case study

Navigating U.S.-China trade tensions for a manufacturing company

CLIENT TYPE
A U.S. manufacturing company

INDUSTRY
Industrials & Infrastructure

LOCATION
Asia

 

Challenge

Escalating U.S.-China trade tensions placed significant strain on the business relationship between a U.S-headquartered manufacturing company and a major Chinese technology customer. The fallout from these tensions led to reputational damage, a potential loss of customer base, and growing concerns regarding government intervention. The company faced the challenge of managing these external pressures while striving to resolve the commercial dispute and maintain its market position in an increasingly volatile geopolitical landscape.

Approach
  • Assessed the political sensitivities surrounding the dispute and adjusted the company’s approach to focus on resolving the commercial issues in a way that aligned with broader political considerations.
  • Developed an outreach plan to strategically position the company’s voice in support of calls from the business community for a de-escalation of trade tensions, highlighting the importance of stable U.S.-China relations for global business.
  • Secured bilateral meetings and identified high-profile platforms for the CEO to engage with state leaders and senior officials from key Chinese ministries, fostering trust and improving understanding between the company and the Chinese government.
  • Worked with the company to ensure messaging was aligned with diplomatic priorities, positioning the company as a committed partner in the broader economic relationship between the U.S. and China.
Impact

The company successfully resolved the commercial dispute with its Chinese technology customer, protecting its business interests in the region. By navigating the complex political landscape effectively, the company also positioned itself as a responsible actor in the midst of the U.S.-China trade tensions. This resolution ultimately mitigated reputational risks and secured long-term business opportunities in the region.