Our senior-level professionals advise corporate clients seeking acquisition targets. We assist with acquisition criteria, target identification, communication initiation, agreements negotiation and structure. We have special expertise in Emerging Markets, especially in heath related products and services.
US Corporations seeking access to emerging markets will reduce risks by integrating Emerging Market (“EM”) advisors into their standard business development teams. EM investments are notorious for being ill conceived and poorly executed. Failures were concocted in geographic isolation from the intended markets by people who relied on societal and technical assumptions that do not exist in EMs, and who were ignorant of material realities that vary by region.
Emerging Market advisors bring tacit cultural insights and close personal relationships that help corporations avoid costly mistakes and gain influence with valuable resources such as governmental ministries, regulatory controllers, procurement officers, and domestic distributors.
Emerging Market advisors tap unique networks, manage relationships and coordinate communications during critical stages of target identification, principal introductions, selection, rights negotiations, development, and commercialization.
Introductions
We facilitate introductions between corporate managers and appropriate EM advisors with specialized industry expertise. Our unique pipelines for potential partners and acquisition targets in EMs include indigenous business and accounting consultancies, national centers for research, graduate school entrepreneur programs, business incubators, law firms specializing in intellectual property and corporate law, venture capital funds, trade and development agencies, industry-specific business and professional associations, and trade and export councils.
Evaluations
Our EM experts understand the unique challenges corporations will face in their homelands. Their due diligence will discover and illuminate material facts that would be difficult for outsiders to evaluate.
Negotiations
We facilitate timely and effective communications between parties during negotiations to license, co-develop, joint venture, merge or acquire. We will tap indigenous networks to understand the character of business candidates and then advise negotiators accordingly. We may engage indigenous and/or EM diaspora specialists as advisors and include them in discussions.
Development
We leverage valued relationships to reduce development costs, to support field trials, and to expedite regulatory approvals.
Commercialization
We facilitate relationships with government procurement officers, and domestic distributors to attract long-term purchase orders without infringing on the Foreign Corrupt Practices Act. We work with indigenous contract manufacturers and supply venders to reduce production and shipping costs, enhance community relations, and increase product acceptance rates, enhancing sales. We help clients qualify for financial incentives available to corporations expanding into specific EM regions, such as loan and contract guarantees, tax rebates for facilities built and equipment purchased, Export Trade Zones, tariff-free and tax-free zones, wage and training subsidies, etc. We enlist not-for-profits to educate consumers and promote product use and help clients build relations with indigenous distribution channels.
