Technology and Healthcare

In regulated sectors the market opens when the registration completes, not when the product is ready. Everything else follows that date.

High tech · Pharmaceuticals · Renewable energy · Defence and security

Registration is the critical path

For pharmaceutical, medical device, defence and telecommunications products, market access is gated by an approval process whose duration is only partly under your control. We plan entry backwards from realistic registration timelines rather than from commercial targets, and we identify the specific documents, local testing and in-country representation that most often cause resubmission.

Companies that treat registration as an administrative step taken after the commercial plan is fixed routinely lose a year.

Data, sovereignty and procurement

Technology sales into the region increasingly turn on where data sits, who can access it and under what legal authority. Local data residency requirements, government procurement rules and offset or local content obligations shape which deals are winnable and at what margin. These conditions are negotiable more often than vendors assume, but only before the tender.

Renewables and the offtake question

Renewable energy projects across the region live or die on the creditworthiness of the offtaker and the enforceability of the power purchase agreement. Technical feasibility is rarely the constraint. We focus on the counterparty, the tariff mechanism, currency convertibility and what happens to the contract if the government that signed it is replaced.

Defence and security exports

Sales in this sector carry end-use, sanctions and reputational exposure that sits with the exporter regardless of the intermediary used. We build the screening and documentation to a standard that survives later scrutiny, and we decline to work on transactions that cannot meet it.

Signals this is the right work

Your registration has been in process longer than the published timeline with no explanation. A tender requires local content you cannot currently supply. You are being asked to route a sale through an intermediary you have not diligenced. Your data architecture assumes rules that do not apply in the target market.

What you get

An entry plan built backwards from realistic registration timelines
A dossier review targeting the causes of resubmission in the specific regulator
A data residency and procurement assessment for the target jurisdictions
Offtake and counterparty analysis for renewable projects
Export control, end-use and sanctions screening to an auditable standard

Common questions

How long does product registration usually take in the region?

It varies widely by regulator and product class, and published timelines are frequently optimistic. We plan against observed timelines for comparable products rather than the stated ones, and we build the commercial plan around that date.

Can you help with local content or offset obligations?

Yes. These are more negotiable before a tender than after it, and the structures that satisfy them range from local assembly to training commitments to genuine joint development.

Do you advise on defence exports?

Within limits. We support screening, documentation and market access, and we decline transactions that cannot meet end-use and sanctions standards that will survive later scrutiny.

Discuss a mandate

If this describes the problem you are holding, a short conversation will establish quickly whether we are the right people for it.

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