Client:

A company specialized in Chemical, Biological, Radiological and Nuclear (CBRN) Defense products.

Services Provided:

  • Strategic Market Intelligence
  • Market Feasibility Study for Brazil
  • Market Entry Support for Brazil

Deliverables:

  • Brazil CBRN market assessment including key actors; competition and competing products; potential clients and their requirements, budgets, and acquisition processes; and an assessment of the client’s chances of success within this specialty marketplace
  • Results of research on specific partner, including an assessment of the political and business risks of working or not working with them.
  • Recommendations on initial market development efforts, including assistance in coordinating a preliminary trip, export (ITAR) requirements for export of demonstration products, and import requirements for entering products into Brazil

Perscitus International determined what market opportunities existed in Brazil for the client’s products.

Perscitus provided information and analysis of the market and how to enter into it. The Brazilian market at the time was highly competitive for these product sets given its allocation of significant funding for all security issues associated with the 2014 World Cup soccer tournament and the 2016 Summer Olympics.

Perscitus provided the client a comprehensive assessment of how the CBRN procurement market works in Brazil, who the clients are, who determines requirements, who determines acquisition budgets, and who makes acquisition decisions.

This assessment was combined with a political-economic and cultural analysis along with an assessment of how those variables would apply in Brazil’s specific CBRN security preparation efforts. Perscitus was then asked to focus on the specific legal and regulatory issues the company would need to understand to operate effectively and successfully in this large and complex market.

Finally, we were asked to assist the company plan its initial market sales efforts and vet recommendations made by other consultants handling the sales representation and in-country coordination.