"If you are a telecommunication company, your priority is at home now where there is a restructuring of the industry, people's needs are increasing and there is a lot of competition among various operators. So you have to win that first and then go abroad," he advises, adding that it makes more immediate sense for automakers to think about global marketing.
With an international network of 15 offices in 40 nations and regions and more than 3,000 professionals, including 55 partners, Value Partners has successfully backed a series of Chinese companies to establish their overseas foothold.
Huawei is one. When China's top telecom equipment maker goes abroad, it has to compete with local peers on bidding.
Value Partners helped Huawei respond to the local standards, adopt their offers and meet the needs of other overseas telecommunication corporations.
"We help them understand the local market, tailor their proposals and prove to the local operators that Huawei is better than other international companies," says Jenna.
Value Partners has been doing that for Huawei in many countries in the Middle East, Central America and Europe, including Italy.
Jenna says Huawei has very advanced technologies and strong R&D department and is very aggressive on the market, but it doesn't use many consultants.
"They are very protective company, they don't tell others too much about themselves, but they are happy with our work, as we really bring results faster than others and our cooperation is flexible," says Jenna.
Competitive edge
Entering China in 2005, Value Partners has set up three offices in Beijing, Shanghai and Hong Kong with around 30 consultants. Its Chinese business, to date, contributes around 5 percent to its global revenue.
This year's growth rate for Value Partners China is estimated to be 50 percent, and the trend is expected to continue for several years.
"We are quite small so far, but my goal is that within four to five years, we will have 90 to 100 professionals and make up 15 percent of Value Partners' global business," says Jenna.
