive environment, staying ahead of the competition is vital. Understanding and exploiting sources of competitive advantage, from the overall positioning and direction of the organisation to the detail of operations and distribution, is a challenge for any company in today’s rapidly changing environment.

Watson Wyatt’s strategy team works with clients across the financial services spectrum, bringing an external perspective, expertise, experience and, above all, the dedicated resource necessary to solve problems and realise opportunities quickly.

We are able to advise our clients on all aspects of strategy including:

Business strategy


Marketing strategy


Distribution strategy


Operational strategy

Business strategy

At the top level, clarity of direction and purpose, deep understanding of the organisation’s business environment, the mechanisms for both engaging and delivering to its target markets and the options for development are fundamentals of success.

We work with organisations at group and subsidiary level to stimulate understanding and clarity, creating objective frameworks to inform and guide decision making. Our approach is pragmatic, creating ‘ground level’ solutions to strategic problems.

Areas of expertise within the broad area of business strategy include:

• Strategy design

• Business planning

• Business case (reasonableness) testing

• Environmental analysis

• Market analysis

• Scenario planning

• Value chain analysis

• Market entry assessment

• Partnership development

• Merger and acquisition due diligence

• Public policy development

Marketing strategy

Meeting customers’ needs is fundamental to the success of any business strategy, hence the importance of the marketing strategy. From detailed understanding of customer needs to designing and developing solutions that deliver to them, Watson Wyatt provides incisive and informed analysis and advice, helping our clients to stay one step ahead.

Areas of expertise include:

• Marketing strategy development

• Customer propositions

• Market entry strategy

• Environmental analysis

• Market analysis

• Market research

• Customer segmentation

• Market sizing and forecasting

• Product portfolio analysis

• Product development

Distribution strategy

The most enduring problem in the financial services arena is gaining access to customers in a way which suits them and is efficient for the organisation. From developing overall distribution strategy to focusing in on specific channels and customer segments, Watson Wyatt has developed its skills across a broad range of products and situations.

Areas of expertise in distribution include:

• Distribution strategy development

• Strategic alliances/partnerships

• Salesforce remuneration and performance

• Affinity marketing

• Worksite marketing

• European and offshore distribution trends

• Bancassurance

• Post depolarisation sales effectiveness

• Face-to-face channel management

• Best practice in sales force management

Operational strategy

Configuring the operation to deliver the organisation’s business strategy, capitalise on its strengths and operate cost efficiently is a multi-faceted challenge. In an era where outsourcing is the ‘new black’, it is vital that decisions on operational configuration are based on solid analysis and understanding. As in all areas of strategy, Watson Wyatt brings an external and independent perspective, helping to make the right decisions for the business, regardless of reported trends.

Areas of expertise include:

• Alignment of operational and business strategies

• Value chain analysis

• Expense benchmarking

• Domestic outsourcing

• Offshore outsourcing

• Outsourcing partner selection

• Outsourcing partner review