The client was acclaimed as one of the most successful and best managed banks in the U.S. in the mid-1990s, but top management was concerned that their existing strategy had little room for sustained future growth. Using a scenario-based approach, we helped them formulate a new strategy for regional growth in banking and simultaneous national growth in non-banking sectors. Our scenarios helped the firm’s management prepare for deregulation while also anticipating the possibility of a range of other market conditions. The scenario process also helped to hone the client’s market focus, and highlighted internal infrastructure changes needed to support the broad strategy. Subsequently they grew from the most powerful bank in a single small state to one of the largest and most successful banking institutions in the U.S., and were eventually acquired by one of the large money center banks in a lucrative buyout.
