Leveraging a Multinational Client Base for Advisory Services


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Claudio Altini, managing director of BPO and shared services advisory at EquaTerra speaks candidly about the KPMG acquisition and what this means for the business.

Consolidations always make us sit up and pay attention. What do they mean to the market? Is business shrinking? Or is it growth that’s pushing acquisitions? Earlier this year, KPMG made the announcement that it was taking over advisory firm EquaTerra, due to its clients increasingly demanding these services, and the acquisition of a star player like EquaTerra was a good fit for KPMG.

And it was a good fit for EquaTerra, which had set itself a goal, in 2010, of doubling in size within three years. With only 300 staff worldwide, however, that was a tall order, unless the company could broaden its portfolio of services. Being part of KPMG’s global organization will help EquaTerra achieve this goal.

Claudio Altini, managing director of BPO and shared services advisory at EquaTerra, chaired this year’s European Shared Services & Outsourcing Week [Amsterdam, May 2011]. He spoke candidly about the KPMG acquisition and what it means for the business - beaming over the fact that after just three months, the "pull" from KPMG’s client side is enormous. "We’re experiencing levels of work that we have not seen since the before the recession," says Altini.
He also highlights the emergence of three trends that he believes will impact this space in the near future. First, the growth of "Asia for Asia" services delivery; secondly, the emergence of China; and third, an increased focus on the Gulf and the Middle East regions. Altini explains: "The concentration of wealth in those regions is enormous. All those countries have global ambitions and are looking to attract international business. It is a case of service providers having enough confidence to invest in countries like Egypt, Morocco, Jordan etc. Clients will follow."

Claudio Altini, managing director of BPO and shared services advisory at EquaTerra speaks candidly about the KPMG acquisition and what this means for the business. Consolidations always make us sit up and pay attention. What do they mean to the market? Is business shrinking? Or is it growth that’s pushing acquisitions? Earlier this year, KPMG made the announcement that it was taking over advisory firm EquaTerra, due to its clients increasingly demanding these services, and the acquis...
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