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India Business Development – Case study
Background A leading UK based international manufacturer of filtration, drying and containment equipment used in the pharmaceutical, biopharmaceutical, chemical industry was looking to expand their business in India and approached TMG Advisory in order to help them determine the best entry strategy to increase their sales.
After having done some initial business in India, the client wanted to have a quick presence to serve its existing clients and also be able to expand rapidly in the Indian market. Since all products were being supplied straight from the UK, the client needed some presence in India to ensure after-sales service was provided directly to its clients.
After initial discussions to determine the exact customer requirements, TMG recommended to the client the hiring of a full-time resource in India to manage sales and after-sales functions. The client didn’t need at that stage a registered Indian company, since all sales in India were being done from their UK operations, TMG also suggested that their India resource should be hired under the corporate umbrella of TMG in order to fast track the recruitment process.
After agreeing the exact job specification with the client, TMG India started the process of hiring the country sales manager. The initial short-listing of candidates was done by TMG and the shortlisted candidates were then interviewed by both TMG and the UK client company in Mumbai, the initial operating base for the sales manager.
Over a period of just 1 month, the client was able to finalize their Sales Manager for India. The new manager was hired on a sub contractor basis through TMG, since the role included liaison with clients and support with after-sales service. This arrangement also gave the new employee, access to a 2nd satellite office in Delhi, which was supplied by TMG. The overall plan reduced the risks to the UK client from any HR related issues that could arise in a complex market like India.