Intercedent's research-based consulting involves a forward-looking assessment of all aspects of the market environment, from demand characteristics, industry structure and competitive dynamics to economic, socio-political and regulatory trends. This approach ensures that Intercedent's recommendations are based on a comprehensive assessment of market conditions rather than preconceptions or "conventional wisdom". Intercedent consultants devote a great deal of attention to each client's unique requirements when designing the scope and methodology of a project and in conducting each assignment. We adopt clients' regional/global business perspective to identify optimal approaches to projects such as:

}         Strategic market analysis and assessment

A multidimensional approach, the Strategic Market Assessment can be implemented in its entirety or in stand-alone modules, according to client requirements. Key modules would typically include demand characteristics, competitive dynamics, industry structure, policy environment, macroeconomic analysis and forecasts, political risk and channel management. Recommendations would relate to market potential, key success factors and optimal positioning.

}         Decision-making Process Assessment

The objective is to understand customer buying behaviour in order to achieve greater sales success and better align the marketing mix and marketing messages to the concerns of the key “buyers” within the customer organisations. The deliverables will provide an informed and objective understanding of the purchase decision-making process with a view to recommending optimal sales and marketing strategy/tactics. Schematic

}         Competitive mapping/benchmarking

Investigation of regional or local market competitors can reveal new or potential competitors and proactively anticipate competitor countermoves. Companies can also learn from (benchmark) competitor successes and failures as well as discover possible acquisition targets. Schematic

}         Customer satisfaction measurement

Assessment of commercial customer needs, key leverage points in the decision-making processes and key selection criteria for preferred suppliers, considering both "qualifiers" and differentiators" in the selection process. Recommendations will be made on how the client can maximise sales and build a relationship with potential key accounts. Best practices in satisfying customers will be revealed.

}         Market segmentation/opportunity prioritization

Accurate B2B segmentation facilitates focus, and the application of critical mass supports the development of strategic and tactical initiatives. Using any combination of segmentation strategies: vertical market, geographical area, size of customer, price sensitivity, psychographics helps define the target markets and the setting of appropriate marketing tactics and strategy. Schematic

}         Distribution audit

Channel analysis and supply chain management is reviewed with respect to the customs regime, domestic and international logistics, physical transportation and the policy environment. All aspects of channels (trading companies, geographic coverage, trade promotion), customers (private sector vs. government, relationships, non-ethical business) and suppliers are considered.

}         Strategic partner identification, screening and selection

Identification, screening and evaluation and selection of potential partners, including joint venture partners, channel partners and acquisition targets. Recommendations would include a shortlist of potential candidates with advice on how to approach them.

}         Site location appraisal and selection

Identification, weighting and modeling of the key parameters that would determine an optimal business location. The principles of site location can the applied to such diverse activities as a centre for aircraft parts overhaul or the best location for an oil refinery. It could also be used as a decision support framework to select the best site for a regional headquarters or shared service centre. Schematic

}         Scenario modeling

Predictive modelling of mutually exclusive market scenarios. Extrapolating and interpreting past trends with a view to and likely future outcomes. Typically, this would involve the consideration of various externalities and their impact on market conditions (e.g. the success of the Asean Free Trade Area or China's accession to the WTO). Schematic

}         Market entry planning and implementation

A forward-looking analysis of the market prospects for a product/service category, highlighting potential impediments to establishing a sustainable presence for the market concerned. Recommendations would centre on the market entry (or development) strategy accenting marketing issues such as optimal pricing (PSM/conjoint), distribution, and organisation.

}         Organisational structure in Asian markets

Advice on the most effective organisational structure for regional or country-level operations with reference to legal issues (equity/distribution options), practical considerations of market management and profit potential. With reference to strategic aims and market conditions Intercedent would reveal insights vital for guiding organisational structure.