Three engagements, scoped and priced separately.

Ecosystem mapping

A defined project with a defined deliverable.

For an organisation entering a market, assessing a competitor, or trying to understand a sector it does not yet operate in.

You receive:

A verified dataset of the organisations and decision-makers in scope, including career trajectories and ownership structures
Network analysis and visual maps identifying hubs, brokers and structural gaps
A written briefing setting out where authority sits, how it is exercised, and where the openings are
A presentation to your team or board

Six to twelve weeks, depending on the number of markets and the depth required. Fixed fee, scoped in advance. Research capacity is scaled to the engagement.

Precedent: human networks and ownership structures across Australian critical infrastructure for a state cyber security innovation hub, including ownership chains extending offshore. Networks of interest across eleven Asian markets for a European industrial certification body.

Standing watch

Ongoing intelligence on a moving ecosystem.

Markets do not hold still. Appointments change, firms are acquired, policy shifts, competitors move. A map is accurate on the day it is handed over and ages from there.

You receive:

Regular monitoring of the mapped ecosystem, monthly or weekly as required
Competitor activity and positioning
Movement of key individuals between organisations
Reporting in a format your board or executive can act on

Monthly retainer.

Precedent: two years of monthly competitor intelligence reports to the board of a European industrial certification body, alongside direct briefing of the Head of International Affairs ahead of country visits.

Market entry

Analysis converted into relationships, and relationships into contracts.

For organisations that need presence in a market rather than a report about it.

You receive:

Identification and qualification of targets from the mapping
Direct approach and meeting origination
Representation in the market: short, dense trips of one to five days, with meetings confirmed before departure
Support through negotiation to signature
A structured handover: a joint introduction to each active counterparty, with a briefing file on each

Monthly retainer plus a success fee on contracts originated. Travel billed at cost.

Precedent: three years building a financial technology firm’s network across banking and Islamic finance in Southeast Asia and the Middle East, covering the Philippines, Malaysia, Brunei and Morocco, including engagement with central banks in several jurisdictions.

Sequence

Mapping comes first. Komno does not sell market entry without it: you cannot cross terrain you have not mapped, and a compressed three-day country visit works only because the qualification happened at the desk.

Standing watch can follow either.

Terms

Engagements: Three months to three years. Three months is enough to deliver a mapping; business origination work needs six or more, because relationships in these markets mature over quarters. Work is delivered from Perth and in your target markets, with travel as the engagement requires.
Insurance: Komno holds professional indemnity and public liability cover. Certificates of currency provided on request.
Confidentiality: Client identities and commercial terms are not disclosed. Several of the engagements described on this site are unnamed for that reason. References are available on request, and referees will speak with you directly.
Who this suits: Organisations with a board, a risk register and a considered view of new markets. It is a poor fit where the objective is transactional lead generation, where a contact list is wanted without the reasoning that makes it useful, or where the timeframe is shorter than the market allows. Relationships in these markets mature over quarters, not weeks.

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