Casestudy © New market opportunities A consulting firm is asked to study the mobile phone RCE an Gare Re uC Peter | Heitinga T-com Consulting isa consultancy based in Johannesburg, South Africa. The latest dossier Re ae ceo eee eee ee eae ey eee Bajaj-tel has ambitious plans to buy Alrican ee oe tact) Se eee ears em enue soem Pee eee eee a Mca eta? You are ina meeting to dis Pea oe ea uy from other foreign operators in the African market. Peet ar eto US $24bn, but a deal could be rejected on the grounds of regulatory objections from the ee ene eee eo a aes tournaments has significantly improved its infrastructure and productivity. Together with Brazil ern ‘developing economies. Although it has a population reece Ce ome Gee rcaE eee eet s telecom opportunities in the South African ‘market. Annabel Kuper, a junior consultant from Heitinga T-com, has already presented the preliminary feasiblity report item 1 on the agend have a 20-minute break in which you can consult your respective partners Look at the meeting agenda and Students A and B: You are tudents C and D: You are representative +40 c02.47 Listen to a meeting between one of th sultants at Heitinga T: ur information before you start the meeting Turn to page 155. Turn to page 161, nsultancy's senior partners, Carstens, Annabel Kuper and Sunil Sukkawala, Chief of Finance at Bajatel. Make a note of the opportunities and chall \u foresee in working with the new IndianHeitin ea T-com Consul ting Meeting with Bajaj-tel 1 Presentation of the preliminary feas study: the Bajaj-tel project in South Africa v 2 Immediate deliverables required of the consultancy, e.g. an in-depth research study? Discussion of estimated schedule and cost 3 Long-term deliverables required by the client, eg. implementation and follow-up 4 The project management team - in case of implementation Confirmation of Heitinga T-com’s fees, e.g. Preliminary feasibility study, meetings, etc. Negotiation Set] ork in groups of two pairs, Its the same You are one of the consultants. Wri day, but the Baja-tel negotiating eam your client summarising the main points of the negotiation. changes because thelr CEO has now arrived Lieiprieenaiest atthe consultancy. Study your information and prepare yo! ; negotiate with your client. You willneed to Seca eae double-check anything that was agreed in pared for possible strategy before you Serer es ees oa he rst meeting: Be eee Tr at emai interruptions. Shadenee ond 6: Vou are constants ‘onfitm the consultancy fees to date. se 154, Heitinga T-com. Turn to pag ‘Add any other fees or terms and conditions negotiated, Se Me Ted Students C and D:You are Bafaj-tel directors ur to page 162.