Contextual Intelligence for ASIA
“By three methods we may learn wisdom:  First, by reflection, which is the noblest;; second, by imitation, which is the easiest; and third, by experience, which is the bitterest.”
Confucius, (551 – 479 BC)
Our approach is based on more than 10 years of practical experience as well as numerous research projects. The overall CONTEXTUAL INTELLIGENCE approach for market entries/expansions in ASIA is based on what academics call the "strategy tripod", a combination of the instituions-based view, market-based view and resource-based view. For HSG Alumni: the famous St.Galler Management Model is basically incorporating the same three perspectives. 
During a market entry (or a market expansion) project in Asia, the final objective is to have a business model that fits with the local circumstances including local customers requirements but also local regulations and infrastructure. Moving backwards from this final objective we need to understand:
  • the current and future institutional (policies, economics, social, technological) environment in the target market
  • the current and future market/industry-related "rules of the game"
  • the specifc requirements of the targeted customer group(s)
Insights from these perspectives help executives to understand how their value proposition in China or India needs to look like and how their companies might be able to differentiate themselves from existing competitors. One tool to summarize the core idea of your business model (in any market) is the Strategy Canvas. 
For the assessment of local customer requirements the ACC-HSG suggests different concepts from classic focus groups and consumer studies with local service providers in Asia to more unconventional approaches such as online, real-time expert panels (especially in the B2B sector) where you ask your poential customers directly which features of your existing or potential products they really appreciate and are able to value (in monetary terms). 
In order to select the right markets, companies also need to understand in detail the instititonal and industry-specific business environment they are planning to operate in. it is especially important to focus not only on the status quo analysis (e.g. out of existing reports) but try to understand how the future institutional envionment and the future "rules of the game" might look like to develop a suitable business model. fFor this purpose, the ACC-HSG has developed lists of relevant PEST questions for China & India as well as a detailed Porter's Five Forces Framework for the direct application of executives using our online, real-time expert panel software. In addition, we have also developed a cloud-based solution to visualize more complex business ecosystems and investigate open issues between the different players. 

Insights

Institutional Environment Assessment (Status Quo)
PESTEL Framework
Framework Proficiency Support:
Intelligence Access Support:
  • Expert Panel Solution
EXPERT PANEL ACCESS:
  • INDIA: You can request a pre-developed PEST Framework suggestion (can be adapted) for the Indian market HERE.
  • CHINA: You can request a pre-developed PEST Framework suggestion (can be adapted) for the Chinese market HERE.
Industry Environment Assessment (Status Quo)
Porter's 5 Forces Framework
Framework Proficiency Support:
  • List of power factors to be potentially included into a detailed Porter's 5 Forces analysis
Intelligence Access Support:
  • ​Expert Panel Solution
EXPERT PANEL ACCESS: 
  • ​SECTORS: You can request access to a pre-develped Porter's 5 Forces Framework suggestion (can be adapted to specific industry needs) HERE. 
Future-oriented Insitutional & Industry Environment Assessment
Scenario Development Framework
Framework Proficiency Support:
  • ​Delphi Study Tutorial
Intelligence Access Support:
Customer / Consumer Preferences Assessment (Status Quo & Future)
Customer / Consumer Journey Framework
Framework Proficiency Support:
  • ​Contacts to Consumer / Customer Study Experts in China & India
Intelligence Access Support:
Business Model Assessment
Strategy Canvas (Value Curve) Framework
Framework Proficiency Support:
  • ​Tutorial and Case Examples
Intelligence Access Support:
  • You can request access to our Strategy Canvas Tool (Expert Panel) HERE. 

Strategy Development & Implementation

The following additional study material should help you to better prepare for the implementation of your strategy / business model in Asia. 

Contextual Intelligence - India

  • Market Entry Challenges of SMEs in India: Learning from Experts
    Here you can access a summary as well as a more detail presentation. You benefit from the collective input of more than 45 practitioners and their experience in India. 
  • Negotiations Tactics in India: Learning from Experts​
    Here you can access an interactive negotiation exercise where you can benefit from the experiences of more than 40 Indian and German/Swiss executives.
  • Building Business Ecosystems & Networking Strategies in India: Lessons Learned from Swiss Companies
    Here you can access an extended study summary that provides insights into theory as well as good practices of Swiss companies in India. 
  • ...more executive education and training material can be requested from Dr. Roger Moser. 

Contextual Intelligence - China

  • Market Entry Challenges of SMEs in China: Learning from Experts​
    ​Here you can access a summary of a study on market entry challenges of Swiss SMEs in China. 
  • HQ-Subsidiary Relationship Design & Staffing in a Sino-European Context: Learning from Experts 
    ​Here you can access a summary of recommendations about how to staff your subsidiary in China depending on your most important objectives. 
  • Managing Chinese Employees in a Sino-European Context: Learning from Experts
    Here you can access a summary of recommendations about how to manage Chinese employees in 7 critical situations. 
  • ...more executive education and training material can be requested from Dr. Roger Moser. 
More Case Studies about European companies in Asia can be found here.  
More Studies about practices and concepts of European companies in Asia can be found here. 
The study material sites are password-protected, if you are interested to access this training material, please contact Dr. Roger Moser for the password. 

"Market Expansion Service Providers" for your Projects in Asia

The ASIA CONNECT Center-HSG at the University of St.Gallen collaborates directly with a few regional 'market expansion service providers' that we believe truly understand the needs of Swiss SMEs when dealing with a potential market entry or expansion project in Asia. We are more than happy to make specific recommendations based on your individual case - ACC-HSG does not get any financial support from these service providers.