12 Countries, 3 Years, One Set of Values Kept Intact
A master franchise healthcare provider set an aggressive timeline for global expansion. We built the compliance, operating model, and local leadership needed to hit this target.
12
Countries entered in 3 years
6/12
Markets exceeding business case
100%
Regulatory compliance, market by market
20
Local leaders developed
The Clients Strategy
To expand aggressively into 12 countries over a three-year period.
The Challenge
Fast, multi-country expansion is hard enough on its own. This client was attempting it across 12 markets simultaneously, each with its own revenue growth model, regulatory environment, and local market conditions. The real risk wasn't speed itself; it was what speed usually costs.
Scaling a franchise this quickly typically means the values and quality standards that built the brand start to fray at the edges the further it travels from head office. The client needed a way to hit an aggressive timeline without the trade-off of becoming a different, weaker brand in each one.
Our Solution
We built the operational backbone the expansion needed to hold together at speed. We reassessed market selection and capital readiness, embedding compliance and local expertise from day one. This ensured we developed a scalable operating model, and invested heavily in the local leadership who would ultimately carry the brand's values into each new market.
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We reassessed their market selection and risk, and whether the client's capital was adequate for their timeline.
We then prioritised which markets they were going to enter, and when, across the 3-year period.
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Identified local lawyers, banks, accounting firms, tax specialists, and other service providers in each market to ensure that their initial compliance planning was strong and relevant from the outset.
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Stress-tested the head office operating model for flexibility across markets, closed country-specific gaps, and advised on a scalable model with standardised processes, quality control, and technology alignment.
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We developed an internal leadership programme for 20 local leaders, paired with a buddy system to head-office leadership, tracking and the leaders.
The leadership program became an integral part of this expansion and we trained internal staff to become trainers to sustain the programme after our exit. -
Led recruitment in each recruiting processes in each country to ensure that leaders and managers were aligned to the values, culture, and vision to the Head office and could translate that alignment into performance and profitability .
Our Execution
Ran the full advisory, recommendation, and strategy process across all 12 countries
Assessed the operational robustness of head office
Made recommendations to leadership to minimise risk
Implemented a leadership programme as a first priority
Implemented a culture change process
Engaged a brand and marketing team
Led people strategy and recruitment for leaders and managers across all 20 operations
Built out a strong head office communication team
The Rollout
Year 1
4 countries
successfully entered
Year 2
6 countries
successfully entered
Year 3
2 countries
Entered 12 of 12 markets live, on plan
The Impact
An aggressive timeline without losing what made the brand work
12/12
Countries live by end of year 3, on the original entry strategy timeline
2
Of 12 countries at breakeven, held back only by external geopolitical factors
100%
Compliance with local regulations, tax, employment law, and industry requirements in every market
20
Local leaders developed and retained, trained to continue as trainers after our exit
Transparent, unencumbered decision-making and risk management embedded across the global business
Highly invested leadership and staff, able to work across countries with ease thanks to ongoing culture and values programmes
6
Of 12 countries exceeding the original business case by year 3
12/12
Markets with flexible operations and strong brand recognition, values intact from head office
4
Of 12 countries on a clear, demonstrated path to profitability
1
Unified technology and reporting system spanning all 12 countries
Full financial visibility and consistent customer management across all 12 countries
A successful global entry and expansion strategy, delivered to the client's original three-year ambition
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