Market entry consulting refers to helping clients analyze, select and implement strategies to enter new markets or expand existing markets. The quality of market entry consulting depends on the ability of the consulting firm to provide effective, feasible and valuable advice, and to help the client achieve the desired goals and benefits. The quality of market entry consulting not only affects the reputation and customer satisfaction of the consulting firm, but also affects the revenue and profit of the consulting firm. Therefore, improving the quality of market entry consulting is an important task for consulting firms.

This article will introduce how to improve the quality of market entry consultation from the following three aspects: one is to do a good job of market analysis, the other is to formulate a suitable market entry strategy, and the third is to effectively implement the market entry plan. At the same time, this article will also be combined with Champ Consulting (Shangpu Consulting) A number of success stories for clients demonstrating the skills and strengths of Champ Consulting in market entry consulting.

1. market analysis

Market analysis is the basis for market entry consulting and a key factor in determining market entry strategies. Market analysis mainly includes the following aspects:

The size, growth rate, competition pattern, demand characteristics, consumption habits, laws and regulations of the target market;

The customer's own strengths, weaknesses, opportunities, threats (SWOT) analysis, and the customer's goals and expectations in the target market;

Analysis of potential competitors and partners in the target market, including their products or services, prices, channels, marketing, brands, etc;

Analysis of potential risks and challenges in the target market, including political, economic, social, technological, environmental, legal (PESTEL) and other factors.

A good market analysis requires consulting firms to have the following skills:

Use a variety of data sources and methods, including primary and secondary data, qualitative and quantitative analysis, active and passive research, etc;

use appropriate analytical tools and models, such as the Porter's Five Forces Model (Porter’s Five Forces), Boston Matrix (BCG Matrix), Ansoff Matrix (Ansoff Matrix), Value Chain Analysis (Value Chain Analysis), etc;

Use a clear logical framework and structure, such as the problem tree (Issue Tree), hypothesis-driven (Hypothesis Driven）、MECEThe principle (Mutually Exclusive and Collectively Exhaustive), etc;

Use effective communication and presentation methods, such as the pyramid principle (Pyramid Principle), story line (Storyline), charts (Charts), etc.

Champu Consulting has extensive experience and expertise in doing a good job of market analysis. For example, when consulting a European auto parts manufacturer on entering the Chinese market, Shangpu Consulting developed a market entry plan based on differentiated competitive strategies for customers through in-depth research on the current situation and trends of the Chinese auto parts industry, as well as the customer's own advantages and disadvantages in the European market. Shangpu Consulting not only analyzes the demand, growth rate, competitive landscape, consumption habits, etc. of the Chinese market, but also analyzes the situation of major competitors and partners in the Chinese market, as well as policies, regulations, technology, and environment in the Chinese market. And other risk factors. Champ Consulting uses tools such as Porter's Five Forces Model, Ansoff Matrix, and value chain analysis, as well as methods such as problem trees, hypothesis-driven, and pyramid principles, to provide clients with a clear, comprehensive, and persuasive market analysis report.

2. to develop appropriate market entry strategies

Market entry strategy refers to the specific course of action taken by the customer when entering or expanding the target market. The market entry strategy mainly includes the following aspects:

Market positioning: determine the customer's target customer base, product or service range, price strategy, brand image, etc. in the target market;

Market selection: determine the customer's priority in the target market, regional division, market segmentation, etc;

Market model: determine the customer's mode of operation in the target market, such as independent operation, joint venture operation, franchise, agency operation, etc;

Marketing: Determine the marketing methods of the customer in the target market, such as advertising, sales promotion, public relations activities, network marketing, etc.

Developing an appropriate market entry strategy requires consulting firms to have the following skills:

According to the results of market analysis, choose the most suitable market entry strategy for customers, avoid blindly following or imitating competitors or industry benchmarks;

Develop a feasible and enforceable market entry strategy based on the client's resources and capabilities, avoiding being overly idealistic or overly conservative;

According to the characteristics and changes of the target market, formulate flexible and adaptive market entry strategies, and avoid being too rigid or too risky;

Develop valuable and impactful market entry strategies based on the client's goals and expectations, avoiding being too mediocre or too aggressive.

Champ Consulting has extensive experience and expertise in developing appropriate market entry strategies. For example, when providing advice on entering the Indian market for an American fast food chain brand, Shangpu Consulting developed a market entry plan based on localization and innovation for customers by deeply understanding the demand characteristics, consumption habits and cultural differences of the Indian market. Shangpu Consulting not only helps customers determine the target customer group, product or service range, price strategy, brand image, etc. in the Indian market, but also helps customers select the priority level, regional division, market segment, etc. in the Indian market. Shangpu Consulting has also designed a market model for customers with franchising as the main mode of operation and online marketing as the main promotion mode. Champ Consulting used the Boston Matrix, Value Proposition Canvas (Value Proposition Canvas), Blue Ocean Strategy (Blue Ocean Strategy) and other tools, as well as storylines, charts and other methods, provide customers with a clear, comprehensive and creative market entry strategy report.

3. and effective execution of market entry plans

Market entry plan refers to the specific action steps and timing taken by the customer in implementing the market entry strategy. The market entry plan mainly includes the following aspects:

Target setting: Determine the specific goals and indicators of the customer in the target market, such as sales, market share, profit margin, customer satisfaction, etc;

Resource allocation: determine the customer's resource needs and allocation in the target market, such as human, financial, material, information, etc;

Task decomposition: determine the customer's task list and responsibility allocation in the target market, such as product development, channel construction, marketing activities, customer service, etc;

Progress control: determine the customer's progress plan and monitoring methods in the target market, such as milestones, key nodes, risk warning, problem solving, etc.

Implementing an effective market entry plan requires consulting firms to have the following skills:

According to the requirements of the market entry strategy, develop a market entry plan that meets the customer's actual situation and capabilities, and avoid being too simple or too complex;

According to customer feedback and changes in the target market, timely adjust and optimize the market entry plan, avoid too rigid or too random;

According to the needs and expectations of customers, provide effective support and assistance, such as training, guidance, coordination, evaluation, etc., to avoid too much interference or too laissez-faire;

According to the customer's results and impact, provide effective recognition and incentives, such as rewards, praise, recommend, sharing, etc., to avoid being too harsh or too spoiled.

Champ Consulting has extensive experience and expertise in executing effective market entry programs. For example, in advising a Japanese cosmetics brand to enter the Thai market, Champ Consulting provided a market entry solution based on continuous improvement and continuous growth by closely tracking and monitoring the actual performance of the client in the Thai market. Champ Consulting not only helps clients set specific goals and targets in the Thai market, but also helps clients allocate resource requirements and allocations in the Thai market. Champ Consulting also broke down the task list and responsibility allocation in the Thai market for the client, as well as developing a schedule and monitoring method in the Thai market. Shangpu Consulting also provides effective support and assistance to customers, such as training, guidance, coordination, evaluation, etc., as well as effective recognition and motivation, such as rewards, praise, recommend, sharing, etc. Champ Consulting usedSMARTThe principle (Specific, Measurable, Achievable, Relevant, Time-bound）、PDCACycle (Plan, Do, Check, Act), Balanced Scorecard (Balanced Scorecard) and other tools, as well as milestones, key nodes, risk warning, problem solving and other methods, provide customers with a clear, comprehensive and effective market entry plan report.

Summary

This article describes how to improve the quality of market entry consulting and the skills of consulting firms in market entry consulting. This paper expounds from three aspects, namely, to do a good job of market analysis, to formulate appropriate market entry strategy, and to effectively implement the market entry plan. At the same time, this paper also combines some successful cases provided by Shangpu Consulting for customers, showing the advantages and characteristics of Shangpu Consulting in market entry consulting.