Analysis and insight on market entry, partnerships and the commercial landscape, for leaders of international companies considering Malaysia.
Most entry plans we see are a sales forecast with a flag on it. The ones that work start from the institutions, the decision-makers and the timelines that will shape the first eighteen months, and treat the commercial model as a consequence of those, not a starting point.
Read the articleAn introduction is the easy part. What to establish before, during and after the first meeting.
The formal process is published. How requirements are shaped, budgeted and timed is where most international firms lose time.
Section 17A makes companies liable for the conduct of their partners. Most international firms have not yet adjusted how they choose them.
Each structure moves risk, cost and control to a different place. Most companies choose before they understand the trade-offs.
What to set up, who to meet and what to leave alone until the picture is clearer.
Regional strategies tend to average out the differences that decide whether a market works.
For confidential discussions regarding Malaysia or Southeast Asian market entry, leave your details and we will be in touch.