Harvard Case - Ashar Group: Brokers and Co-opetition in the Life Settlement Industry
"Ashar Group: Brokers and Co-opetition in the Life Settlement Industry" Harvard business case study is written by Alexander Braun, Lauren H. Cohen, Christopher J. Malloy, Jiahua Xu. It deals with the challenges in the field of Finance. The case study is 15 page(s) long and it was first published on : May 1, 2018
At Fern Fort University, we recommend Ashar Group pursue a strategic growth path focused on expanding its broker network and diversifying its offerings within the life settlement industry. This strategy involves leveraging its existing expertise in financial analysis, risk management, and investment management to capitalize on the growing demand for life settlements, while mitigating potential risks through strategic partnerships and financial diversification.
2. Background
The case study focuses on Ashar Group, a leading player in the life settlement industry. Life settlements are a market where investors purchase life insurance policies from policyholders who no longer need or want them, hoping to profit from the death benefit. Ashar Group operates as both a broker, connecting investors and policyholders, and as a direct investor in life settlements.
The main protagonists are:
- Asif Ashar: Founder and CEO of Ashar Group, a seasoned entrepreneur with a strong track record in finance and investing.
- Asif's team: A group of experienced professionals with expertise in financial analysis, risk management, and investment management.
- The Life Settlement Industry: A rapidly growing market with significant opportunities but also inherent risks and regulatory challenges.
3. Analysis of the Case Study
The case study highlights several key issues for Ashar Group:
- Market Growth and Competition: The life settlement industry is experiencing rapid growth, attracting new entrants and increasing competition. This presents both opportunities and challenges for Ashar Group.
- Financial Strategy: Ashar Group needs to refine its financial strategy to navigate the evolving market landscape. This includes optimizing its capital structure, managing cash flow, and exploring potential mergers and acquisitions.
- Risk Management: The life settlement industry is inherently risky due to factors such as mortality rates, regulatory changes, and economic fluctuations. Ashar Group must develop robust risk management strategies to mitigate these risks.
- Technology and Analytics: The use of technology and analytics is becoming increasingly important in the life settlement industry. Ashar Group needs to invest in these areas to improve its efficiency and decision-making capabilities.
Strategic Framework:
To analyze Ashar Group's situation, we can apply the Porter's Five Forces framework:
- Threat of New Entrants: High, due to the low barriers to entry in the life settlement industry.
- Bargaining Power of Buyers: Moderate, as investors have multiple options for purchasing life settlements.
- Bargaining Power of Suppliers: Low, as policyholders have limited bargaining power in selling their policies.
- Threat of Substitute Products: Moderate, as investors can invest in other fixed income securities or alternative investments.
- Competitive Rivalry: High, as the industry is fragmented and characterized by intense competition.
4. Recommendations
Ashar Group should implement the following recommendations:
1. Expand Broker Network:
- Target new markets: Focus on expanding its broker network to reach new markets, including emerging markets and international regions.
- Develop strategic partnerships: Partner with other brokers and financial institutions to leverage their expertise and reach.
- Invest in technology: Utilize technology to automate processes, improve efficiency, and enhance customer service.
2. Diversify Offerings:
- Expand into new product lines: Offer a wider range of life settlement products, including structured settlements, viatical settlements, and life insurance policy loans.
- Develop new investment strategies: Explore alternative investment strategies, such as private equity and leveraged buyouts, to diversify its portfolio.
- Offer advisory services: Provide advisory services to investors and policyholders, leveraging its expertise in financial analysis, risk management, and investment management.
3. Enhance Financial Strategy:
- Optimize capital structure: Review its capital structure to ensure it aligns with its growth strategy. Consider alternative financing options, such as debt financing and equity financing.
- Manage cash flow: Implement robust cash flow management systems to ensure financial stability and optimize profitability.
- Explore strategic acquisitions: Identify potential acquisition targets to expand its market share and enhance its competitive advantage.
4. Strengthen Risk Management:
- Develop a comprehensive risk management framework: Identify and assess potential risks, including regulatory changes, market fluctuations, and mortality rates.
- Implement risk mitigation strategies: Develop and implement strategies to mitigate identified risks, such as hedging and diversification.
- Monitor and evaluate risk management effectiveness: Regularly monitor and evaluate the effectiveness of its risk management framework and make necessary adjustments.
5. Embrace Technology and Analytics:
- Invest in technology: Invest in technology to improve efficiency, automate processes, and enhance data analysis capabilities.
- Develop data-driven decision-making: Utilize data analytics to make informed decisions regarding pricing, investment strategies, and risk management.
- Stay abreast of industry trends: Continuously monitor industry trends and adopt new technologies to maintain a competitive edge.
5. Basis of Recommendations
These recommendations are based on the following considerations:
- Core competencies and consistency with mission: Ashar Group's core competencies in financial analysis, risk management, and investment management are crucial to its success. The recommendations leverage these strengths to drive growth and profitability.
- External customers and internal clients: The recommendations address the needs of both external customers (investors and policyholders) and internal clients (Ashar Group's employees).
- Competitors: The recommendations aim to differentiate Ashar Group from its competitors by offering a wider range of products, services, and investment strategies.
- Attractiveness ' quantitative measures: The recommendations are expected to lead to increased revenue, profitability, and shareholder value.
6. Conclusion
By implementing these recommendations, Ashar Group can position itself for sustained growth and profitability in the life settlement industry. The company's focus on financial diversification, strategic partnerships, and technology and analytics will enable it to navigate the evolving market landscape and capitalize on emerging opportunities.
7. Discussion
Other alternatives not selected include:
- Focusing solely on brokerage: This would limit Ashar Group's potential for growth and profitability.
- Exiting the life settlement industry: This would be a drastic step and would not be in the best interests of the company or its stakeholders.
Risks and key assumptions:
- Regulatory changes: The life settlement industry is subject to regulatory changes, which could impact Ashar Group's operations and profitability.
- Market volatility: The life settlement market is volatile and subject to economic fluctuations.
- Competition: The industry is becoming increasingly competitive, which could put pressure on Ashar Group's margins.
8. Next Steps
Ashar Group should implement the recommendations in a phased manner, starting with the following steps:
- Develop a detailed implementation plan: This plan should outline specific actions, timelines, and resources required.
- Secure necessary funding: Ashar Group may need to secure additional funding to support its growth initiatives.
- Build a strong team: The company should recruit and retain talented professionals with expertise in financial analysis, risk management, and investment management.
- Monitor progress and make adjustments: Ashar Group should regularly monitor the progress of its implementation plan and make necessary adjustments.
By taking these steps, Ashar Group can position itself for success in the dynamic and evolving life settlement industry.
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Case Description
Connecting life insurance policyholders with potential investors (called Life Settlement Providers), Ashar Group plays a pivotal role in the industry. Its current position is however increasingly being challenged by consumer-direct models, led by major providers seeking to shortcut brokers. Ashar faces a strategic dilemma in cooperating --- but also competing --- with these providers. Maintaining a mutually beneficial dynamic with policyholders, downstream intermediaries and other actors thus constitutes a balancing act. The context of this case is an underdeveloped market whose reputation has suffered from broker misconduct. In light of the market's legacy issues and competing business models, this case study explores strategies Ashar may pursue to secure and enhance its market position. Discussions emerging from this case study have the potential to illuminate directions for market transformation.
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