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Private Company Services (PCS) update

Private Company Services (PCS) update. 18 November 2010. Private Company Services. What is a PCS client?. Any non-listed, non governmental, privately-owned company that does not operate in a regulated industry

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Private Company Services (PCS) update

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  1. Private Company Services (PCS) update 18 November 2010

  2. Private Company Services What is a PCS client? • Any non-listed, non governmental, privately-owned company that does not operate in a regulated industry • Revenue on a combined level would typically be in the range $50 mln - $1 000 mln • High net worth individuals (HNWI) and families (> $50 mln) – Private Wealth Services (PWS) • PCS clients of the network – clients of Russian PCS practice October 2010

  3. Private Company Services What isthe objective? • To become the market leader in identifying, targeting and servicing entrepreneurial companies and high net worth individuals – and generate significant incremental revenue for the firm October 2010

  4. Private Company Services FY 2011 -2016 Development milestones • FY 2011 – Building the Foundation • FY 2012-2013 – Stepping into the market • FY 2014-2016 – Cementing our position, developing the market leadership October 2010 Slide 4

  5. Private Company ServicesRevenue projection FY2011 – FY2016 October 2010 Slide 5

  6. Private Company Services Priorities for FY 2011: Building the Foundation Market • Understanding the market and its further segmentation • Identification of targets • Relationships with other service providers • Development and execution (partial) of the marketing plan • Development of go-to-market tools • Tailoring the value proposition and service offerings • Alignment with the firm’s activities, targets, plans People: • Form the team of dedicated people • TBA Journey and Business acumen program • Adapt performance evaluation system Firm • Internal positioning and awareness • Build/leverage the necessary infrastructure October 2010 Slide 6

  7. Private Company Services Priorities for FY 2011: Building the Foundation The current portfolio of PCS clients (137 companies) • No gaps approach • Engaging with shareholders Going to market (96 companies - Expert 400, Finance 500 and Forbes 200 combined) • proactive targeting • network referrals/relationships • business partners October 2010 Slide 7

  8. Private Company Services KPIs – FY2011 • Target meetings • Proposals • New client engagements generated • Revenue • Thought leadership/marketing events: • Organized • Speaking • Participating • PR activities • Network meetings • Business partners relationships October 2010 Slide 8

  9. Private Company Services Delivery model • Delivery by dedicated teams – where possible • Delivery by the respective competence teams – engagement vs responsibility revenue October 2010 Slide 9

  10. Private Company Services – progress to date Client leads Marketing/ TL events Business partners Internal communication Training programs • SPLAT -assurance • Sherwood - X-LOS • Angstrem -M&A • Russkayaobuv - assurance • Neokorm - assurance • TashirGroup - X-LOS • Gloria Jeans - assurance • Eurotrans - assurance • RUST Group - X-LOS Organization: • Family Survey press-briefing • Family Survey client/target event • IFC program – 6 Russian cities Speaking • Mid Market Congress • Family Survey events Participating • OPORA Rossyi event • SPEAR’S award ceremony • Buying real estate in France • Adam Smith Private Wealth Conference • + cooperation with CMG • STEP (Society of Trust and Estate Practitioners) • HSBC • Coutts (RBS) • IFC • IFC (trustee) • DelovayaRossiya • OPORA • SPEAR’S • URALSIB • Intranet • Feature article • Speak-out–session • Follow up on speak–out–session • Informing on news/developments • TBA course • Business acumen • Lunch & Learn October 2010 Slide 10

  11. Private company services Our asks Marketing, Communication and Business Development: • Dedicated BD/CRE resource (awaiting approval) • Marketing/Communication resource Professional team • Tax (2 STCs, 2 TCs) • Assurance (FS, TICE – STMs/Dir) • Advisory (Consulting - STM/Dir) Commitment of partner team (137 clients) October 2010 Slide 11

  12. What is our team? Professional Creative Smart Dr. Alina Lavrentieva PCS Russia Leader Andrei Narutsky Legal Partner Dmitry Lee Director Assurance NikolayJelev Senior Manager Advisory Anna Smolina Manager Eduard Novoselov Senior Associate Tatiana Latypova Senior Manager Assurance Olga Potemkina Manager Roman Reshetyuk Associate KiraErmolova Assistant Manager Assurance October 2010 12

  13. PCS – the future of the firm October 2010

  14. The Ev0lution Law October 2010

  15. Thank you! • Dr.Alina Lavrentieva • PCS Russia Leader

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