Geographic market focus
Core service offerings and project types
Prior to agreeing to work with a new client, we conduct an Opportunity Assessment and Client Qualification analysis.
This process requires prospective clients to provide information on their financial stability, their firm’s capacity to invest in and serve selected Asian markets and an initial Competitor Identification and Analysis.
Should the IABS Consulting Team then decide with the prospective client that there is a strong fit and ability to make the required commitment to succeed in Asia, we then prepare a detailed proposal. The proposal will involve one or more of the following Project types:
1.
Market ResearchDesk
Qualitative
Quantitative
Market Modelling
2.
Market Entry Strategy7P Framework covers
Product
Place
Promotion
Processes
Partners
People
Pricing
3.
Market Engagement - Partner Identification and DevelopmentVarious categories
Legal/Accounting
Licences/IP
Distribution
Technology
Marketing services
Capital/Financing
HR/Recruitment
4.
Market Activation and Business CoachingCommunication
Rhythms and routines
Problem solving
Negotiation
Trust building
Our market research consultants use a combination of desk research, in depth interviews, focus groups and quantitative methods to understand the structure, size and growth of target markets.
With non-English speaking countries the research team will start with leveraging multi-lingual analysts to build up a detailed picture of market from publicly available information sources.
The Market Research service looks specifically at the following dimensions of a market for a particular product or service offering:
- Product-Market Fit
- Segmentation – Size/Growth
- Distribution and Economic Value Chain
- Legal/Regulatory requirements
- Financial Modelling – Capital Requirements
We use our integrated 7P framework for designing a Market Entry Strategy.
A Market Entry Strategy will directly address the following elements:
| 1 | Product | Specifications, advantages and benefits to the end-user customer |
| 2 | Place | Distribution strategy – where will the product or service be available from throughout an industry value chain |
| 3 | Promotion | How will the target market and value chain partners be made aware of the product/service, be encouraged to trial the offerings and be converted into repeat or advocate customers |
| 4 | Partners | Who will be providing required capital, expertise and outsourced services |
| 5 | Processes | What core processes will be required to manage, monitor and improve the effectiveness and efficiency of the strategy. What legal and operational structures are required? |
| 6 | People | What knowledge, skills and mindsets will be needed to give the Market Entry the best chance of success and how will these people be recruited or sourced? What relationships will be critical to success? |
| 7 | Pricing | What will the pricing strategy be to represent superior value to each value chain member through to the end-user/customer? |
Our team helps client scope requirements and conduct evaluation of prospective partners in each of the following areas:
- Legal/Accounting – Licences/IP/Taxation
- Distribution-Import/Wholesale/Retail
- Technology – IT/Internet
- Marketing Services
- Capital
- HR-recruitment
This involves the ongoing coaching and mentoring of Business leaders as they put the rubber on the road in doing business in Asia. Their business partnerships and relationships need to develop a rhythm and operating routine. The ongoing efforts to build understanding and improving how to work together across cultures, geographies and political systems is demanding.
Our specialist consultants bring hard won experience in being in the very positions our clients find themselves in. Combining empathy with professional capability assists clients realise the financial potential of their Asian strategy.