CASE STUDY

IPO of Chinese telecoms business

The challenge:

fowlstone was retained to advise on the IPO of a Chinese telecommunications business, which was being marketed against the backdrop of a considerable sell-off in Asian markets in particular, and significant instability in equity markets globally.

Additionally, a low level of understanding amongst Australian investors of the Chinese and international telecoms sectors impeded the client’s ability to promote their equity story in a clear and compelling way.

fowlstone’s approach:

The fowlstone team worked to develop media angles which better connected the story with the Australian telecoms market, presenting investors with information that enabled them to ‘compare and contrast’, and highlighting the different drivers of the industry in each respective market. By focusing on the familiar and highlighting the comparable scale of the Chinese market growth, fowlstone used extensive third party data to validate the exponential growth projections for the Chinese telecommunications market.

Emphasising the ‘flight to quality’ theme was an important part of the communications strategy, and this was achieved by focusing on the impressive track records of the company’s MD and CTO in pioneering innovation throughout their careers.

The results:

The communications strategy was executed successfully, resulting in significant, high profile coverage which helped to drive solid institutional and retail investor demand.