CASE STUDIES

* A large IT services company was interested in establishing a presence in an emerging market but was unsure how to proceed. Through our local market experts, we quickly assessed the revenue and growth prospects for the region, as well as the competitive environment. We identified the most attractive niche for the client to compete in, and based on extensive customer interactions, guided the client痴 sales and marketing efforts. We also identified the most attractive partner candidates in the local market and brokered introductions for the client. Finally, we helped the client navigate the regulatory issues associated with market entry. Based on our insights and recommendations, the client successfully entered the market and rapidly established a dominant presence.

* A leading telecommunications equipment manufacturer was eager to expand its sales in emerging markets. It was unsure, however, how to proceed. We helped the client identify its strengths and weaknesses with respect to emerging markets and through our proprietary research techniques and databases, benchmarked them against emerging markets best practices. Through our network of emerging markets experts, we helped the client identify the most attractive emerging markets to focus on in the near-term. We identified the appropriate products for the client to lead with, and recommended an improved sales and marketing strategy. We also recommended a partnership strategy and where appropriate introduced the client to compatible local partners. Finally, we helped the client formulate a long-term strategy for succeeding in emerging markets. Based on our work, the client quickly and significantly increased its revenue and profits from emerging market sales.

* A private equity firm needed assurance that the profit forecasts of a company they were considering investing in were sound. The company, a start-up emerging market IT services provider, was growing at over 200% per year. Leveraging our industry experts, we investigated price trends, surveyed customers, and reviewed the competitive environment. We also tested the company痴 growth strategy and assumptions. Our analysis revealed that while the company offered significant potential upside. At the same time, however, we uncovered downside risks that our client had not perceived. We advised the client to revise their valuation and offer accordingly. The client did so and was able to acquire the company at a much better price than they had expected. Moreover, upon acquiring the company, the client was able to proactively address the risks we had identified.

* A well financed investment company in a fast growing emerging economy came to us for advice on diversifying their portfolio. At the time, the company was heavily invested in local real estate and construction. As a first step, we worked with the company to articulate their investment strengths and to formulate their investment strategy. Next, we identified a short-list of investment opportunities in multiple sectors in both local and foreign markets. Each of the opportunities was identified based not only on its risk/reward profile, but also its fit with the client痴 investment strategy. Through our network of experts, we evaluated each of these opportunities in depth and helped the client make investments in several of them. We continue to work with the client on a regular basis as they seek to keep their portfolio appropriately diversified.