Case No. 1 Private research for Chinese Strategic Partner
In April through June 2008, L.BT assisted a Fortune 500 firm (thereafter called "The Firm") with a confidential research project in China.
The Firm is a service Company, has sophisticated global supply chain and has set up several manufacturing locations in China to serve its Multi-National Company (MNC) Customers. With China indigenous companies thriving and Market demand increasing, The Firm was considering serving indigenous company directly and looking for a quick entry to Chinese Indigenous Market.
The Firm engaged L.BT as its Bi-culture consultant to assist its research in China. The first step was to identify and narrow a list of leaders in the target industry. Investigation approach & results:
a) through the firm's suppliers who had presence in China, a list of companies who reached out for new technologies and partnership was identified.
b) through the firm's MNC customers, a list of highly qualified indigenous competitors was identified.
c) through investment bankers, a list of major players and their complex private vs. state-own background was identified.
d) through attending major trade shows and speaking directly with representatives from target companies, detailed information regarding the target companies' background, investors and customers was identified.
L.BT helped with identifying & narrowing the targets' list, recommended strategic and tactical approaches for market information & access to key executives at indigenous Chinese firms. L.BT also provided liaison services, including cold-calling C-level Chinese executives, on-site meeting support, follow-up & opportunity analysis, etc.
At the end of project period, two companies were identified as potential M&A targets to enable The Firm's swift increase of market share among indigenous customers.
Case No. 2 Assist in raising funds for Medical Start-up
