Exit Strategy HBR Case study

2. • Introduction
• Deloitte Consultancy
• Executive Leadership- Jeff Brown
• Bernand Tubiana
• About AFALC and Colonial Life
• Deloitte in 2009
• Working at an edge
• Deloitte in 2010
• Working for AFLC and Colonial Life

3. WHAT IS EXIT STRATEGY…??
The method by which a venture capitalist/business owner
intends to get out of an investment that he/she has made in the
past. Also referred to as a "harvest strategy" or "liquidity event".
An exit strategy is a means of leaving one's current situation,
either after a predetermined objective has been achieved, or as
a strategy to mitigate failure

4. WHERE IT IS USED..??
In Warfare
In military an exit strategy is understood to minimize losses of what military jargon called
blood and treasure (lives and material).
Adopted by critics of U.S. involvement in Afghanistan and especially Iraq. President George
W. Bush was said to have no exit strategy to remove troops from Iraq. President Barack
Obama also has not yet publicly announced an exit strategy for the troops in Afghanistan.
In Business
In entrepreneurship and strategic management an exit strategy is a way to transition one's
ownership of a company or the operation of some part of the company.
Transition companies are professional mergers and acquisitions companies that assist
Middle Market business owners with their exit strategy. Services offered are often referred
to as transition management services.

5. •MBA from Cornell University
•Expert witness on employee benefits issues
•Superb consultant & Strategic thinker
•In 2005, joined Deloitte consulting
•By 2010, strong contender to become Principal with
deloitte consulting LLP

6. •Completed his 10 years in deloitte and 5 years as principal
•Development of client relationship
•Creation of innovative market ideas
•Deployment of sales & delivery team
•Team building works
•Demanding, open and enjoyable
•Values quality and detail in every work
•Generous, patient and receptive to new ideas

7. •American family life assurance company
•Founded in 1955 by John B. Amos in Georgia
•Leading provider in insurance in US
•Industry leader in Japan’s cancer insurance market
•Major success in 1970s from Japanese cancer policy market
•In 1999, new ad campaign featuring a duck for its national brand
name recognition
•In 2009, Aflac’s revenue from premium increased by 13%

8. •John B. Amos - Co-founder
•Dan Amos - CEO & Chairman
•Paul S. Amos II- Jan ’07 – President
•John Moorefield - Senior Vice President
•Nikka Copeland - Executive VP

9. •Founded in 1937 and incorporated as ‘Colonial life and
accident insurance company’
•Its single product was $1000 accidental death insurance policy
that sold for $3 premium
•Market leader in providing personal insurance benefits to
employees through the workplace and deducting premium
from their paychecks
•In 1993, it was acquired by Unum group
•In 2009, it generated $1 bn in premium income

10. • Struck by Financial Crisis.
•Need to lower critical expenses.
•Price Competition.
•Demand Slowdown.
•Reduction in talent-pool.

11. •Doing High profile strategic work for competitors in same space.
•Confidentiality agreements- for staff and customers
(knowing the industry).
•Learning from prior failures.
•Field and hypothesis testing .
•Knowing the impacts of reforms.
•Anticipating the risk of investment and results.

12. •Capacity problems due to reduction in
workforce
•Deloitte’s dominance in healthcare and life
sciences
•Problems due to high utilization rate

13. •Advantages of Deloitte working with multiple players.
•Problems faced by Deloitte when working with different
players.
•Strategy adopted to combat such problems.
•Document requests being sent to the clients.
•Information yet to be received by Tubiana and Brown.
•Importance of Brown for the project team.