Consulting for the Latin American Clean Energy Industry. Objective: Analyze data to provide client with Market Expansion Strategy in Latin America to compete against Chinese firms.

2. • Author & Consultant: ERNESTO CANCHO RODRIGUEZ
• Objective: Provide the client with a market expansion
strategy for wind energy industry in Latin America.
• Client Company: IMPSA - a leading manufacturer of wind
power and hydropower generators in Latin America
• Locations:
Argentina & USA
• Timeframe:
March-May 2014
Consulting Project in Argentina
MBA Program - George Washington University

3. Project Kick-Off in Washington DC
Project Inception - My initial teleconferences with the client
• Scope of Work: Find how can
IMPSA compete for market
expansion in the wind energy
segment against Chinese firms
in Latin America.

4. • Travel to Argentina: Visit to my client’s headquarters and
its manufacturing plant in Mendoza, Argentina.
• Research on Market Trends: Analysis of energy market
forecast in Argentina, Brazil, Mexico, Chile and Peru.
• Cultural Shock: Differences between the business
cultures in the US and the Latin American countries.
Learning Experience in Argentina
Visit to Client’s Headquarters & Manufacturing Plant

5. • Visiting a Diverse Companies and Organizations
Learning about business & sustainability in Argentina with:
• AmCham: American-Argentina Chamber of Commerce
• GNC Galileo
• Energizar
• Energe
• Tetra Pack
• ALP Group
• Biogas
• Semtive
Cultural Shock: Latin America & US
Site Visits to Key Organizations & Businesses in Argentina

6. • Meeting with Specialists
Interviews with Dr. Lucea on
Business Analysis Frameworks
Connecting Class with Consulting
Expectations & GW Resources for Real World Consulting
• Consulting Framework
Dr. Paul Friga (McKinsey),
Dr. Anna Helm and Clean
Energy Expert Panels in DC.

7. Analysis & Recommendations
Three recommendations for IMSPA to Succeed in LatAm
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How can IMPSA
compete against
Chinese wind
power firms in
LatAm?
Finance
Product
Competitors
Markets
Recommendation 1:
IMPSA should focus on its
core products, existing
markets and expand to
new markets
Recommendation 2:
IMPSA should exploit its
local knowledge of Latin
America to compete with
Chinese firms
Scenario
Funding
Options
Loan Covenant
Quality
Range
Application
Projects
Manufacturers
EPC’s
Policies
Issues
Growth Outlook
Recommendation 3:
IMPSA should leverage
financial resources
outside Argentina

8. • Enhancing Professional Profile as a Business Consultant:
• Learning while performing an extensive research on
the renewable energy industry in Latin America.
• Conducting an interview at The World Bank -
International Financial Corporation (IFC).
• Intensive Research
on Wind Energy,
China Competitors,
Financing Options,
Market Trends.
Developing My Professional Profile
Applying My Research Skills for Professional Consulting

9. My Research on Market Trends
Brazil, Mexico and Chile expected to be wind power leaders
# of
developers
with projects
in the country
Source: Emergy Energy Research (April 2010). “Latin America Wind Power Markets and Strategies: 2010 - 2025“.

10. Consulting for the Latin American Clean Energy Industry:
• Working in Inflation, Currency Crisis, Institutional Voids
• Multidisciplinary and Multicultural Teams and Clients
• Success: Technology, Innovation, International Expansion
CAP: Reflections & Conclusions
Career Enhancement: Prep for Future Consulting Projects