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Strategy Consultancy

  • Market Entry
  • Business Development
  • Government Relations

Background Information

The client was an Australian copper and gold company looking to develop mines in a third country in the South Pacific.

Problem to Address

Despite nearly two decades’ experience of operating mines in Laos and other Asian countries, the client needed Chinese government support and financing for a series of shared-use infrastructure projects, and to attract interest from Chinese state-owned-enterprises (SoEs) with strong capabilities in construction.

Tailored Scope of Service

  • Devised and implemented strategy for stakeholder engagement with the government, financial institutions, and Chinese SoEs.
  • Came up with a screening list of 30+ SoEs, and reached out to establish contact with priority targets in infrastructure and power generation.
  • Maintained regular contact with 12 tier-one Chinese SoEs after a four-round of selection process.
  • Represented client in engagement efforts on the ground with government officials and diplomats, including advocacy on trilateral efforts and monthly briefings to the cabinet.
  • Led on-going discussions between the client and multilateral lending institutions, including World Bank, Asian Development Bank (ADB), Asian Infrastructure Investment Bank (AIIB), and Sinosure.

Project Achievements

The project has now been recognized as one of the three national projects in the South Pacific.