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Financial Services Consulting - Universal Consulting

Financial Services Consulting - Universal Consulting

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Financial Services Consulting - Universal Consulting

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  1. Financial Consulting Mumbai I New Delhi I Chennai I Bangalore CONFIDENTIAL & PROPRIETARY Any use of this material without specific permission of UNIVERSAL CONSULTING INDIA PVT LTD is strictly prohibited

  2. AGENDA 1 Introduction 2 Financial Services Experience Financial Services Leadership Team 3 | 2

  3. UC has deep execution expertise in strategy and operations consulting Since 20 + Years Four Offices ● Founded 1994 ● 4 Offices (Mumbai, New Delhi, Chennai, Bangalore) ● 65+ People ● 325+ Clients ● 860+ Cases ● 76% Repeat & Referral work Key Verticals Horizontals ● ● ● Agribusiness & Food Automotive Biomedical, Biopharma & Healthcare Building Materials & Products Consumer Products & Retail Financial Services Industrial Products & Capital Goods Logistics Private Equity & Principal Investors Service Firms ● Strategy Formulations ● Operations Improvement ● ● ● Organisation Design ● ● ● ● ● | 3

  4. Management & Operations Team Bhairavi Shah Patel Manager – Knowledge Administration Bhavini Sarkar Manager – Process Administration Archana Palav Manager – Marketing Administration Asgari (Aji) Pagarkar Head – Office Administration & Alumni Relations Dr Anjum Khandelwal Team Lead – Business Development Samir Sathe Senior Director & New Delhi Office Head Jay P Desai Founder & Managing Director Parizad Sabawalla Head – Marketing Administration Kaustubh Nagarkar Associate Director Kedar Borwankar Senior Manager Sandeep Dash Senior Manager Shankar Rajesh Senior Director & Mumbai Office Head Sonali Aggarwal Head – Finance & Accounts Vineet Agrawal Senior Manager S. Venkatesh Director & Chennai Office Head | 4

  5. UC has long-term relationships and significant repeat work with Clients Large MNC Pharmaceutical Company 19 Cases 13 Years 15 Cases 7 Years 7 Cases 4 Years 36 Cases 12 Years 25 Cases 4 Years 14 Cases 9 Years 3 Cases 6 Cases 6 Years 12 Cases 5 Years 10 Cases 8 Years 5 Cases 3 Years 2 Cases Carlyle 2 Cases 1Year 2 Cases 3 Cases 1 Year 8 Cases 3 Years 6 Cases 6 Years 9 Cases 7 Years | 5

  6. UC has deep execution expertise across many horizontals Organisation Strategy Operations ● ● ● Corporate Strategy Supply Chain & Outbound Logistics Capability Development ● ● Business Unit Strategy Strategy Performance Management ● ● ● Diversification Strategy Strategic Cost Management Program Management ● ● Industry Structure & Landscape Post Alliance/ Acquisition Integration ● ● Sales Force Management Process Design ● ● Pricing Strategy Program Management ● Sales and Channel Management ● Strategic Diligence ● Partner Screen & Selection Strategy ● Program Management ● Digital Strategy | 6

  7. UC has broad execution expertise across many verticals Agribusiness & Food Automotive Biomedical & Healthcare Building Materials & Products Industrial Products, Capital Goods & Infrastructure Financial Services Consumer Packaged Goods & Retail | 7

  8. AGENDA 1 Introduction 2 Financial Services Experience Financial Services Leadership Team 3 | 8

  9. Our experience in the financial services spans strategy development, operations improvement and organization effectiveness Area of Study Financial Services Market Growth and Diversification Strategy Aligning Supply chain and Distribution Operations Strategy M&A Strategy Assessment and Entry Strategy Organisation with Strategy Asset Management and Custody Banks         Commercial Banks  F & A Outsourcing Services   Insurance    Investment banking and Brokerage Investor Community in financial services (e.g. Private Equity and Multi lateral agencies)      Non Banking Financial Institutions | 9

  10. Our work across financial services products embodies critical components of analysis Corporate Banking | 10

  11. Our work across financial services products embodies critical components of analysis Retail Banking Underwriti ng & Risk Assessme nt Market Intelligence assessment Growth Strategy Product Structuring Channel Strategy Product Coverage Entry Strategy P P P P P P P P Deposits CASA P P P P P P P P Fixed Deposit, Recurring Deposit P P P P P P P P NRI Accounts P P P P P P P P FCNR Deposits P P P P P P P P Loans Real estate/ Mortgage financing and LAP P P P P P P Education loans P P P P P P P P P P Auto loans P P P P P P Consumer durable loans P P P P P P P P Personal loans (Unsecured) P P P P P P P P Credit cards P P P P P P P P P P Wealth management P P P P P P P P Third party products Insurance (life, general) P P P P P P Asset Management & Mutual funds P P P P P P P P Microfinance | 11

  12. Our experience covers asset, liability and third party products across customer segments: Corporate Banking SMEs Mid & Large Corporate Houses (Sales > USD 50 Million) Product Coverage (Sales USD 1-50 Million) P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P P Term Loans Working Capital Rupee Long Term Loans Rupee Medium Term Loans Foreign Currency Loans (ECB, ECA) Working Capital Demand Loans Bill Discounting, receivables finance Overdrafts Cash Credit Supply Chain Finance (Supplier, Dealer) LCs (Issuance, discounting, confirmation) Bank Guarantees Supplier's Credit Buyer's Credit Export Finance Currency Derivatives Interest Rate Products FX Spots Commodity Hedging Fixed Income e.g. Bonds, G-sec Payments Collections Loan Syndication M&A Financing Asset Backed Financing Project Financing Mezzanine financing Structured Financing Equipment Leasing, financing Auto/ vehicle Leasing Corporate Leasing Factoring Trade Finance Treasury Products Cash Management Services Investment Banking & Advisory Leasing | 12

  13. Our experience covers asset, liability and third party products across customer segments: Retail Banking HNWIs Product Coverage Mass Individuals (annual income above USD 1 Million) P P P P Deposits CASA P P P P Fixed Deposit, Rucurring Deposit P P P P NRI Accounts P P P P FCNR Deposits P P P P Loans Real estate/ Mortgage financing and LAP P P P P Education loans P P P P Auto loans P P P P Consumer durable loans P P P P Personal loans (Unsecured) P P P P Credit cards P P P P Wealth management P P P P Third party products Insurance (life, general) P P P P Asset Management & Mutual funds P P P P Microfinance | 13

  14. We have done 18 SME focused studies for commercial banks and Financial Institutions (1/2) Building SME and Retail customer intelligence Strategy to identify and dominate Top 5 SME Sectors in India SME Market Potential Assessment in India SME Entry Strategy in India SME Market Study Building SME and Retail customer intelligence Strategy to identify and dominate Top 5 SME Sectors Building Intelligence on SMEs and Their Owners or Decision Makers Research for small and medium enterprises in the UAE Validating Expected Profit Pool for SMEs in India | 14

  15. We have done 18 SME focused studies for commercial banks and Financial Institutions (2/2) Development of Eligibility Criteria for SME Lending Entry into the SME market in India Assessing the SME margins to assess loan eligibility of potential customers in India SME study Refresh SME Sector Margin Update Assessing the SME margins to assess loan eligibility of potential customers in India Defining SME entry strategy in India Assessing SME margins in India Develop a Credit Risk Assessment Template for a sector | 15

  16. Some of our other experience includes work for mid market enterprises, retail customers and in the areas of operations, wealth management, benchmarking, distribution, mortgage, organisation, risk management, rural markets, insurance; etc. (1/4)… Demystifying Mortgage Business Developing marketing strategy for mass affluent HNWIs Process Redesign for Facilities Management Division Compliance Risk Management India Overview Redesigning Performance Review Reports & Monthly Statements Compensation Strategy Market Assessment of Consumer Finance BPO Market Mapping Benchmarking Distribution models | 16

  17. Some of our other experience includes work for mid market enterprises, retail customers and in the areas of operations, wealth management, benchmarking, distribution, mortgage, organisation, risk management, rural markets, insurance; etc. (2/4)… Strategic Diligence of Business Plan for Data Analytics Assessing Market Potential and Business Model of Banks in key areas Overview of Banking Landscape Defining an Entry Strategy into the F&A Outsourcing space Due Diligence in Infrastructure Industry Defining Standard Operating Procedures and MIS reporting Defining the information technology strategy Entry into the Indian Insurance, AMC & PMS space Professionalising the Customer Services Process Professionalising the Customer Services Process | 17

  18. Some of our other experience includes work for mid market enterprises, retail customers and in the areas of operations, wealth management, benchmarking, distribution, mortgage, organisation, risk management, rural markets, insurance; etc. (3/4)… Rural Market Study Involving Evaluation of Equipment Financing Models with Banks Shaping policies in healthcare insurance and financing Assessing corporate credit card market & airline industry spends across India, China, Hong Kong, Malaysia & Singapore Identifying potential investee companies in the Indian security broking market Competition Review for Technology Strategic Alignment for Growth in Financial Services Developing a Growth strategy Implementing processes Defining Business Strategy Strategic diligence | 18

  19. Some of our other experience includes work for mid market enterprises, retail customers and in the areas of operations, wealth management, benchmarking, distribution, mortgage, organisation, risk management, rural markets, insurance; etc. (4/4) Carlyle Bid Support to World’s Second Largest Automotive Leasing Companies to Partner with the Largest Vehicle Manufacturer in India Accelerating Growth in India Market Due Diligence Confidential Confidential An overview of leading global banks Alliances in US, Germany, France and Poland We were in Partnership for Citigold Customer Business Advisory Services Market attractiveness and competitive landscape for the UAE SMB accounting software market Defining financing options for village level entrepreneurs and rural channel partners' | 19

  20. Our financial services knowledgebase covers an access to ~6000 respondents in ~120 industry segments across ~45 key locations in India which also include ~1000 respondents in retail banking space, built over several engagements for our financial services clients ~45 business intensive locations • Delhi • Ahmedabad • Mumbai • Jaipur • Kolkata • Pune • Bangalore • Coimbatore • Hyderabad • Nagpur • Gurgaon • Surat • Chandigarh • Indore • Baroda • Chennai • Nashik • Ludhiana • Jalandhar • Lucknow • Trivandrum • Mysore • Jodhpur • Kochi • Vizag • Sangrur • Ganganagar • Kota • Belgaum • Bellary • Sitapur • Lakhimpur Kheri • East Godavari • Guntur • • • • • • • • • • • • • • • Jalandhar Rajkot Panipat Ludhiana Sungrar Chandigarh Ganganagar Kanpur Moradabad Lakhaimpur Kheri Panipat Gurgaon Kolhapur Delhi Agra Sitapur Kanpur Madurai Lucknow Jodhpur Jaipur Kota Agra Udaipur Jamnagar Indore Bhopal Jamnagar Rajkot Salem Ahmedabad Baroda Jamshedpur Kolkata Vapi Surat Nashik Vapi Nagpur Aurangabad Ahmednagar Aurangabad Mumbai Moradabad Pune Vizag Hyderabad Udaipur Kolhapur Bellary East Godavari Bhopal Guntur Ahmednagar Belgaum Bangalore Jamshedpur Mysore Chennai Salem Coimbatore Madurai Kochi Trivandrum | 20

  21. AGENDA 1 Introduction 2 Financial Services Experience -Case Examples Financial Services Leadership Team 3 | 21

  22. Case Examples 1 Client Situation Client has been present in India for a significant time, but lacked unified vision and had a deficit of understanding of the Indian market. Therefore client engaged UC to help in aligning the strategic Accelerating Growth in India for a French multinational bank already present in India focus in India, including revised strategic view of the market for their Corporate Banking business and strategic view on potential entry into the retail banking space Client Benefits In term of factoring and leasing, client got clarity on market opportunity in term of market size, growth, competitive intensity, business model, mode of entry and capability required. The client could realign its focus in terms key industries, key customer segments and the products which could be targeted to them for all their corporate banking products Client Situation Client was pitching to Maruti to enter into a long term partnership with them for operating lease of Maruti cars 2 Bid Support to World’s Second Largest Automotive Leasing Companies to Partner with the Largest Vehicle Manufacturer in India They engaged UC to help create an effective pitch document for bidding to Maruti for a long term partnership with Client for car leasing Client Benefits Through continuous discussion with the management and UC analysis, the pitch document was able to effectively communicate: − Corporate Profile of Client India and Global − Market Landscape of Auto Operating lease in India − Client’s strengths and execution capabilities − Proposed Business Model − Key Target Customer Segments | 22

  23. Case Examples Client Situation 3 Our client was a leading MNC bank in India, offering a wide range of SME banking products and Developing growth strategy for a leading global bank to identify and dominate top 5 non-traditional SME sectors services in the market. The Client wanted to identify non-traditional (unlike textiles, pharma, etc) top SME sectors, identify needs, products and services used by SMEs in these sectors, study competitors offerings to those sectors and determine a strategy to dominate those sectors. Client Benefits Client was able to identify a new set of 5 SME sectors which had nascent potential but were under- penetrated by the bank and defined strategy to penetrate these sectors 4 Client Situation Assisting a U.S based financial major wanted to enter the Indian insurance, asset and portfolio management space The client was a US based financial major who wanted to evaluate an entry into India in the insurance, AMC & PMS space and wanted to assess the varied distribution models that could be adopted for a potential entry. Client Benefits A clearly articulated entry strategy with key targets, milestones and penetration timeframe was in place and competitive landscape along with profile of key domestic and international players were mapped. | 23

  24. Case Examples 5 Client Situation The client was one of the leading wealth management, capital markets and advisory companies in Improving the customer experience by re- designing its key customer interaction points for a leading NBFC company India; it served as a strategic advisor to corporations, governments, institutions and individuals. The top management wanted UC to assist them improve their customer experience by redesigning all their customer reporting, thus making it more informative and user friendly Client Benefits Recommendations on alterations in the content and presentation of monthly statements along with modification to existing special reports as well as identification of additional reports that could be generated for clients. Also, identified performance data that was desired by different customer segments. Client Situation 6 Identifying potential investee companies in the Indian security broking market for a global multi- lateral agency The client wanted to invest in companies operating in securities market in India. Top Management wanted to examine the possible ownership of the expanded equity capital of the company with a significant investment. Client Benefits Detailed industry landscape of the Indian security broking market including selection of few companies as investment targets. | 24

  25. Case Examples 7 Client Situation Assessing the needs of its prime target customer segmented as “Mass Affluent Class” for a leading bank The client was a professionally managed bank with a globally experienced management team. They intended to expand their presence in the priority banking space catering to the Mass Affluent Class (MAC) segment Client Benefits Customer analysis for each segment and city, wallet size for outlined products and services, market and competitor analysis and a perspective on differentiation opportunities and/ or points of parity Client Situation 8 The client was an India's foremost player in the electronic bill presentment and payment industry. They Defining entry strategy for an electronic bill presentment and payment company in finance and accounts outsourcing space were largely executing electronic payments through the electronic clearing services (ECS) offered by the RBI. The client was interested in entering the F&A outsourcing domain as a service provider due to synergies with existing business lines. Top Management requested UC to assist them in defining entry strategy in F&A outsourcing. Client Benefits Clearly articulated opportunities in the F&A outsourcing space along with a capability building agenda. | 25

  26. Case Examples Client Situation 9 The client was a large multinational bank. They planned to offer banking products and services to Small and Medium Enterprises (SMEs). Top management wanted to understand the market with respect to target Entry strategy for the business financial services division of a multinational bank in India manufacturing and services sectors, no. of SMEs in target sectors, geographic clusters of SMEs, preferred banking products & services, market size for preferred banking products & services targeted at SMEs, key competitors, channels of distribution and strategic initiatives to counter competitors. Client Benefits Arrived at a future earning scenario based on the competitive landscape, operational and management capabilities of the firm, customer and franchisee acquisition strategy, and the likely trend going ahead in the various asset classes. Go/no go decision was based on the returns achievable based on scenarios in an optimistic equity market and a flat equity market. Client Situation 10 Our client was a multinational banking group’s India office and was in the process of evaluating opportunities for entry in the Business Process Outsourcing (BPO) space in the country. The client sought to understand the opportunities available for equity participation by the group as well as assess the scope of providing Evaluating opportunities for entry in the BPO space for a multinational bank banking services to companies in the industry. The Group was also looking to extend the outsourcing capabilities of one of its subsidiaries to external clients as a new business opportunity. As part of this exercise, the group was desirous of presenting a case for entry in this space to its Board of Directors Client Benefits A clearly articulated business case on the basis of which the bank expanded the scope of its BPO operations in India. | 26

  27. Case Examples Client Situation 11 The client was a leading private sector bank with established corporate banking and retail banking divisions. Also they had well established branch network across the country. The client intended to explore whether the A leading private sector bank was considering an entry into the SME market SMEs across the various industry verticals was an addressable opportunity for the bank. Given that it was a late entrant in this space, Top Management thus requested UC to address a number of strategic questions like feasibility of entry, products and services to be offered, regions to be targeted, industries to be focused, market potential for various products/ services and credit model to be deployed. Client Benefits Defined a business plan and developed comprehensive set of strategic initiatives supported by an implementation plan Client Situation 12 The client was a large multinational bank in India and was looking to expand it’s branch network. However, Benchmarking distribution models for a large multinational bank in India prior to establishing additional branches, Top Management at the bank was interested in benchmarking distribution models of three leading banks in the country. The parameters required for benchmarking and comparison included understanding of corporate organization structure, retail product distribution set up and branch dynamics. Client Benefits A gap assessment based on the benchmarking exercise formed the basis of a capability building agenda | 27

  28. Case Examples Client Situation 13 The client was one of the leading foreign banks in India. The top management in India was in the Defining a framework to assess credit profiles of players in the garment exports industry for a leading foreign bank in India process of reviewing its businesses, products and customer segments to identify new drivers of growth. As part of the initiatives, top management wished to examine the garment exports industry to determine the credit profile that included definition of parameters for credit profile assessment, development of benchmarks across select countries to ascertain the competitiveness of Indian companies across the parameters. UC was engaged to develop a framework for assessing credit profiles of companies. Client Benefits A comprehensive and granular credit profile for lending to the garment exports industry Client Situation 14 The client was second largest mutual fund house in India. The company had 6000 channel partners in India and was faced with the challenge of finding, winning and keeping them, on a continual basis. The company Designing sales and distribution processes for an asset management company felt the imperative to provide it customers with innovative products and superior customer service with short turnaround times. The company intended to professionalise their operations with an emphasis on sales and distribution process. Top Management at the asset management company discussed the need to standardise and document sales and distribution process, define functionality requirements for sales and distribution process and necessary documents to support current information systems Client Benefits Redesigned customer facing processes with significantly reduced turnaround time | 28

  29. Case Examples Client Situation 15 The client was one of the largest business conglomerates in India. They wanted to enter the wholesale credit business by offering financial products to mid-corporate customers, through creation of a non- banking financial company (NBFC). Client required validation of the entire concept, strategy and the Validating business plan for NBFC - Wholesale credit and Capital market products value proposition of the wholesale-focused NBFC business plan. Client Benefits In-depth assessment and opportunity sizing for mid corporates in wholesale/lending with focus on capital market products, term/corporate loan and supply chain financing was conducted. A comprehensive business plan was developed which formed the basis of clients’s entry strategy in NBFC business. Ground up approach was used to estimate business scalability which included location wise asset built up across the product portfolio. Detailed financials including P&L, Cash flows and B/S with implication on leverage and ROE for the next 6 years were projected. Identified alternative models in the area of infrastructure finance and retail finance. Client Situation 16 The client was one of the largest private equity players wanted to evaluate the Indian brokerage market and understand competitiveness of Indian brokerage players against foreign brokerages, especially in the institutional segment. Client required validation on various elements of their business model including Market assessment of Indian brokerage services brokerage & treasury, capital market financing and wealth management services. Client Benefits Prepared a comprehensive market model for brokerage services with assessment of revenue pool across various segments. Defined competitiveness of brokerage players in capital market financing products, LAP and wealth management services and developed realistic estimates of scalability of these businesses. | 29

  30. Case Examples 17 Client Situation The client was one of India’s largest international banks having a combined customer base of 2.1 million in retail banking and over 1,000 top corporate relationships . In light of the exponential growth expected in rural financing and given the client’s strong commitment to Indian market, top Assessing market potential and business model of banks in rural India management was evaluating entry in semi urban and rural markets. Client Benefits Understanding of competitive environment with insights on business model elements – product portfolio, customer segments, alliance partners, distribution channel, technology platform. Estimated market opportunity and identified key rural markets based on credit potential. Identified locations to conduct pilot, and prepared a detailed implementation plan. | 30

  31. AGENDA Introduction 1 Financial Services Experience 2 Financial Services Leadership Team 3 | 31

  32. Samir Sathe, Senior Director & New Delhi Office Head  Samir is a Senior Director & New Delhi Office Head at Universal Consulting India Pvt Ltd. He has been with the firm for 18 years and has significant experience in the manufacturing and service sector. He heads our New Delhi office and financial services practice. He has executed over 250 cases of which more than 150 have been in the areas of strategy and operations.  He has advised clients in the Financial Services, Life Sciences, Private Equity, Automotive, Retail Goods Industry, Industrial Equipments, Rural, Non – Profit organizations, Middle East, etc.  Some of his Financial Services sector assignments include: - Bid Support to World’s Second Largest Automotive Leasing Companies to Partner with the Largest Vehicle Manufacturer in India - Accelerating Growth in India for a French multinational banking and financial services company - A study on the asset management for a business consulting firm - Entry Strategy for providing Banking Financial Services to SMEs - Preparing a presentation for the Compliance Division - A Business Strategy for Fee Based Business - Preparation of a Wealth Management Report on NRIs - Implementing processes for an Asset Management Company - Entry Strategy for providing Banking Financial Services to Small and Medium Enterprises - Market Assessment of Consumer Finance in India - Defining Credit Profile of Garment Exporters - Entry Strategy into Asset Management and Insurance Industry in India - Strategic Diligence of a Broking Company - Developing Insights into Key Focus SME Sectors for an MNC Bank - Validating business loan product configuration and MSMEs for an NBFC - SME Market Studies in the UAE - Developing Intelligence on Retail and SMEs in Bangladesh - Strategic review for an electronic bill payment and presentation player - A process review for a asset management company  Samir is graduate in Bachelors of Commerce from Mumbai University. He also attended the “Leading Professional Service Firms” program at the Harvard Business School in Boston. Samir Sathe | 32

  33. Shankar Rajesh, Senior Director & Mumbai Office Head  Shankar is a Senior Director & Mumbai Office Head has been with the firm for 19 years and has significant experience in the manufacturing and service sector  He has executed over 300 cases of which more than 100 have been in the areas of strategy and operations. He has advised clients in Pharmaceuticals, Biotech, Healthcare, Financial Services, Agrochemicals, Telecommunications and Paper manufacturing.  Some of his Financial Services sector assignments include: – A Process Review - Facilities Management Division of a large MNC Bank in India – An SME Entry Strategy for a large MNC Bank in India – Skill Sets and Competencies identification for Key Business Processes at Sharepro Services – Presentation for Investors of a large MNC Bank – A Survey Usage of IT by Competitor Banks Shankar Rajesh – Updating the report on Technology Usage in Competing Banks – A process review and technology blueprint for a portfolio management firm – A process review for a asset management company – Knowledge Management review for a leading investment bank in India – Assessing risk management and compliance framework for a large MNC bank in India – BPO assessment for a large MNC bank – Process review and implementation for a captive entity for a leading brokerage house in the US – Strategic review for an electronic bill payment and presentation player  After graduating as a Bachelor of Commerce from Mumbai University, he secured a Diploma in Computer Science. He also attended the “Leading Professional Service Firms” program at the Harvard Business School in Boston. | 33

  34. Advisory Board Abhay Havaldar Roopa Purushothaman Former Managing Director, General Atlantic Managing Director and Head of Research, Everstone Capital Advisors Masters in Management - London Business School Bachelor’s degree in Ethics, Politics and Economics - Yale University BE - University of Bombay, Mumbai Master’s degree in Development Studies - London School of Economics Abhijit Joshi Sunil Aggarwal Founder, Veritas Legal Partner, Surya Corporation Solicitor - Bombay Incorporated Law Society BS in Business Administration - California State University, Long Beach Solicitor - England & Wales Carlton Pereira Sunil Gautam Co-Founder, Tano Capital Founder, HANMER MSL Former Managing Director & Partner, Corporate Finance, KPMG India CA - Institute of Chartered Accountants of India CA - Institute of Chartered Accountants of India Dominic Miles Sunil Lulla Partner, L.E.K. Consulting Chairman & Managing Director, GREY Group, India MA – Economics, Cambridge University Former Managing Director & CEO, Times Now, ET Now Master of Business Administration, INSEAD MMS - SP Jain Institute of Management & Research, Mumbai Jagdeep Parsram Sunil Patel Founder & Director, Pentagram Integrated Communications Pvt Ltd Chief Executive Officer, SPC MBA – The Wharton School, University of Pennsylvania, USA Brand and Marketing Consultant BS - Physics and Mathematics, University of Bombay MS - Electronics, State University of New York, Stony Brook, USA | 34

  35. New Delhi 516/523, Level5 JMD Regent Square, M.G. Road Gurgaon 122002, India Tel +91 124 44711677 Bangalore 217 DBS House 26 Cunningham Road Bangalore 560052 India Tel +91 80 4040 7217 Mumbai Chennai 112 DBS House 31-A Cathedral Garden Road Nungambakkam Chennai 600034, India Tel +91 44 32571208 Vaswani Chambers-C,1st Floor 264-265 Dr Annie Besant Road Worli, Mumbai 400030 India Tel +91 22 66222100 execution@universalconsulting.com www.universalconsulting.com Fax +91 22 66222111