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:
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.
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)
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:
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Industry Environment Assessment (Status Quo)
Porter's 5 Forces Framework
Framework Proficiency Support:
Intelligence Access Support:
EXPERT PANEL ACCESS:
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Future-oriented Insitutional & Industry Environment Assessment
Scenario Development Framework
Framework Proficiency Support:
Intelligence Access Support:
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Customer / Consumer Preferences Assessment (Status Quo & Future)
Customer / Consumer Journey Framework
Framework Proficiency Support:
Intelligence Access Support:
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Business Model Assessment
Strategy Canvas (Value Curve) Framework
Framework Proficiency Support:
Intelligence Access Support:
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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
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Contextual Intelligence - China
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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.
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.