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ConsultingPayments Cards and Mobile Consulting Overview

2019

A market intelligence platform for the future of payments.

Publications Research Consulting

Services


About Us – Payment Industry FocusPayments Cards and Mobile Consulting occupies a niche position in the market. We have been in business for more than 20 years and through our Publications,Research and Advisory divisions we have an exclusive overview of the market.

We offer assistance with each stage of the business cycle, from setting strategic direction and executing effective business and process change management to ensuring ongoing corporate performance and business success.

We believe that our clients own the process of delivering change. Our role is to provide specialist advice and guidance, business development support, and market intelligence services to facilitate this change.

We always put cost effectiveness and client needs first. Each assignment is directed and controlled by a Partner or Director of Payments Cards & Mobile Consulting to ensure quality control and hands-on management involvement.

As team players, our consultants work in close partnership with our clients, forming joint working groups and project teams to get the job done. We believe in a joint working approach to ensure effective transfer of knowledge to your staff.


Alternative PaymentsDigital, Mobile &

Fina

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Servi

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Paym

ents

&Fin

ancia

l Ser

vices

Reta

iler

Risk, Fraud &

Cyber Security CommercialPayments

Data

Commercialisatio

nSp

onso

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M&A

& Compliance

Regulatory, Licencing

STR

ATEG

Y DELIVERY

OPERATIONAL EFFECTIVENESS

PAYMENTS

PCM and Accourt supports clients on a wide range of initiatives integral to developing and implementing payment and transaction banking strategies and operations.Typically, these initiatives support the design, development and implementation of business solutions and operations that transform the way in which payment and transaction services are created and delivered.

Consulting Capabilities Summary

(Person to Person)

(Business to Business)

(Business to Consumer)

(Government to Consumer)


P2P

B2B

B2C

G2C

In order to better deliver our consulting services, PCM formed a strategic partnership with Accourt, the highly regarded Payments Industry Advisors.

Together we are a leading provider of independent advisory services to the payments industry worldwide, including financial services institutions, payments and technology providers, telecom operators, corporates, merchants, start-ups, trade associations and other affinity groups.

Our key focus is on developing and implementing strategies for our clients that directly improve operational performance, expand capabilities and enhance growth – by advancing the processes, knowledge and innovative practices in their organisations

Our style of deploying small, focused teams, led by industry experts, soon earned us a positive reputation in the marketplace; we expanded internationally shortly afterwards in 2002

Our clients now span the UK, Europe, the Americas, Middle East and Asia-Pacific

The local market knowledge and expertise of our consultants, combined with the “DNA of innovation” at the heart of our business, ensure the successful realisation of each project we lead for our clients.

Our Clients


Creating Value

Our Approach


SERVICE PORTFOLIO

Strategy Consultance

Business Consultance

Business Development Services

Market Intelligence Services

Large Scale Research Projects

Project/Programme Management

Payment Industry Network

Business Role in M&A Projects

RfI/RfP Process Management

CLIENT SEGMENTS SERVICED

Financial Services Industry

Issuers, Banks, EMIs

Acquirers, FinTechs, AISPs

Processors, NSPs, PSPs, PISPs

Payment Service Providers

Suppliers and Vendors

Retailers, Petrols, Telcos

Private Equity Investors

Card/Payment Associations

BUSINESS EXPERTISE

Cards and card-less Payments

Internet/Mobile Payments

Online/Mobile Banking

Issuer/Acquirer Services

Payment Processing Services

Open Banking & Payments

ATM/POS/MPOS/POI Networks

ATM/POS/MPOS/POI Devices

Solutions, Technology, Security

Our Business Development Framework


Client’ Business Framework

Management & Control

Service Organizationand Business Processes

Product and Service PortfolioPayment Services, Channels

Payment Processing Services, Clearing & Settlement

IT Technology, P2PE Security,End-to-End Infrastructure

Issuer Products, IssuerServices

Acquirer Products, Acquirer Services

Products, Services,Business Model, NPV

Stra

tegy

Pro

cess

OBJECTIVES

IMPACTS

REQUIREMENTS

OPTIONS

RECOMMENDATIONS

DECISIONS

Client’ Plans; Client’ Strategy; Opportunities

Markets, Competitors; Products and Services;Trends,

Best Practice

Proven Methods;Technologies (IT, SW);RfI/RfP Processes

Market Intelligence; Business Development; Best Practise

We Know Payments and the Industry


What do we cover?

Card Products and Brands

Cards Payments

Card-less Bank Payments

Online Payments

Mobile Payments

Digital Payments

Open Banking Payments

Issuer Services

Acquirer Services

Processing Services

ATM Network and Devices

POS Network and Devices

Card Technologies

Payment Technologies

Payment Security

Card Schemes

Financial Service Industry

E-Money Institutions

Issuers

Acquirers

Processors


Mobile Service Providers

ATM/POS Service Providers

Private Equity Investors

Consulting Companies

Regulators

Cards and e-/m-Payments – Expertise


Debit Cards – International Schemes – e. g. Maestro, Debit MasterCard, V PAY, VISA Debit, Electron

– Domestic Debit Schemes – e. g. bankaxept, Bancontact, Dankort, girocard, CB, TROY

Credit & Delayed Debit Cards – MasterCard, VISA, AMEX, Diners Club, Discover, JCB, UnionPay

Prepaid Cards, Gift Cards

Prepaid Products, Prepaid Accounts – issued by E-Money Institutions

Mobile Wallets, e-Wallets, Digital Wallets

Online Bank Transfers – e. g. iDEAL, Sofort, MyBank; Instant Payments, Faster Payments

Private Label Cards – Retailer Cards; Fleet Cards, Fuel Cards; card-based Loyalty Systems;

Selected Projects

Card product profitability – Analysis and enhancement

Chargeback management – ‘health checks’ and training

Co-branding partner selection, evaluation, programme implemented

Own Label’ private card payment programme development

Contactless EMV card/multi-function chip card, strategy implemented

Card product and card programme ‘health checks’

Credit scoring and credit bureau service development

Credit risk policy development and best-practice benchmarking



Acquiring

• Acquiring business strategies – POS, Internet, Mobile, in-store, in-app, cash in-store

• Merchant processing services and options

• ATM/POS Network processing services and options

• New Acquirer Services beyond cards

Issuing

• Issuer business strategies – POS, Internet, Mobile

• Cardholder and Subscriber processing services and options

• Online banking / mobile banking apps – strategy development and implementation

• Open Banking in-store, mobile P2P money transfers on the internet and mobile

Internet and Mobile

• Secure e-payment / m-payment service development

• e-/m-Payment processing services and options

Project Support

• Supply of specialist staff, business experts

• Interim management resources, contractors

Card Technology

• Magnetic stripe

• EMV (SDA, DDA, CDA)

• Contactless & HCE NFC

• Virtual Cards and Digital Wallets

• Secure Elements, Tokenisation

ATM/POS Devices, e-/m-Points of Interaction

• EFTPOS Devices, ATM Devices, mPOS Devices

• Interfaces & Protocols – e. g. ISO 8583 dialects, NEXO, IFSF, ISO 20022, Open APIs

• Integration of Online Shops, Mobile Apps

Payment Solutions and Systems

• ATM/POS Network Processing Systems

• Internet Payment & Mobile Payment Processing Systems

• Acquirer Processing Systems

• Issuer Processing Systems

• Fraud Control & Fraud Prevention Systems



Security

• EMV and 3D-Secure 2.0 security consulting

• PCI PTS / PCI DSS consulting

• PCI ‘health checks’ & pre-audit support

• Certification projects – ATM/POS devices, chip cards and host systems

Rules & Regulations

• Brand rules / Scheme rules

• SEPA instruments – SCF, SCT, SDD, SCC, CSM, SCTINST

• EC directives – e. g. PSD2, EMD, 4AMLD, IFR, GDPR, EIDAS, CRD, RTS SCA

• EC regulation – Cross-Border Regulation, SEPA end-date regulation

Front-End and Back-End Solutions

• Host software application design

• RFI/RFP process management – selections of applications

• RFI/RFP process management – selection of processors

Retail Banking & Payments – Expertise


Cards, Online Bank Transfers, Mobile Money Transfers

SEPA Credit Transfers (SCT, SCTINST) and SEPA Direct Debit (SDD)

Domestic Payment Services, CSM Systems (formerly N/ACH)

Retail banking/Open Banking strategy – development and implementation

Card payment markets – sector analysis and strategy development

Payment cards/card-less payments – strategy development and business planning

Product and service portfolio – analysis, evaluation and enhancement

Developing turnkey product and marketing campaign solutions

Customer and product segmentation strategy and associated new service development

Lifestyle segmentation and service packaging

Service diversification and new sector entry

World-class product design, development, implementation and guiding management of credit, debit, charge, corporate and prepaid cards

Customer-based profitability analysis

Strategy Consulting

Market Intelligence

– Data Collection, Analysis, Evaluation, Assessments

– Regular Intelligence Estimates

Competition Monitoring

Detailed Market Reports, Company Profiles

Planning and definition of objectives

Aligning customer needs, strategic direction and corporate culture

New market entry research and business development strategy

Business diversification strategy development and assessment

Merger and acquisition selection, evaluation and due diligence studies

Joint venture and strategic alliance opportunities, selection and evaluation

Key performance indicators and executive scorecard development

Pricing analyses and profitability studies


SERVICE PORTFOLIO

Strategy Consultance

Business Consultance

Business Development Services

Market Intelligence Services

Large Scale Research Projects

Project/Programme Management

Payment Industry Network

Business Role in M&A Projects

RFI/RFP Process Management

Business Consulting

Business Models, Business Plan, Business Case, NPV

Business needs analysis

Operational ‘health-checks’ and business efficiency benchmarking

Vendor assessment and technology selection

RFI & RFP Bid Process Management

– Development of coherent, comprehensive RFI and RFP documents

Performance Cockpits / Dashboards

– Measurement and data visualization

Operational risk assessment

Effective risk management strategy and policy development

Operational management support

Business process re-engineering

Information and systems technology strategy development

Defining optimum processing options (outsourcing or ‘in-house’)

Ensuring optimum use of technology

Training Programme


BUSINESS EXPERTISE

Cards and card-less Payments

Internet/Mobile Payments

Online/Mobile Banking

Issuer/Acquirer Services

Payment Processing Services

Open Banking & Payments

ATM/POS/MPOS/POI Networks

ATM/POS/MPOS/POI Devices

Solutions, Technology, Security

Project & Programme Management

Business Requirements Business Service Processes Digital Strategy and Transformation

Functional Specifications Technical Specifications Service Specifications

Project Management – Change Management – Implementation Projects – Development Projects

RFI/RFP Bid Process Management – Make or Buy – Outsourcing of processing services – Purchase of devices systems, solutions, applications


CLIENTS SERVICED

Financial Service Industry

Issuers, Banks, EMIs

Acquirers, FinTechs, AISPs

Processors, NSPs, PSPs, PISPs


Suppliers and Vendors

Retailers, Petrols, Telcos

Privaty Equity Investors

Card-/Payment Associations

We Know Payments and the Industry


We manage RfI/RfP processes for our clients.

Phase 1: Evaluation Phase 2: RfI Process Phase 3: RfI Process Phase 4: Selection Phase 5: Decision Phase 6: Setup + Build

Match objectives, business requirements

(Solutions, IT operator)

Long listing of bidders based on the RfI bid

request

Short listing of bidders based on the RfI bid

proposals

Drill Down with the final bidder(s) (Product

Definition Process)

Final negotiation for decision

Implementation of the selected services

Business objectives, service requirements

(Solutions, IT operator)

Review of scope and selection criteria,

defined RfP catalogue

Analysis and validation of RfP bid responses, including gap analysis

Negotiation: contracts and SLA agreements,

Product Definition Phase

Negotiation of final contracts, terms and

SLA agreements

Solutions setup, configuration, parame-

trization

Scope definition, selection criteria,

information collection

Validation of the RfI bid response

indications, long listing of bidders

Presentation workshop with the RfP bidders, clarifications,

site visits

PDP workshops with short-listed bidder(s)

and 2nd site visits

Binding Product Definition Phase:

Identified gaps closed

Customisation, SW development, Proof of

concept

Evaluation of identified suppliers and

solution, Prepared RfI documents

Preparation of the RfP documents for the

RfP bid request

Binding RfP estimation: for setup, implement, migraiton,

license cost

Binding proposal: for setup, implement,

migraiton, license cost

Project plan: cost of implementation and migration, deadlines

Training, migration, acceptance tasks, setup of services

RfI evaluation list of acceptable suppliers

Result: RfP long list (e.g. 4+4 bidders)

Result: RfP short list (2-5 bidders) NPV

estimation

Result: bidder selected (also: 1-2 as fallback)

PDP + NPV calculation

Ready to sign: scope, PDP, contracts, SLAs, binding project plan

Start of operation, fast roll-out of new

products and servicesRfI Bid Request RfI Bid Request

We have worked for private equity investors and for strategic investors We act as Business Advisors in M&A selling teams of strategic investors

– Software house (CH) – RFI/RFP Bid Process Management for owners We act as Business Advisors in M&A buying teams of strategic investors

– Card Processor (US) – Business advisor in both TDD and CDD phases, new value proposition for opportunity Technical Due Diligence Services

– Card Processor (A), Payment Service Provider (B), Acquirer (D), 2x Acquirer (A), Bank Group (A/CEE) … Commercial Due Diligence Services – business role

– Card Processor (A), Payment Service Provider (B), Acquirer (D), Acquirer (A), Bank Group (A/CEE) M&A Opportunity Detection and Evaluation – multi-country environment

– International Bank – Business advisor in both TDD and CDD phase, set up of regional acquiring businesses – Processor – Business Expansion Scouts for finding M&A opportunities


M&A Process Support – Expertise

Due Diligence Support Services

Alex Rolfe

Managing Director

Payments Cards and Mobile

[email protected]

+44 7765 892 664

John Berns

Managing Consultant

Accourt

[email protected]

+44 7802 327 328

Contact

To find out more


Horst Foerster

Head of Research

Payments Cards and Mobile

[email protected]

+49 175 205 8251

consulting - payments cards & mobile · card technologies payment technologies payment security...

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