Case Studies

> European Market Entry for a US Telecommunications Software and Hardware Manufacturer

After a rapid assessment of the situation and the development of a plan that included a market entry strategy and defined the sales approach for Europe, Middle East and Africa (EMEA), we provided interim executive management services to ensure that the plan was successfully executed.
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 > Middle East and Africa Market Entry for a US Telecommunications Hardware Manufacturer

Specific countries and prospects were identified and targeted. A value proposition specifically for those prospective customers was developed-this was very different than the standard one used for more developed countries. Existing partners were visited and these relationships assessed and revitalized.
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 > IT Consultancy – Europe to USA

The plan was developed, accepted by the board and one of our leadership team was asked to lead the establishment of the US subsidiary. The implementation was ultimately very successful by beating the business plan’s revenue and cash flow targets.
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 > Acquisition of a European High Technology Business on Behalf of a US Company

On behalf of the customer, a list of potential target companies was developed that met the customer’s criteria in terms of size, technology and life cycle stage. After initial qualification and discussion with the customer, a short list was developed through our extensive local contact network.
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> Continental European Market Entry for a UK Software and Services Supplier

A US software & service company with UK presence was looking to expand their business in continental Europe. A rapid assessment was made of the client’s value proposition and a list of target customers was developed. It was decided that the best way to test and penetrate the market was to use a locally-based sales manager.
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> IT Services Outsourcing — from China to UK and Europe

A rapidly growing NYSE-listed company that is based in China is enjoying spectacular growth in its domestic China and Asian markets for its IT outsourcing services. It had yet to establish a presence in the UK and Europe, however, and a previous attempt did not produce tangible results.
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