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Case Studies
  

Typical Case Study Outline
Case Study #1:
Company: Start-up provider of wireless applications
Target Companies: Major China wireless carriers, service providers and OEMs
 Tasks:

Strategic:
 Developed China market entry strategy
Identified market opportunity
Determined competitive positioning and identified areas of opportunity
Evaluated and developed new value proposition for the China market
Determined the most cost-effective corporate structure
Outlined Intellectual Property considerations and requirements
Identified those customers and alliance partners that represented the highest probability of success in the least amount of time
Provided hiring recommendations
Developed a “road map” for success that identified major goals and milestones to be accomplished
Developed 12-month pro-forma financial statements

Tactical
Managed the regulatory process of opening an office in China
Provided interim China management for 1 year
Managed IP protection tactics
Staffed office and R&D activities
Provided introductions to major service providers and carriers such as China Telecom, China Mobile and China Unicom
Provided introductions to major OEMs such as The Legend Group (now Lenovo)
Generated initial product revenue
Created channel of distribution
Managed partner programs.

Result:Company achieved China revenue objectives and the subsidiary became self sustaining within 12-months.

Case Study #2:
Company: Post round “B” private company ($15M - $20M range) manufacturing IP routers, bridges and network management products
Target Companies: Major China carriers, service providers and commercial customers
Tasks:
Strategic:
Developed China market entry strategy
Identified market opportunity
Determined competitive positioning and identified areas of opportunity
Evaluated and developed new value proposition for the China market
Determined the most cost-effective crporate structure
Outlined IP considerations and requirements
Identified those customers and alliance partners that represented the highest probability of success in the least amount of time
Provided hiring recommendations Developed a “road map” for success that identified major goals and milestones to be accomplished
Developed 12-month pro-forma financial statements

Tactical:
 Managed the regulatory process of opening an office in China
Provided interim China management for 1 year
Staffed office and R&D activities
Provided introductions to major partners and commercial accounts such as ZTE, Huawei, Bank of China, Sichuan Changhong Electric, China Merchant Bank, Konka Group, Qingdao Haier Holdings and many others
Generated initial product revenue
Created channel of distribution
Managed partner programs.

Result: Company subsidiary became self sustaining in 9 months and adequately contributed to the overall financial goals and objectives resulting in 4 straight quarters of profitability and company acquisition.
Case Study #3:
Company: Post round “B” private company ($15M - $20M range) manufacturing IP routers, bridges and network management products
Target Companies: Major China carriers, service providers and commercial customers
Tasks:
Strategic: Develop strategic plan for market entry of new product line that takes advantage of existing organization and channel structure where possible.
Outline Total and Served Available Market (TAM/SAM) for the new product
Developed detailed competitive positioning strategy
Who were their competitors in the anticipated segment
Evaluate anticipated competitive pressures regarding technology, channel strategy and anticipated market entrants for a period of 3-years
Evaluate existing partners and access their potential success with the new product line
Evaluate positioning with target end-user customers
Evaluate support requirements
Identified vertical market opportunities and partners in which the Client was not well positioned at the time
Provided matrix of additional partners and provide increased capability and economy of scale to broaden client’s distribution base
Developed value-proposition for the new product line specific to the China market and the client’s ultimate end-user Outlined staffing requirements
Develop 3-year pro-forma financials

Result: Company executed the plan which resulted in achieving their first-year revenue objectives for the new line-of-business.

Case Study #4:
Company: 12 year-old multinational company based in Hong Kong involved in shipping, trading and finance.
Target Companies: Major China SOE’s, Tender companies, Chinese Imex Corporations and newly formed private companies.
Tasks:
Strategic:
Developed China market entry strategy to bring the sales from 1% to 5% of China market share
Identified diverse market opportunities
Identified potential joint ventures, and investment opportunities
Determined competitive positioning and identified areas of opportunity
Determined the best partner alliances
Developed new value proposition for selling CIS to China market
Identified those customers and alliance partners that represented the highest probability of success in the least amount of time
Developed a “road map” for success that identified major goals and milestones to be accomplished
Provided hiring recommendations
Developed 12-month pro-forma financial statements
Tactical:
Managed the regulatory process of expanding the office in China
Provided interim China management for 1 year
Staffed office and managed finance and trade activities
Provided introductions to major players in the China market
Introduced partners from numerous Provinces where no relation had existed before
Provided introductions to major SOE’s as potential joint venture partners
Generated increased product revenue
Set up and negotiated joint ventures and projects
Managed partner programs.
Developed strategies for shipments overland from Kazakhstan to western China

Result: Within one year, brought the company sales from 1% to 5% of the total China market (approximately $80 million in sales). Established a large number of new customers and partners in China.

Case Study #5:
Companies: Set up and worked on five Joint Ventures based in China in the Aerospace and Automobile space
Target Companies: Beijing First Auto, PLA, Norinco, CAAC and CATIC
Tasks:
Strategic:
Developed China market entry strategy
Identified and developed market opportunity
Determined competitive positioning and identified areas of opportunity
Evaluated and developed value propositions for these China Joint Ventures
Determined the best partners and direction to proceed
Outlined IP considerations and requirements
Made recommendation on the strategy needed to achieve success and close the Joint Ventures in the least amount of time
Identified potential Chinese customers and alliance partners could work with the Foreign partners
Developed a “road map” for success that identified major goals and milestones to be accomplished
Managed the relations between the Chinese and foreign partners

Tactical:
Provided interim assistance to the foreign partners for one year
Set up Chinese government and ministerial level meetings between the Presidents of these Joint Ventures
Provided introductions to major partners such as CNTIC, PLA, Norinco, CAAC, CATIC and many others
Acted as advise to the western side of the Joint Ventures making recommendations how to resolve various negotiating issues with the Chinese
Identified channels of distribution
Managed partner programs.

Result: Companies moved forward with their joint venture partners, and in particular assisted the Beijing Jeep Joint Venture to build their business continue their relationship with their Chinese partners becoming the prime example of a successful Foreign Joint Venture in China.

Case Study #6:
 Company: One of the ten largest European multinationals in the trade and finance space. The company already had a presence in China, and wanted to expand their presence and market share with the Chinese.
Target Companies: SOEs, Imex Corporations, light industry and automobile manufacturers
Tasks:
Strategic:
Establish the market size and availability and the direction need to build the business
Outline Total and Served Available Market (TAM/SAM) for the products sold
Developed detailed competitive positioning strategy
Determine new market areas and regions where product can be sold and shipped for the largest profits
First to ship product to the U.S. and South America from several Chinese mfgs
Built new lines of business sourcing from Chinese mfgs
Who were their competitors in the anticipated segment
How could we surpass the competitors
Evaluate anticipated competitive pressures regarding Japanese, Russian, and Korean competitors

 Tactical:
Build the customer base and manufacturing base for import and export of product
Evaluate existing partners and access their potential success with the new product lines
Evaluate positioning with target end-user customers
Evaluate support requirements
Build and expand customer base several fold
Establish relationships with the ocean and rail lines to ensure shipments
Identified vertical market opportunities and partners in which the Client was not well positioned at the time
Provided matrix of additional partners and provide increased capability and economy of scale to broaden client’s distribution base
Developed value-proposition for the new product line specific to the China market and the company’s ultimate end-user
Outlined staffing requirements and hired additional staff
Develop 1-year financials and business plan

Result: Company executed the plan and within six months became the number one Western Company in revenue and profit to sell to the Chinese. Shipments were made on newly established rail lines and sea routes from the CIS to Chinese customers.
 
 


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