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THE FOLLOWING ARE EXAMPLES OF THE MANY PROJECTS CARRIED OUT BY CSPA MEMBERS COMPANIES
- Advising
the Canadian subsidiary of a UK telecoms system integrator company on
entering the North American market; visiting locations in the U.S;
identifying potential partner companies to provide sales, installation
and support; training and mentoring each partner company during the
start-up phase.
- Providing
project management and a range of advisory services to a UK IT
consulting company establishing subsidiary offices in Massachusetts and
California.
- Providing
services to a large IT company with a product designed in the UK which
they now wished to introduce to the Canadian market. Work
involved converting the ‘soft’ aspect of the product, including
software, manuals and promotional materials, to Canadian format and
usages.
- Organising
a series of industry-specific trade missions to Canada and the United
States for a UK regional development agency. Industries served
were environmental engineering, precision engineering, IT and
software. Provided the agency’s clients with a range of services
including market research, introduction to potential customers and
alliance partners, marketing consulting, and advice on regulatory and
taxation issues in the target jurisdictions.
- Alliance
search and set-up services for a UK electronics manufacturer with
innovative products based on newly-developed technology. Services
included: researching the North American market for competitors;
identifying and interviewing potential partner companies; advising on
pricing, promotion and marketing strategy, and organizing the client’s
presence at tradeshows.
- Providing
a range of services to a UK company specialising in software for
television stations, now wishing to enter the American market.
Services included: market entry strategy, market research, researching
tradeshows to exhibit in, arranging tradeshow presence, negotiating
with value added resellers and developing licence agreements.
- Researching
the Canadian market for school furniture and identifying potential
agents for a UK-based manufacturer; interviewing and selecting agents
for specific regions of Canada; and setting up agency agreements.
- Advising
a rapidly-growing Scottish multi-media group on strategies for entering
the American market; identifying a number of small publicly-traded
American companies as possible acquisition targets; monitoring their
stock market value against performance to enable the client company to
bid at an appropriate low price v. high value opportunity.
- Advising a
UK franchisor with a unique product and service for the repair of
frost-damaged roads. Researched potential franchisees in Canada
and northern states of the United States, directed marketing materials
to them, leading to negotiation of franchise agreements.
- Researching
the North American Market for precision electro-mechanical components,
then seeking and finding an American company whose complementary
products and market position make it a good target for
acquisition. Included preparation of full reports on the market
and the target company.
- Researching
the Ontario health care equipment market and advising a Northern
Ireland manufacturer of medical equipment on how to enter market;
arranging a visit to the market by the company’s Managing and Marketing
directors including visits to contacts and prospects within the market;
mentoring a manager appointed from Northern Ireland to set up an office
and commence marketing.
- Designing
and executing a large market research survey of potential American
purchasers of a UK-designed machine for mass production of a major
component of cellular phones. This resulted in suggested
modifications to the design of the machine and, later, the sale of
machines in the U.S. market.
- Developing
a model franchise agreement for a UK food processing company with a new
production technology they wished to market on a “technology franchise”
basis. Researching North American food industry groups and
identifying several potential targets, resulting in the negotiation of
a master franchise.
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