Case studies

Below are examples of some of our past projects:

1/ Market segmentation case in the Telecom Industry

2/ Competitors analysis case in the Automotive Industry

3/ Stakeholders analysis case in the FMCG Industry

4/ Market research case in the Machinery Industry

5/ Risk Assessment case in the Packaging Industry

6/ Business partner selection case in the Oil and Gas Industry

7/ Communication Strategy case in the FMCG Industry

8/ Public Relations case in the Oil and Gas Industry

1/ Market segmentation case in the Telecom Industry

The Problem:

Our client, a multinational telecom company, needed to understand Iran’s market and its consumers in order to bid for the third operator in Iran.

What we did:

Performed a full market segmentation exercise based on behavior and demographics to develop an understanding of the population above 15 years of age.

Chose a sample of 10,000 consumers in 7 major cities and analyzed them based on the following factors:

  • Demographics: Gender, age, income, level of education, employment & martial status.
  • Media Consumption: Assessment on the type of material and programs that the interviewees read and watch, e.g. newspapers, TV programs, etc.
  • Hobbies and interests.
  • Access to and use of the internet: (Internet consumption, place, time, frequency and purpose of usage).
  • Holidays and travel.
  • Use of banking and financial services.
  • Use of mobile phones (functions of the handsets, average pay bills, purpose of making phone calls, SMS use, purpose of using SMS).


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2/ Competitors analysis case in the Automotive Industry

The Problem:

Our client, a global auto manufacturer, was interested in understanding the activities of its main competitor, another Japanese manufacturer in Iran. As the client had a thorough understanding of the competitors’ products, they only needed to analyze the competitor’s position in Iran.

What we did:

We provided a full study and analysis on:

  • History of the competitors’ activities in Iran.
  • Size, location and terms of their investments.
  • Their partners and the relationship with their partners.
  • Organizational structure and management team.
  • Their informal networks with various private governmental entities.
  • After sales services, repair shops and training activities in Iran.


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3/ Stakeholders analysis case in the FMCG Industry

The Problem:

Our client, a multi-national FMCG, needed to develop a strategy towards stakeholders beyond their immediate counterparts.

What we did:

We provided them with:

  • A thorough analysis of all relevant stakeholders of the company.
  • An analysis of the main mindsets and the key issues of importance/interest for each.
  • Understanding the agenda and dynamics of these stakeholders (specifically the power centres) to put the company in a much better position to sustain and develop business in Iran and become immune to political upheavals in the country.
  • Based on the above data, we formulated the strategy on which stakeholders to engage and how.


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4/ Market research case in the Machinery Industry

The Problem:

Our client, an international industrial machinery company, needed to understand the potential market for its products in Iran.

What we did:

We provided the client with an extensive report covering the following market information:

  • Overview of all producers that could use our client’s products.
  • Size of potential market.
  • Overall market structure of industrial machinery in Iran.
  • Market categorization and analysis based on company size.
  • Reviewed the attitude of decision makers in relevant industries towards technology improvements.
  • Provide a full competitive analysis of potential competitors in Iran.
  • Regulatory and legal aspects of trading in Iran.
  • Banking relations with Iran.
  • Information on potential service providers.
  • Strategic options for market entry.


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5/ Risk Assessment case in the Packaging Industry

The Problem:

Our client, one the largest processing and packaging companies in the world, was considering the establishment of a local production unit. After 45 years of activity, committing such high capital in Iran (their largest market in the middle east) seemed risk. The client needed to understand all the risks involved.

What we did:

  • Assessed the country risks by analyzing the political environment, the impact of US sanctions on the company.
  • Assessed the risks of Foreign investment in Iran, by looking at the legal framework, exchange rate and interest rate regimes, and their impact for the client.
  • Assessed the operational risks for the company.
  • Analyzed the competitive environment to assess the competition risk, threat of new entrants, or any major technological improvements that could give competitors a competitive advantage.
  • We provided case studies of other multinational companies that were operating in Iran and had chosen similar and different models to operate, including local production in Iran.


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6/ Business partner selection case in the Oil and Gas Industry

The Problem:

Our client, a multinational O&G company, needed to understand their options for partnership in Iran; Further they needed to identify a local partner

What we did:

  • Helped the customer understand the legal framework and its requirements & implication for partnership in Iran.
  • We identified and analyzed different options for partnerships
  • We identified several local candidates for each of the options, and performed a full analysis on each.


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7/ Communication Strategy case in the FMCG Industry

The Problem:

Our client, a multinational FMCG, intended to re-define and strengthen its name in the market.

What we did:

Analysis of the company’s current situation, and identifying opportunities to leverage on building the brand. We reviewed:

  • Key activities e.g. trade, investment, range of products, etc.
  • Global, regional and local Corporate Social Responsibility (CSR) and PR strategies.
  • The local CSR and PR and communication operational framework.
  • Level of brand awareness from the viewpoint of the stakeholders.
  • Key strengths and weaknesses of the current communication structure.
  • Key challenges previously faced or being faced.
  • Current perceived level of company’s risk exposure.

Based on the above mentioned data, and brainstorming sessions with the client, we developed the message to be communicated over a 2 year time horizon. We mapped the messages to different stakeholders, and the medium which would be used for communication.


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8/ Public Relations case in the Oil and Gas Industry

The Problem:

Our client, a large O&G, needed to address a misrepresentation of their name and fix their image in the market

What we did:

We provided them with:

  • A manual describing Iran’s media players, and how to best deal with them.
  • A list of potential events and initiatives which was supported by client n order to improve its overall network in the media.
  • Several “case studies” of past experiences of international companies active in Iran who had to address media attacks.
  • A complete list of relevant journalists and media outlets with whom to develop constructive relations.