29 January 2011
Grant Instruments (Grant) is a leader in the manufacture and design of equipment for sample preparation, scientific analysis, data acquisition and data analysis. But that doesn’t automatically give it success in China. While Grant has enjoyed healthy growth through its existing distributors, its competitors clearly demonstrated that there was a greater potential to increase sales further within China.
“It has become clear that in order to grow the business and increase our market share in China, we need to have more of a presence in the market,” says Grant’s Director of Sales & Marketing. “Our conclusion is that for this to be effective, the logical decision is to open a representative office in China.”
Here China Business Solutions (CBS) come into the story. “It was clear we needed more local knowledge and a contact recommended CBS to us. They helped us choose a location and plan a trip to maximise the use of our time in China. They also helped us to navigate the legalities of setting up a business in China and gave great practical advice.”
The story doesn’t end there. What’s missing in the equation is people, a person who can drive Grant’s business to meet the needs of the customers and distributors, and achieve greater success in China market. This is a role requiring a rare mix of General Management, technical & client engagement, communication & English language skills with specific domain knowledge in life science and biotechnology.
CBS utilised its deep understanding of the client’s business gained from the consultancy work, assigned dedicated consultants in the UK and China to recruit candidates with values consistent with those of the organisation, strong knowledge of the scientific and technical instrumentation business, and sales track record.
CBS worked with the client throughout to:
- Create a target structure
- Advise on salary and compensation packages
- Advise on China HR issues and help with labour contracts
- Project manage the entire recruitment process
- Manage the communication campaign
Within agreed timeframe, CBS provided a selection of highly qualified and motivated candidates. All shortlisted candidates were initially interviewed with two proceeding to final stage. The client was so impressed by one candidate that they offered him the job on the spot.
“CBS helped us find a number of good potential employees. Our project ran smoothly and to budget, and CBS remained friendly and helpful at all times.” concluded the Finance and Manufacturing Director.