Duncan Consulting: Building Intelligent Payment Strategies

1. Focus on Payments:
Building Intelligent Strategies in Payments
PRESENTED BY:

2. WHAT WE DO
Duncan Consulting provides hi hl focused qualitative market analysis and
D C lti id highly f d lit ti k t l i d
strategy development in retail, commercial, & institutional payments markets.
Our specialty is to “build product and growth strategies in payments and
financial services.” We develop strategies to build share of wallet,
introduce new products/services, and address client/stakeholder needs.
Our services include:
• Market Opportunity Analysis- Developing competitive strategies to define and take
advantage of opportunities in key retail and commercial payments markets.
• Product and Sales Strategies- Developing product and sales strategies based on
focused market analysis and client / stakeholder requirements.
• Special Projects in Payments- Niche projects where seasoned experts in
payments and financial services are required.
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

3. HOW WE ADD VALUE
Niche Market
• Our experience and track record are tightly focused on key payment
markets; we know how to get at key issues in a client or stakeholder
base:
► Identify services clients want
► Understand relationship management drivers
► Identify and prioritize market and stakeholder issues
• We have a deep understanding of payments in the context of financial
services, and maintain an extensive network of key players in the
industry.
Talent
• Projects are executed by seasoned professionals with deep and wide-
ranging payments and financial industry expertise
Value
• Our low overhead and entrepreneurial model translate into good value
for our clients
• High quality analysis at a fair price
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

4. OUR WORK
Our work comprises a multitude of initiatives across financial services.
p
Market opportunity analysis:
• Transaction Processing Market Opportunity Analysis - Market research to identify and qualify
new growth opportunities for a payment transaction processor. Opportunities identified
totaled over $2 million in potential net new revenue.
• Bill Payment Processing Opportunity Analysis- Researched market for bill payment
processing; held discussions with over a dozen market players to understand requirements
and identify opportunities; developed sales and product strategies for client to capitalize on
white label bill payment service opportunities.
• Pre-Paid Card Market Analysis- researched market for reloadable pre-paid cards in Canada;
study identified leading providers, operational and funding models, regulatory, technology,
customer support, & compliance requirements.
• Payroll Distribution Opportunity Analysis- Research and analysis to understand ‘Top 10
Decision Factors’
D i i F t ’ used by FIs when selecting a thi d party payroll processor for referring
d b FI h l ti third t ll f f i
clients; identified opportunities for client to partner with FIs to distribute financial products in
the commercial market.
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

5. OUR WORK (continued)
Product /Sales Strategy & Positioning:
• Stakeholder-Management Strategy- Market research with 15 organizations to identify and
understand key stakeholder issues in card services; developed strategy to demonstrate
leadership and commitment to key stakeholders, and strengthen stakeholder relations.
• Analysis of Trends in Cheque Fraud- Primary research for PWGSC, to identify and analyse
trends in cheque fraud, and recommend changes in cheque design to minimize fraud.
• Recurring Debits Product Positioning and Sales Strategy- assessed market and rules framework
around recurring consumer debits; developed product positioning and strategy recommendations
for client to compete effectively in the recurring bill payment market.
Special Projects:
• Strategic Review of MintChip- Conducted a strategic and competitive review of the Royal
Canadian Mint’s plan for a new digital currency product.
• White Paper on ABM Migration to Chip- Drafted a white paper exploring Interac’s chip initiative,
its impact on the non-bank ABM industry, and developed potential strategies for Interac and the
industry to pursue jointly for the mutual benefit of industry participants and ABM users.
• Payments Expert Testimony Drafted expert testimony for a class action law suit to clarify
Testimony-
payment industry relationships and merchant heterogeneity.
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

6. OUR CLIENTS
Over the
O th years, D Duncan CConsulting h b ilt up a steady li t of satisfied clients
lti has built t d list f ti fi d li t
in the following areas of the payments and cash management markets:
Corporate treasury  Technology solution providers
Financial institutions  Payments networks & associations
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

7. BACKGROUND ON KRISTY DUNCAN
Kristy Duncan is a leading specialist in payments and cash management services in Canada.
Highlights of her background:
• Head of Duncan Consulting since 1999
• 13 year career at a major bank; held senior positions in Corporate Banking, Cash Management,
y j p p g g
Treasury, Risk Management, Finance and Operations.
• Leadership positions include:
• Founder and Chair of Women in Payments Symposium- an annual conference focusing on issues in the
payments industry (www.womeninpayments.ca)
• Board Member of Treasury Management Association of Canada- Toronto
• Former Board Member of AFP Canada- Ottawa
• Chair of AFPC Ottawa’s 2010 Symposium Organizing Committee
• Former Chair of NACHA’s Cross Border Council (US) and CPA’s EDI Support Group
• Chair of the Board of Directors of Fairlawn Neighbourhood Centre
• Invited to speak at the Mexican International Payments Conference (2010, 2006, and 2004), AFP
Canada- Ottawa, TMAC, and The Electronic Payments Association (NACHA)
• Graduate of Industrial Engineering at the University of Toronto; Certified Cash Manager
• Member of Toastmasters
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments

8. CONTACT US
Kristy Duncan,
Krist D ncan
President
416.487.5691
kristy@duncanconsulting.com
TEL. 416.487.5691 // kristy@duncanconsulting.com Duncan Consulting | Building Intelligent Strategies in Payments