Since its earliest days, ACG has been synonymous with alliance development, and it continues to be the leader in this area. We have been involved with more than 100 alliances on five continents. These include outsourcing and marketing ventures, international partnerships, co-brand and affinity relationships, and agent bank programs.

ACG can create innovative structures for clients seeking partners or improve a responding firm’s chances of winning a deal in a bidding process. The new and renewed contracts we have negotiated have meant millions to hundreds of millions of dollars in increased revenue and/or lowered expenses. We have helped our clients leverage the many advantages of a co-brand card program, including:

• Increased brand loyalty
  
  
• Expanded marketing avenues
  
  
• Broader name recognition

Examples of ACG Alliance Development projects include the following:

• ACG represented a co-brand partner to renegotiate the contract with its card issuer. To preserve the relationship and minimize disruption to the program, the agreement was renegotiated midstream to the satisfaction of both parties. As a result, the portfolio grew dramatically, and the contract was subsequently renewed multiple times.
  
  
• A top 10 card issuer chose ACG to help win a partnership with a young, low-cost airline. Our consultants allied with the internal client team to develop the pitch to the airline. The team discussed key strategic challenges, devised potential solutions and was instrumental in helping to prepare the RFP response for the airline. The card issuer won the deal. ACG then supported contract negotiations. The client was so pleased with the results, it has engaged ACG on subsequent projects.
  
  
• A leading US consumer brand was interested in entering the credit card market with a co-brand card program but knew little about the range of business or financial opportunities. To understand the potential reward value for its customers and the impact on company sales, ACG took the consumer brand company through an assessment of the credit card market, a determination of market-entry strategy, the development of a co-branded credit card value proposition, the simultaneous selection of a bank partner and network, and negotiation of both contracts.
  
  
• Our firm was engaged by a large entertainment company after its card program had failed. ACG developed a short list of creative and flexible issuers, and worked with the client on a compelling pitch to initiate a viable and robust new card relationship. We orchestrated a roadshow for the short list and generated enthusiasm among the issuers. With the client, we selected the finalist and assisted in contract construction.
  
  
• A private-equity firm that had taken a major stake in a Chinese bank engaged ACG to assist it in developing a co-branded credit card alliance with a major multinational retailer. As part of the deal, the Chinese bank needed to upgrade its processing and servicing capabilities. ACG assisted the bank in defining and negotiating contracts for software, IT and servicing support. The co-brand alliance vaulted the bank into the position of a leading issuer of consumer credit cards in China.