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Case Study From Francis Consulting

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After building relationships at both a commercial and political level in India over a 4 year period in the run up to the May 2014 general elections, Francis Consulting were asked to help the newly elected government to deliver on one of their main election promises.

Much of India does not have access to electricity for more than 2 hours a day and there is an urgent requirement to address this. The Modi Administration pledged to do exactly that. We were asked to source solar energy providers that were interested in entering the Indian marketplace and put feelers out to our contacts accordingly.

The result was amazing. Within a week we had more than ten companies approach us and wanted assistance in expanding their solar operations out to India. We eventually decided to work with a provider that could introduce us to client across the whole value stream of the manufacturing, installation and running of solar farms.

The first stage of the market entry process was to give the client access to UK based funding for domestic expansion of their operations. This was matched funding that resulted in the client making a 50% contribution towards the cost of developing a full end-to-end overseas expansion strategy. The result was that they were able to understand more clearly how their revised domestic strategy could facilitate and support an international development programme focus on India.

After these foundations were laid we were then able to introduce commercial and political contacts that we would be working with in taking them into the Indian marketplace. This was key, as they then knew that they were being fully supported both in the UK and in India. So, once they had entered the Indian market they knew someone was always going to be able to help them if they needed assistance.

From that point, it was a matter of sourcing the land for the solar farms at a discounted rate, as well as making sure that the farm was set up both legally and effectively. It was then a matter of assisting with their sustained development in India, making sure that they were aware of and took advantage of the range of Government subsidies available to them.

The result was that the client had effectively entered into the Indian marketplace, safely and effectively, and were then ready to further expand their operations there.

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