Market Insight for an Industry-leading Fintech

Market Insight for an Industry-leading Fintech

Implementation of Supply Chain Finance

Situation

A fast-growth specialist Fintech company already servicing SMEs sought to extend its proposition into Supply Chain Finance (SCF).

Challenge

The principal challenge for the firm was that despite a close knowledge of the requirements of its target audience, SCF was an entirely new area of business for them and no product knowledge or experience existed in-house.

As with other areas of the business, the owners and their investors considered that it was imperative to establish this extended product line with an aggressive growth trajectory. The directors recognised that external support would be critical in not only designing the proposition but also establishing an operating model that would cater for a streamlined approach without creating major portfolio risks.

How We Helped

Working with the main board directors, we took a holistic approach to the challenges facing the business and advised on the establishment of the main pillars to support the business model. These included legal and credit insurance and the design of a target operating model.

In addition, we assisted in the organisational design and recruitment of a team to launch and take the business forward. Our role included supporting the firm to develop and implement their business model as well as acting as a mentor for the key managers. Due to the nature of the assignment and the gap in product knowledge at client level, it was important to maintain a hands-on approach in respect of risk and controls. The expertise that we have brought to the organisation has also resulted in additional peace of mind for external investors.

The client valued our input in the formation stage so greatly that they have retained us on an ongoing basis in respect of mentoring and portfolio control.


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Reengineering a Major Bank’s Trade Finance Business

Reengineering a Major Bank’s Trade Finance Business

Reengineering Trade Finance Business

Situation

A major bank was looking to develop and implement a robust trade finance proposition.

Challenge

The main challenge facing the organisation was to create an operating model and organisation design that was consistent with the bank’s overall positioning in the corporate segment and its risk appetite.

We were invited at an early stage to provide Strategy, Organisation Design, Performance Management and Interim Management.

How We Helped

Having established the key objectives and outcomes, we defined the market segments by size, industry and geography where the bank had a presence and an appetite for trade finance exposure.

Following an in depth review of the existing product set to evaluate functionality and strategic fit relative to chosen markets and segments, we identified gaps in the proposition and defined a prioritised roadmap for proposition development.

Upon approval of the roadmap, we introduced professional product management disciplines and tools including individual product plans setting out features and benefits relative to segment-specific client needs, competitor/market analysis, development plans based on unmet needs, marketing plans, risk parameters and capital treatment

Core to the assignment was the development of the concept of ‘Product manager as business owner’ with accountability for all aspect of product performance (income, cost, balance sheet, client satisfaction, market perception etc.).

The salesforce was restructured to optimise engagement with key client segments and relative generalist relationship coverage teams. We then redeveloped the sales targeting model focus on key revenue drivers.

The final stage of the assignment was the recruitment and retention of top talent from across the industry in both product management and sales.


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Supply Chain Finance E-Learning Professional Certification for ICC Academy

Supply Chain Finance E-Learning Professional Certification for ICC Academy

ICC Certification Trade Finance Professional

SITUATION

ICC wanted to develop training on Supply Chain Finance (SCF) which would form a core section of the ICC Academy Certified Trade Finance Professionals (CTFP) programme.

CHALLENGE

The principal challenge for Trade Advisory Network was to develop an online training course for trade finance professionals to improve their understanding of Supply Chain Finance. An introduction to this subject had already been delivered so an advanced course was required.

HOW WE HELPED

Trade Advisory Network built an online training course to establish an appreciation of the key parties and events in the physical supply chain:

Recognising the needs of buyers and sellers

  • Risk mitigation
  • Funding and liquidity management
  • Settlement Balance sheet management
  • Balance sheet management

Trade Cycle Analysis

  • Identifying physical events and evaluating/quantifying financial consequences
  • Validating client needs

Supply chain finance solutions

  • Review of key products (using ICC Definitions)
  • Practical application of products to meet validated client needs
  • Key considerations on the provision of supply chain finance

Innovation in supply chain finance

  • Review of the latest developments

The ICC Academy launched the Certified Trade Finance Professionals (CTFP) programme in October 2016 and the Supply Chain Finance subject forms part of the core subject within this programme. Find out more.


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