Case Studies

A UK Software Company wanted to enter the Japanese market

Our team provided the following services;

  • Evaluated the various options for market entry, (such as JV, distributor, license partner, direct entry).
  • Discussed options and made agreement with client to enter directly and open local Japan office.
  • Worked with client to make 3 year business plan for market entry.
  • Incorporated the company in Japan, set up a KK, appointed Japanese accountant and legal advisor.
  • Sourced office space and opened office in Japan.
  • Recruited 12 Japanese staff in year 1, trained the team, set up management structure and motivation plan.
  • Supported local operation to build business and find over 400 Japanese customers.
  • Developed relationships with key business partners in the market.
  • Identified and succession planned a team member to become head of local operation in year 3.

A technology company wanted to understand the options for market entry

Our team provided the following services;

  • Conducted market research in Japan to understand the competitive landscape and market potential
  • Met with potential customers to interview and understand their needs for the product and method of purchasing
  • Advised client on the best route to market (find a key local licensee, and invest in marketing to end users to create a pull)
  • Researched and identified potential key licensees and made introductions
  • Developed and implemented marketing/sales plan for end users to create awareness and demand
  • Supported client through the process of finding the best potential licensee and then helping negotiate the deal
  • Successfully closed multi-million dollar license deal for client

A Client wanted to develop business with Auto Navigation companies in Japan

Our team provided the following services;

  • Conducted market research to identify the key target companies in Japan
  • Contacted each company to introduce clients product and seek initial feedback and questions
  • Reported back to client and agreed a ‘short list’ of candidates to focus on
  • Set up a week of meetings for client to visit the short list candidates in Japan
  • Facilitated the meetings and translated etc
  • Followed up with local staff after the meetings
  • Dealt with all questions/comments/objections
  • Advised client on process for developing business offering and model with Japanese companies
  • Supported sales process locally leading to closure of 3 major contracts

Setting up a ‘Virtual Japan Office’ for a UK client

Our team provided the following services;

  • Located and hired a team of dedicated local staff with specific industry experience and connections
  • Trained then in clients technology and commercial model
  • Managed and facilitated local staff / office
  • Reported and communicated with clients UK Head Office regarding business development and progress
  • Provided a low cost ‘office in Japan’ for our client, dealing with all legal/payroll/recruitment/management issues
  • Client now has contracts with 10 Japanese companies and Japan is their number 1 revenue generating market outside of the UK