Rubicon’s unique position in the pharmaceutical, medical device and hospital space means the company’s principals can facilitate high-level discussions between western operators, manufacturers and investors alongside key stakeholders in China and across Southeast Asia. Our C-Suite Roundtable Services range from structured facilitation exercises designed to help a company determine if it is operationally and strategically ready to enter a foreign healthcare market, to brokering high-level interactions between government officials and the private sector. Our principals frequently speak to corporate boards, management teams, conferences and investor summits to provide analysis on regulatory and strategic issues influencing how and where clients should deploy financial and human capital in foreign healthcare markets.
Voice of the Consumer
Clients who want more than purely macro-level market analysis frequently turn to Rubicon to provide a more qualitative on-the-ground capture of the consumer’s voice. We have successfully completed market research projects across China, Hong Kong, Singapore, Vietnam, Myanmar each time providing important insights into how aspiring healthcare consumers in these markets view western brands and services. Rubicon’s Voice of the Consumer services allow companies to go beneath the data and get a more grounded understanding of what motivates the modern Asian healthcare consumer.
What happens after an executive team decides it wants to explore the market opportunity in China or Southeast Asia? How does management do more than simply visit a handful of potential (and typically not vetted) partners, or attend some industry exhibitions? Rubicon provides pathfinder services that allow a company to bring a disciplined approach to its evaluation of the opportunities in China and Southeast Asia. These pathfinding services include a structured analysis of the potential market size, stakeholders in government, distribution channels, likely marketing challenges and solutions to these, as well as identifying potential partners and evaluating their fit. In most cases, the market pathfinding exercise culminates with a set of go-to-market strategies presented for discussion to the management team.
Turn-Key China Project Management
What happens after a company has determined how it wants to go to China? For companies of all sizes, the intermediate steps can be very awkward and un-necessarily expensive. Rubicon offers turn-key China project management services that include, but are not limited to, negotiation with government authorities over business licensing, identification of office / site for expansion and registration, development of a human resource strategy, development of a China-based training program, all back-office infrastructure, hiring, and compliance with the relevant China human resource and tax standards.
For China in particular, but other Southeast Asian economies as well, companies must understand both the regulations that guide what they can and cannot do within the scope of their business license, but they must also have a strong understanding of how the Chinese government views compliance. Rubicon’s principals include legal staff capable of speaking to more than simply device registration and public tendering protocols; Rubicon can also provide the required nuance about how China’s politics shape compliance in particular, an essential point for any healthcare operator, manufacturer or investor to understand.
Rubicon has successfully identified, negotiated and closed M&A deals in the region. We have participated in Congressionally held hearings in Washington DC on China’s pursuit of a life science sector, and the implications to western business. We frequently are called on by media to comment on healthcare reforms in China and Southeast Asia. We broker deals between firms looking to China for capital partners, regardless of whether they want to build a footprint in China today or are simply evaluating alternatives to capital sources in the west. We evaluate potential partners and provide an additional safeguard to companies eager to take advantage of the region’s growing healthcare consumption by knowing the right questions to ask, when, and where to go to get the best answers.