Client: International Insurance Provider.
Service: Partner Intelligence, Partner Search & Qualification.
Geography: Vietnam.
Problem & Objective
Our client wanted to enter the medical insurance market in Vietnam, where it did not have a Sales presence or understand the market. Our client decided that it needed the help of a local partner, but it did not know whom to approach. Intelligentsia was asked to screen potential partners and to deliver a short list with a profile of each candidate.
Research Challenge
A particular problem was that our client needed a partner who was well connected at Vietnam’s Ministry of Health.
The Resolution
We searched for experts on Vietnam’s medical insurance market. We asked local insurers, journalists, analysts and civil servants for names. With their input we produced a list of six names, whom we profiled using published sources and then we spoke to them. During these conversations we probed and assesses their English, qualifications, market experience, Ministry of Health contacts, other work commitments, and on a no names basis their interest in partnering with our client.
The Result
We gave our client a report detailing the market experts we had researched, a copy of their profiles and Intelligentsia’s assessment of their suitability as a potential partner. In the report we short listed three possible candidates for our client to qualify. We understand that one has been selected to be our client’s partner.
