FSDA Company Limited
Distinctive Competence
pathfinding to open access to new accounts

Case Study
Initialisation of Commercial Relationships : Facilitating New Account Development

Nippon Electric Corporation (NEC) had developed a new solution for set-top-box technology,
encompassing software to enable in-home interaction with service providers,
as well as a novel chip-set solution.
NEC's Multimedia Solutions Applications division had identified a European leading multichannel content provider as a potential client,
but required assistance in identifying appropriate commercial and technical interlocutors within the organisation.
The objective of this mission was to facilitate entry of NEC so as to underpin establishing a new major European account.

Key factors for the success of this mission were:
v dialogue with NEC Management
- to assimilate their desiderata, and
- obtain an adequate understanding of features and benefits of their set-top-box solution
v identify & approach appropriate interlocutors within the prospective client organisation
- within both the commercial and technical operations
v coordination of communications between prospective client & supplier
- in order to ensure timeliness and accuracy of exchanges of preliminary information on commercial & technical matters, and
- to foment & establish an atmosphere of mutual confidence
v assistance with preparation of presentations to the prospective client
v accompaniment by FSDA up to the point of establishment of
- a satisfactory relationship, and
- ongoing dialogue between client and supplier.

As a result, NEC was able to position itself to supply a significant proportion of their client's requirements for set-top-box solutions,
so gaining share from other major Japanese and European suppliers.

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