China Advisory Services

Industry: Internet/Online Services

A US-based provider of online vacation rental properties wanted to increase their understanding of their market potential in China; understanding of relevant industries in China (Internet, travel, real estate); and to ascertain the capabilities and positioning of competitors, if any existed. Overall intent was to begin to craft a China market strategy to be pursued post-IPO based on an initial investigation and trip to China by key executives.

Our approach:

• Provide market information on potentially related players in key industries
• Provide overall market data
• Conduct pre-travel executive briefings
• Work with client to prepare a message to deliver during key meetings in China
• Attend meetings with client in an advisory role; provide objective post-meeting feedback based on observations and participation
• Provide executive summary of meetings, recommendations, and planning of next steps

Results:

• A fast and effective "ramp up" by the client, who was able to effectively make sustainable changes ahead of schedule.
• Our ongoing engagement allowed client to receive feedback on ideas and actions in real time, which allowed for adjustments to communication and leadership style to be made quickly.
• To date, the expatriation has proven so successful that both the executive and his family are comfortable with extending the term of the China assignment.

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