Case I:  Leading Automotive Design, Engineering and Testing Company Wins First Contract in China

Situation
This client, a leading UK provider of car design, engineering and testing services, was seeking Chinese vehicle manufacturing clients. At the time, most major Chinese vehicle manufacturers had already partnered with and/or were considering partnerships with foreign auto manufacturers to produce vehicles for the domestic Chinese consumer market. For more than 2 years this client had been unsuccessful in selling their services to any of the more than 100 Chinese vehicle manufacturers.

Solution
One of the partners of Kee Global Advisors took on the engagement of helping this client sell their services within the Chinese market. Following a thorough market study, the client was advised to avoid targeting the major Chinese vehicle manufacturers who were already in and/or considering joint ventures with foreign vehicle manufacturers, but instead focus on the Chinese commercial vehicle manufacturers who had limited in-house design and engineering capabilities, good cash flow, and, more importantly, the ambition to become much larger companies. In addition, the client was advised to strategically reposition itself to focus on helping Chinese vehicle manufacturers develop and enhance their in-house design and engineering capabilities and, thus, over time reduce their reliance on foreign companies.

Results
The combination of the new strategic positioning and targeted, well qualified prospects led to the client’s first successful engagement with a Chinese commercial vehicle manufacturer within 6 months following more than 2 years of previously unsuccessful efforts. The client has subsequently initiated client relationships with many Chinese automotive companies, including several of the largest.

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Case II:  Fortune 500 Media Company Enters China Market

Situation
This U.S. client wanted to break into China’s media market. The company faced the challenges of having little market information, an uncertain regulatory environment and no existing relationships with key market participants. In addition, at the time the Chinese Central Government was leary of foreign media companies and, thus, the client had to be properly sensitive to the government’s concerns.

Solution
Following extensive conversations and meetings with key people within the Chinese media industry and with senior officials from both the central and local governments, the strategy for how the client would best enter the Chinese market was formulated. This strategy targeted the establishment of operations initially in just one region with the necessary aproval from the senior government officials of that region.

Results
This strategy proved very successful and resulted in the client initiating operations within that region in less than six months; all with the approval and support of the region’s senior government officials. Subsequently, the client was very successful in expanding operations across the country and it continues to have a prominent presence in China today.

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Case III:  Fortune 500 Technology Company Seeking Central Government Approval to Build Manufacturing Facility

Situation
Client had applied to the Chinese Central Government for approval to build a $99 million manufacturing facility in southern China. Although this investment was welcomed and approved by local government officials, senior officials in the Central Government had held up approval of the application for more than two years to allow a state-owned enterprise the time to establish a similar manufacturing facility in another region of the country in advance of the client.

Solution
One of the partners of Kee Global Advisors assumed the role of government relationship advisor to the client and successfully arranged meetings with the President of China and all relevant senior Central Government officials. At these meetings the client had the opportunity to present its case for approval.

Results
As a direct result of the meetings with the President of China and the senior Central Government officials, the client’s application was approved within six months. The client subsequently built a second manufacturing facility in another region of China and it continues to successfully operate both today.

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