GLOBAL HEALTHCARE STRATEGY

TARGET SEARCH FOR FRENCH BROKER

High-level Euro markets review and global IPMI target search for one of France’s Top 3 wholesale brokers

CLIENT

PE-owned French wholesale broker with significant global IPMI reach in Europe, Gulf and Asia.

REQUIREMENT

Identify opportunity markets in Europe and conduct trans-continental target search.

CHALLENGE

The client required high level pre market-entry analysis covering 4 very under-researched European individual IPMI markets (Portugal, Spain, Netherlands, Italy), to assess if entry was worthwhile. In addition, they wanted an MGA and broker acquisition target search across multiple continents (UK, CH, FR, ME, Asia, Canada). This was complicated by the client’s requirement not to target any of their existing distributors or targets they already knew.

SOLUTION

Comprehensive research using multiple international and in-country data sources and subject matter expert interviews were used for the 4 under-researched markets to give enough insight for a proceed/don’t proceed decision. Thereafter, extensive desk-based research, with > 50 follow-up interviews were required to identify and profile targets. Restrictions on scope required frequent feedback to client to fine-tune approaches and filter permitted targets.

EXAMPLE OUTPUT

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“We selected McGrigor because they were the only company that we felt might know more than us in this (our) space. True to form they found some very interesting partners we didn’t know about, in a quick and easy to work with way.”

CEO, Leading European IPMI MGA

THE OUTCOME

All 4 markets reviewed showed limited opportunity and were subscale for the client. A shortlist of 6 ‘virgin’ targets was presented, across 6 countries and 3 continents.
This exceeded the project target by 100%. Negotiations are ongoing.