Nano-technology creators find strategic partners in China’s construction industry

Opportunity

China’s fast-growing building and construction industry makes it one of the largest markets in the world. Due to the Chinese government’s stricter environmental requirements on material production, there has been a strong demand for environmentally friendly advanced coatings from the industry.

However, for advanced technology to enter the China market, the process has never been easy. IP risks and culture gaps with locals are the two main barriers for any foreign company trying to establish a partnership with a Chinese company.

ARC Consulting has significant experience helping foreign companies connect with local companies through its global presence and local knowledge.

Approach

The project was executed as follows:

1. Market Research and Industry Mapping

After conducted a thorough analysis, the conclusion was made that Shandong and Henan are the two provinces where most of the potential partners are located. A list of company names was compiled, and ARC Consulting called these companies to evaluate their initial interest on the idea of a partnership. The companies were then presented to the client with their key information highlighted.

2. Potential Partner Visit

Potential partners were visited together with the client. ARC Consulting provided translation to smooth communications and to increase the probability of an agreement. After the visits, all the potential partners were evaluated using a score card, based on the criteria previously aligned with the client.

3. Term Negotiation

ARC Consulting then assisted the client on term negotiation and again, increased the probability of a deal.