Risk / Opportunity
A U.S.-based “unicorn” was interested in entering the Canadian market but was uncertain as to where it had the best chance of succeeding, given that it operated in a sector that was highly regulated by provincial and municipal governments.
Foresight’s Approach
Foresight developed an understanding of our client’s technology, and engaged in a candid conversation with the client about its potential benefits and disadvantages from the perspective of policymakers.
We then worked with our client to determine its most significant market opportunities in Canada, and examined which provincial and municipal governments could be most receptive to disruptive technologies in this specific sector. The result of that exercise was a focus on the provincial Government of Alberta and the cities of Calgary and Edmonton.
Finally, we identified relevant policymakers and external influencers, and crafted a politically astute public policy case for our client’s technology focused on the provincial government and the two municipalities. On behalf of our client, we developed allies in each municipality and advocated for two pilot projects with civil servants and political leaders.
Outcome
In short order, and despite an intervening provincial election, the ministry changed the regulations to permit our client’s technology, and both municipalities subsequently established pilot programs to allow for its use. Our client was able to launch its technology in Calgary and Edmonton that same year, and leveraged this beachhead with other provinces and municipalities.