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• Case | HBS Case Collection | May 2018 (Revised June 2018)

  Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

  Alexander Braun, Lauren H. Cohen, Christopher J. Malloy, Jiahua Xu, Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu

  Connecting life insurance policyholders with potential investors (called Life Settlement Providers), Ashar Group plays a pivotal role in the industry. Its current position is, however, increasingly being challenged by consumer-direct models, led by major providers seeking to shortcut brokers. Ashar faces a strategic dilemma in cooperating—but also in competing—with these providers. Maintaining a mutually beneficial dynamic with policyholders, downstream intermediaries, and other actors thus constitutes a balancing act. The context of this case is an underdeveloped market whose reputation has suffered from broker misconduct. In light of the market’s legacy issues and competing business models, this case study explores strategies Ashar may pursue to secure and enhance its market position. Discussions emerging from this case study have the potential to illuminate directions for market transformation.

  Keywords: Insurance; Investment; Markets; Competitive Strategy; Cooperation; Financial Services Industry;

  Citation:

  Braun, Alexander, Lauren H. Cohen, Christopher J. Malloy, and Jiahua Xu. "Ashar Group: Brokers and Co-opetition in the Life Settlement Industry." Harvard Business School Case 218-109, May 2018. (Revised June 2018.)  View Details

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• Case | HBS Case Collection | May 2018 (Revised June 2018)

  Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

  Alexander Braun, Lauren H. Cohen, Christopher J. Malloy, Jiahua Xu, Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu

  Connecting life insurance policyholders with potential investors (called Life Settlement Providers), Ashar Group plays a pivotal role in the industry. Its current position is, however, increasingly being challenged by consumer-direct models, led by major providers seeking to shortcut brokers. Ashar faces a strategic dilemma in cooperating—but also in competing—with these providers. Maintaining a mutually beneficial dynamic with policyholders, downstream intermediaries, and other actors thus constitutes a balancing act. The context of this case is an underdeveloped market whose reputation has suffered from broker misconduct. In light of the market’s legacy issues and competing business models, this case study explores strategies Ashar may pursue to secure and enhance its market position. Discussions emerging from this case study have the potential to illuminate directions for market transformation.

  Keywords: Insurance; Investment; Markets; Competitive Strategy; Cooperation; Financial Services Industry;

  Citation:

  Braun, Alexander, Lauren H. Cohen, Christopher J. Malloy, and Jiahua Xu. "Ashar Group: Brokers and Co-opetition in the Life Settlement Industry." Harvard Business School Case 218-109, May 2018. (Revised June 2018.)  View Details

  CiteView DetailsEducatorsPurchase

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• Teaching Note | HBS Case Collection | June 2018

  Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

  Alexander Braun, Lauren H. Cohen, Christopher J. Malloy, Jiahua Xu, Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu

  Teaching Note for HBS No. 218-109.

  Citation:

  Braun, Alexander, Lauren H. Cohen, Christopher J. Malloy, and Jiahua Xu. "Ashar Group: Brokers and Co-opetition in the Life Settlement Industry." Harvard Business School Teaching Note 218-128, June 2018.  View Details

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