A global top 10 energy company purchased the rights to a world-class resource in an African country, implying capital expenditure in excess of $2 billion and operating expenditure in excess of $150 million annually. With other opportunities available in the country, the client sought to become a leader in promoting national economic development and local content.Dalberg Approach
Dalberg helped the client and host government to agree on priorities for local content, focusing not only on purchasing but also on increases in value added, skills, and employment. The team analyzed the client's purchasing and suppliers' capabilities, arranged training to bridge the gaps between them, and aided local banks in financing transactions.Results
The client emerged with a national procurement strategy recognized by government and local business as a model for the sector. Implementation of the strategy has exceeded targets, creating a showpiece for the client to use when seeking relationships with other governments.To learn more about our Corporate practice area, click here.
A financial services firm was seeking middle-class insurance customers in emerging markets against the backdrop of vast variability in demand characteristics, regulatory environments, capitalization requirements, and distribution channels. The client asked Dalberg to identify the developing countries presenting the most attractive opportunities.Dalberg Approach
Dalberg applied a rigorous methodology to recommend the countries for expansion. Screening included macroeconomic variables, insurance market metrics and analysis, the client's unique capabilities, and potential channels to customers. These channels included non-traditional ones such as microfinance institutions, grocery stores, and church groups.Results
Dalberg identified a set of markets with a sizable and growing middle class underserved by basic life, credit, and health insurance. The analysis formed the basis of the client's international expansion strategy, and Dalberg was retained to advise its worldwide implementation.To learn more about our Corporate practice area, click here.
A global top five pharmaceutical company was exploring business models to cater to base-of-the-pyramid customers in developing countries. The client needed a model that would reach new areas and provide a mechanism for customers to buy life-saving medicines.Dalberg Approach
Dalberg provided new insights on how health products are understood and purchased by base-of-the-pyramid consumers in emerging markets. The team helped the client to choose criteria for selecting test markets and identified factors and partners that would ensure success, then helped the client to present the findings to the managers of its foreign operations.Results
Three managers approved a pilot program to test the Dalberg-developed business model, marketing their product as part of a micro-health-insurance plan with a prescription drug benefit. The client launched a pilot in three countries with one of the world's leading health insurers and a microfinance institution known to the customer base.To learn more about our Corporate practice area, click here.