Financial Times

Bottom-Line Strategies International (BSI), in existence for a year has recently launched itself in the market.

“It’s an international export strategy consulting firm that aims to fuel global growth and enrich Sri Lanka’s export market, which was worth Rs. 638 billion in 2005,” said Nibras Bawa, a consultant at the company.

“There is an opportunity for growth here, and we want to offer contemporary strategies, techniques and tools to encourage export-led growth. The reason we are here is that there is no such consultancy. There are corporate consultancies and management consultancies, among others, but there aren’t consultancies catering to the export sector,” Mr. Bawa said.

The company aims to help exporters become globally competitive, world-class organisations via its “unique strategies”, where healthy bottom-line figures are its main focus.

Comprising a staff of seven, the company’s senior consultants whose experience lies in the tea, apparel, exports and spice industries, look at tailor-made requirements for each company to improve its export business and enhance the country’s coffers. Clients on board include R & J Apparels, M & H, Mibby Exports and Direct Line.

As for attracting clients, Mr. Bawa said the company’s entrance was deliberately small, where single projects were started through previous contacts. “All our clients came through references and personal contact via private invitations,” the consultant said.

But what do their customers actually get? “Unless they already are big players, most of the businesses we deal with don’t have any strategy plans as far as improving their export figures; they need help restructuring; to improve their overall performance,” Mr. Bawa said. He added that the company was equipped to serve all business clients from aspiring newcomers to veteran exporters that are looking for new ideas.

He continued by saying companies that did bulk exporting now wanted brand marketing. “There are also those firms that want to start operating abroad. Such moves are just loaded with potential problems that could discourage such moves, but we are willing to take that role and make it happen.

“And one thing our clients know is that we are very choosy about who we work with as BSI is into quality not quantity; thus at present we will limit ourselves to around nine clients so we can offer that quality. Once a client is satisfied, then we find a new one.” Mr. Bawa said.

BSI’s core solution areas include export strategies, international marketing, international market entry, corporate strategies and strategic planning.

It was founded by a group of Sri Lankan export and marketing strategists, whose network contacts include subsidiaries and strategic alliances in China, Dubai, India, Bangladesh and South Africa.