The Challenge
A US software company faced procurement restrictions linked to Xinchuang and data-compliance requirements. It was considering local equity cooperation to restructure its China presence. Lists of eligible firms were available, but the client needed to identify people with both decision-making authority and genuine interest in cooperation.
Our Approach
We clarified qualification criteria through official consultation channels, then mapped the organisations of dozens of technology firms. Direct conversations with more than 100 key contacts tested their actual authority, cooperation requirements and willingness to proceed. This progressively narrowed the field to executives able to advance a substantive discussion.
The Outcome
Within three months, the search narrowed dozens of companies and more than 100 contacts to two business vice presidents at major state-backed technology integrators. The client began substantive discussions on commercial and equity cooperation with executives who had the authority and willingness to engage.
Scope: BizLinks provided policy research, organisational mapping and interest verification. Transaction structuring and execution remained with the client and its advisers.