Assessment of Potential Partner
A technology service supplier had made initial contact with two Shanghai companies; and the brief was to perform on the ground assessment on them over 6 months. Our assessment of their potential as Chinese partners was based on:
Credibility of their verbal representations
Commercial value of their product offerings
Terms of their business proposals.
By the 4th month of the assignment, we were already in a position to demonstrate the lack of strategic fit between the client and both the Shanghai companies, as well as to propose the next course of action for the company in its China strategy.