Services - Strategy & Business development

   


CONTEXT

The Communication Industry is facing many challenges : maturity of some markets, new technologies, new business models with new players (OTT), huge investment in infrastructure (fix or mobile), evolution of usage, pressure from the regulatory bodies (MTR, unbundling).  This implies important changes of the global telecom environment.

The players (from media to engineering companies) have to adapt their strategy to this changing context. Looking for growth or rationalization, all of them are reviewing their current position. Due to complexity and pace for change, partnership becomes key to survive.  

On the other hand, many other industries are integrating telecom solutions into their Core product/services. New business line, new offer, new organisation, new business model, new partnerships are to be defined to transform the new opportunities into success.



SERVICES

To assist CEO or management teams, Biloba-consulting offers different services :

  • Strategic Planning :  with a global understanding on the customer and its environment (market/competition/technology/Regulatory), some scenarios are built-up and discussed. Scenarios includes business planning, impact on the organisation and plan for execution. Pragmatic creativity with a good sense of innovation, attention of consistency & coherence, capability to sum-up complex situations are key words of such missions.
  • Mergers & Acquisition : after a definition of criteria for acquisition, Biloba-Consulting can identify target companies. A first and confidential contact with companies (shareholders or management) is realized and a summary report is delivered. Further steps for acquisition can be realized including due diligence, business case, negotiation.

  • Partnership Development : this starts with the assessment of the market, the existing players and their respective position. In support of the strategic goal, the discussions are conducted to define the term of agreement and the set-up of the joint business model.
  • Business Development : for company willing to enter into Belgium&France market or develop their current activities. Biloba Consulting analyses the market and identify potential target customers and set-up first business relations.


METHODOLOGY & TOOLS

Depending on the context and the needs of the client,  a mix of tools is used to analyse the internal or external environments and help to elaborate some strategic propositions.

Traditional tools (Porter, Mc Kinsey), more advanced tools (Business model generation), interview guides, (...) are the tool kit of the strategic consultant. This is obviously completed with a deep and broad knowledge of the ecosystem of the client.

Interviews or brainstormings with different stakeholders (managers, customers, partners, ...) are also managed.

A step approach from the initiation to the decision with close relations with the business sponsor is followed to ensure a valuable and relevant mission. 


REFERENCES

Here after some examples of strategic studies :

  • Development of a new line of business (applications in SaaS & services) in a Telecom Equipment Vendor.  
  • Introduction of a road charging solution for highways with M2M devices (Belgium)
  • Development of MVNO solution (CORE,VAS&IN) Multi-operators/Multi country
  • Introduction of WIFI on public areas
  • Acquisition of service provider in construction of ICT infrastructure.
  • Other examples.