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Evaluating technology partners for China expansion

tl_files/case_studies/DPF_Picture.jpegEngagement Rationale: We were engaged to identify, analyze and introduce Chinese technology partners to our client for the development of a robust, fuel borne catalyst solution that will allow Chinese diesel engine manufacturers to meet China IV emission standards.  The project findings were used to evaluate the acceptance of our client's solution in the market and provide support for the business case to fund development and validation with target OEMs to prove out and implement their solution for the China market.

Define Partner Criteria

In conjunction with our client's Chief Technology Officer, we identified the key specifications and metrics they required from Chinese technology partners to implement their emissions solution in China.

Highlink also considered more qualitative factors like ownership, existing customer base and financial security to set the final criteria.

Identify Potential Technology Parnters

We leveraged our relationships and local market knowledge to identify over a dozen potential partners with varying levels of technological expertise.

We contacted each company to establish a key point of contact, determine their capabilities relative to our defined set of criteria, and gage their interest in cooperating with our client.

Analyze and Prioritize Potential Partners

We prioritized each potential partner based on the data they provided and their responses to our enquiries.

We visited and interviewed three potential partners that we identified as high priority and that represented a cross-section of the range of technologies in the market.  Each face-to-face interview was summarized in a comprehensive trip report.

Summarize and Review Findings

We captured all relevant information in a summary matrix, supplemented by a series of concluding slides, and presented to our client.

The results were used to plan the next phase of the client's China strategy including an evaluation of whether to acquire or partner with one oro more of the high priority companies.

Highlink identified, prioritized and recommended a set of companies that met our client's criteria for an effective partnership thereby allowing them to set a strategy for China expansion.