Build / Partner / Buy
The client needs a capability or market access it does not have.
Use the idea inside a branch. Never say the name.
How to get there
- Build it ourselves
- Full control
- Slowest and riskiest
- Partner or joint venture
- Faster, shares risk and local knowledge
- Less control
- Acquire a player
- Fastest
- Expensive, hard to integrate
- Export or license
- Lowest commitment
- Least control
How to get there
Build it ourselves
Full control
Slowest and riskiest
Partner or joint venture
Faster, shares risk and local knowledge
Less control
Acquire a player
Fastest
Expensive, hard to integrate
Export or license
Lowest commitment
Least control
Watch out: Say which the client values most: speed, control, cost or low risk. That decides it.
On a case
A hospital chain wants its own diagnostics business.
Diagnostics business
- Build labs: control, three years to scale
- Partner with a lab chain: fast, shared margin
- Acquire a regional chain: fastest, costly
Diagnostics business
Build labs: control, three years to scale
Partner with a lab chain: fast, shared margin
Acquire a regional chain: fastest, costly