Cable & Wireless

The Challenge

Cable & Wireless, a leading British-based global telecoms provider, identified an urgent need to redefine its China strategy. Increasing global consolidation of the telecommunications industry required C&W to reexamine its China presence. Additionally, C&W required a corporate strategy to stay ahead of Internet-related industry developments and assess new investment possibilities in China's burgeoning telecoms and Internet sector, with particular focus on post-WTO opportunities.

The Solution

APCO provided C&W insightful analysis of the Chinese telecom market, identifying acquisition targets as the basis for the client's market entry. Our initial market research reporting helped us to define the selection criteria by which potential partners or acquisition targets were to be assessed. We compiled detailed information on suitable companies, including financial data, key management personnel profiles, information on the strengths of the companies' business models, as well as their standing within government. Having facilitated contact with the preferred candidates, we hosted introductory meetings, thoroughly briefing both sides. We then conducted a post-meeting evaluation, producing a concise market analysis and strategic recommendations to C&W for their China business.

The Result

APCO delivered a comprehensive market brief to C&W explaining market characteristics and providing extensive information on competitor activity. Our analysis and subsequent implementation led to the establishment of solid and cordial relationships among the companies in question. APCO's work on this project ultimately formed the basis for an investment and market entry proposal which was put before the client's Board of Directors.

Services Provided

• Government relations
• Issue management
• Market entry & investment strategy
• Opinion research

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