Sarah Butler

Sarah Butler


Sarah Butler is a Sydney-based Partner with Strategy&, she is leader for global Strategy& Insurance practice. She was previously a Board Director on Booz & Company’s global board and Chair of the Audit Committee. Sarah has 25 years consulting experience with the firm in China, Asia-Pacific and Europe. She supports clients on strategy, go-to-market, organization, performance improvement and M&A/JVs.

She leads Health and Insurance practices across the region, and is a recognized thought leader, authoring a range of publications including: Strategies for the new China landscape; China healthcare 2020; General insurance: Getting back to basics; and Cutting the cost of insurance claims: Taking control of the process.

Over the years, Ms. Butler’s projects at Strategy& have encompassed a diverse range of clients and challenging issues, including:

  • Led review of China health insurance market and partnership opportunities
  • Led China market growth strategy and GTM for an international medical devices company, including market assessment for their three business units, breakout growth strategies, and screening/evaluation of partnership options – given both “hard” and “soft” factors; the team also supported negotiations with potential targets
  • Led review of go-to-market model for a life sciences player in China to meet aggressive growth targets, including understanding changes required to distribution channels, sales force size, capabilities and management, and roles required to deliver growth profitably – both strategy and detailed design (e.g., detailed product/brand plans, sales organization, KPIs, distributor selection)
  • Led China GTM pricing and reimbursement study for a life sciences company, including understanding health regulations and stakeholder engagement for different ministries, and developing long-term strategy to address the opportunities
  • Led review of GTM tendering best practices in China for a medical devices company, based on deep understanding of provincial level implementation of Health reform and best practices along the value chain
  • Developed paper on Pricing Trends for Pharmaceuticals in China given Health Reform
  • Developed direct distribution strategy for health insurer in Hong Kong, including strategic initiatives to grow the business and cost/benefit
  • Led successful deal negotiation and post-merger integration for an insurance JV, including operating model and integration for product, customer, distribution, claims, support and technology
  • Led several post-merger integration programs for insurer
  • Supported a health insurer to develop a corporate strategy and transformation roadmap, including customer segmentation and value propositions, brand, distribution and products
  • Supported the industry association and health insurer CEOs to develop the industry strategic agenda and government briefing papers
  • Led review of surgery to improve quality of patient care, customer service and efficiency for a major heart and lung hospital
  • Led China/HK market entry strategy for an insurance player, based on detailed assessment of market/ability to compete
  • Led detailed reviews of distribution, underwriting and claims for multiple insurers
  • Led review of China payments market, including assessment of market, strategic options and partnership between MNC and a Chinese player
  • Led strategic review of China digital goods sector, including options and partnership evaluation
  • Led China break-out market entry and GTM model including customer and dealer value proposition, capabilities, and M&A
  • Led GTM review for a FMCG company in China, including “where to play” sequencing choices and GTM model (e.g., distribution channels, logistics, internal sales force capabilities, trade terms)
  • Supported technology-enabled transformation of an Asian bank
  • Led development of corporate and business unit strategies, including international growth strategy and a local market growth strategy for an insurer
  • Developed capability-driven strategy for financial services, including customer offer design for each target segment based on understanding of customer needs, competitive position and economics
  • Supported a bank to design people strategies to improve customer centricity
  • Designed a new distribution strategy for a financial services player and reviewed sales practices
  • Designed new governance model for the local subsidiary of a global bank
  • Supported an insurer to develop a growth strategy for one business and a turnaround plan for another, and designed the new operating model, including structure, decision rights and KPIs
  • Led review of claims management for a personal injury insurer
  • Supported a financial services player to develop a portfolio strategy
  • Supported a bank to develop strategies and value propositions for each of its segments, and develop strategies for their brand, distribution, product, customer management and operating model
  • Led transformation program for a major rural player, including customer segmentation and sales and service model design, retail network optimization and operations redesign
  • Identified product line rationalization potential and developed organizational structure for an equipment manufacturer and service provider
  • Developed distribution and pricing strategies for mobile phone company
  • Led review for Telco to define a new organizational structure and people skills requirements for marketing • Evaluated opportunity for an airline to form an alliance or merge with another airline

Sarah was a scholar at Christ’s College, Cambridge and received a BA Hons and MA in Natural Sciences (Chemistry).  Sarah is also a Graduate of the Australian Institute of Company Directors.  She was appointed to the UTS China Research Centre Advisory Board.