Canada Market Entry Assessment

A top 50 distribution and logistics leader in the U.S. was invited to bid on a significant opportunity in Canada. The company for some time has wanted to expand into Canada., and felt bidding on this opportunity might be just the right opportunity to do this.  They wanted an assessment of the likely startup costs for a base of operations in Canada in order to prepare a competitive bid.

Findings

• We worked with the senior management team to evaluate the opportunity, compare competitors, investigate regulatory requirements, assess channel entry options, and model costs.

Solutions

• Reached agreement with cross-functional team on processes, timelines, and responsibilities
• Identified cost-effective resources (both internal and external) to perform and review the due diligence materials obtained
• Created forms to standardize the due diligence information obtained, how it was routed and reviewed, and an escalation process
• Created training program for various functions about the importance of due diligence and the processes implemented    

Results

• Worked with internal team to build cost model
• Assisted client with bid preparation
• Worked with management team to make “go-no go” decision
• Client ultimately determined they could not win the bid and remain cost-competitive, and instead, began seeking partnering opportunities