Case Study: Market Expansion for Client in Central Europe (DACH

### Case Study: Market Expansion for Client in Central Europe (DACH Region)

**Client Overview:**

- **Business Sector:** Engineering

- **Annual Turnover:** €54 million

- **Number of Employees:** 310

- **Objective:** Facilitate market entry into Central Europe (DACH region).

---

### Phase 1: Scoping

**Costs:** €7,560

**Duration:** 42 man-hours

**Steps:**

- Conducted a scoping workshop to understand the client’s corporate values, current status, challenges, and previous attempts at market entry.

- Identified key stakeholders and analyzed their roles in the market entry process.

**Key Findings:**

1. **Stakeholder Identification:** Comprehensive identification of all relevant internal stakeholders.

2. **Selling Identity Amendment:** Need to adjust the client’s selling identity to better align with Central European market expectations.

3. **Communication Strategy:** Requirement for a targeted communication strategy tailored to local business culture and language.

4. **Customer Aversion to Foreign Suppliers:** Noted skepticism towards foreign suppliers; recommended strategies include building local partnerships and emphasizing the client’s value proposition.

**Results for Next Phase:**

- Identified necessary steps to amend the client’s selling identity, develop a communication strategy, and overcome customer aversion, with detailed man-hour estimates for each task.

---

### Phase 2: Analysis and Solution Design

**Key Tasks:**

1. **Alignment Strategies:**

- Enhance the communication strategy to address identified gaps.

- Conduct workshops to align internal stakeholders.

2. **Stakeholder Engagement Plan:**

- Prioritize stakeholders based on influence and importance.

- Develop tailored engagement strategies.

3. **Continuous Feedback Mechanisms:**

- Establish feedback channels and analyze feedback to adapt strategies.

**Selling Identity Amendment:**

- **Quality Analysis:** Reviewed and identified gaps in the client’s current selling identity.

- **Implementation:** Proposed a strategy involving comprehensive assessments, gap analysis, and stakeholder feedback.

**Market Research:**

- Conducted to understand local preferences and market requirements.

- **Implementation:** Included defining objectives, data collection and analysis, and developing actionable recommendations.

**Communication Strategy Development:**

- **Quality and Quantity Analysis:** Identified areas for improvement and gaps in the current communication strategy.

- **Implementation:** Involved reviewing and optimizing communication channels, and developing a tailored strategy for the Central European market.

---

### Phase 3: Implementation

**Key Focus Areas:**

1. **Understanding Customer Concerns:**

- Conduct in-depth interviews and analyze customer feedback.

- Evaluate current approaches and develop improvements.

2. **Researching Foreign Companies in DACH:**

- Analyzed successful strategies of foreign companies in the region.

- Developed adaptable strategies for the client’s market entry.

**Overall Implementation Plan:**

- Combined insights from various analyses to develop a comprehensive market entry strategy.

- Implemented changes to marketing and communication strategies, with ongoing monitoring and adaptation.

**Estimated Man-Hours for Implementation:**

- Approximately 200-216 hours, with additional third-party costs depending on the extent of external support needed.

---

This case study outlines a structured approach for the client’s market entry into Central Europe, emphasizing stakeholder alignment, market research, and tailored communication strategies to overcome challenges associated with entering a new market.