Email : contact@relecom-partners.com
Phone : +33 (1) 41920217

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5 rue Beffroy, 92200, Neuilly sur Seine, Paris
Metro: L1 / Station Pont de Neuilly

Copyright 2017 | by Relecom & Partners

Samples of some recent missions...

✓  Brazil

World leader in Construction materials

 

Client objective

  • Acquire a significant local company

 

R&P assignment duration

  • 7 months

 

R&P mission

  • Screen the Brazilian market in order to identify the best-in-class players

  • Define the SWOT analysis of each target in order to short-list 3-4 players

  • Prepare and support during the negotiations

  • Accompany until authorities approval and during the integration phasis

 

Client outcome                   

  • Full acquisition of the best-in-class Brazilian player in order to make a strong "business segment entry"

✓  India

World leader in Consumer goods

 

Client objective

  • Terminate a 3-and-a-half years litigation after acquisition

 

R&P assignment duration

  • 3 months

 

R&P mission

  • Understanding the former owner's position

  • Understanding their negotiation strategy (from the former owner's viewpoint)

  • Recomandation of a negotiation strategy aiming at ending litigation

  • Assessment of the bottom price expected by the opposite party

  • Supporting the intermediation

 

Client outcome                    

  • Successful resolution of litigation procedure after 3 months

✓  Mozambique

World leader in environmental services

 

Client objective

  • Enter local market and identify opportunities in the short term

 

R&P assignment duration

  • 6 months

 

R&P mission

  • Market study of three key sectors (oil & gas, mining and municipalities)

  • Listing of short-term opportunities per sector and of prerequisites for success.

  • Identifying potential local partners

  • Planning a potential route-to-market

 

Client outcome

  • JV created with an identified local partner

  • Gain of a major contract for treating hazardous waste related to LNG fields in Pemba

✓  Indonesia

World leader in Construction Materials

 

Client objective

  • Acquire a significant local company

R&P assignment duration

  • 4 months

 

R&P mission

  • Screen the Indonesian market in order to identify the best-in-class players

  • Define the SWOT analysis of each target in order to short-list 3-4 players

  • Prepare and support during the negotiations

  • Accompany until authorities approval and during the integration phasis

 

Client outcome                    

  • Full acquisition of the best-in-class Indonesian leader

✓  Nigeria

World leader environmental services

 

Client objective

  • Enter local market and identify opportunities

 

R&P assignment duration

  • 4 months

 

R&P mission

  • Market study of key sectors (oil & gas, mining, breweries, biomass & municipalities)

  • Listing of short-term opportunities per sector and of prerequisites for success.

  • Identifying potential local partners

  • Planning a successful route-to-market

  • Supporting partnership deal and sales negotiation

 

Client outcome                    

  • Successful bidding

  • Setting up of a local branch office with a proper partner

✓  Qatar

World leader in rail services / operations

 

Client objective

  • To benefit from Qatar Railways development

 

R&P assignment duration

  • 24 months

 

R&P mission

  • Mapping the decision-making channels

  • Using the local network to promote the client offer

  • Identifying competitor connections with Qatar Railways

  • Qualifying opportunities with high success probability

  • Defining the route-to-market plan

  • Identifying and negotiating with relevant local sponsors

  • Supporting sales negotiation

 

Client outcome                    

  • Successful bidding for major contracts with Qatar Railways

  • Setting up of a local branch office

✓  Ghana

World leader in energy

 

Client objective

  • Win an unsolicited Biomass project (29 MW)

 

R&P assignment duration

  • 6 months

 

R&P mission

  • Execute a prefeasibility study and present it to the potential customer (mining operator)

  • Structure the right consortium with Engineering, O&M and Construction Company

  • Structure the financing of the project

  • Identification and engagement with the real decision-makers

  • SWOT and benchmarking of the competing consortia.

 

Client outcome                   

  • Full control of the offtake conditions

  • Structure of the proper consortium

  • Signature of the proper contract between SPV and client

✓  Eastern Africa

World leader in construction materials

 

Client objective

  • ​Acquiring a local company in the construction materials sector to build up market share

 

R&P assignment duration

  • 3 months​

 

R&P mission

  • Market industry survey

  • Market screening (identification and profiling of companies fitting client’s criteria)

  • Prioritization of the countries to target first (rules, maturity, financials, business environment, …)

  • SWOT analysis of targets (target ownership’s point of view)

  • Supporting negotiation 

  • Supporting integrating the acquired company until completion of the deal

Client outcome                   

  • ​Acquisition of a USD 35 million revenue family-owned company in Kenya not originally for sale            

  • Successful integration of the acquired entity and reposition of the group in the local market

✓  Nigeria

World leader in energy

 

Client objective

  • Win an IWPP tender

 

R&P assignment duration

  • 8 months

 

R&P mission

  • Selecting the right consortium based on potential local partners

  • Competitors’ benchmarking (Japan, South Korea, KSA, Turkey)

  • Identification and engagement with the real decision-makers

  • Analyzing the tendering environment

  • SWOT and benchmarking of the competing consortia.

 

Client outcome                   

  • Recommendation to withdraw the bid because of a biased process

  • Important savings in human and financial resources

✓  Western Africa

World leader in construction

 

Client objective

  • Acquiring a local company in the construction sector to build up market share

 

R&P assignment duration

  • 6 months

 

R&P mission

  • Market industry survey

  • Market screening (identification and profiling of companies fitting client’s criteria)

  • Prioritization of the countries to target first (rules, maturity, financials, business environment, …)

  • SWOT analysis of targets (target ownership’s point of view)

  • Supporting negotiation 

  • Supporting integrating the acquired company until completion of the deal

 

Client outcome                   

  • Acquisition of a USD 120 million revenue family-owned company in Nigeria not originally for sale

  • Successful integration of the acquired entity and reposition of the group in the local market

✓  Saudi Arabia

World leader in Construction Chemicals

 

Client objective

  • Enter the local market in the proper way

 

R&P assignment duration

  • 5 months

 

R&P mission

  • Mapping the decision-making channels related to the Business Environment. 

  • Planning a potential route-to-market.

  • Listing of local / foreign players and the SWOT for each.

  • Short-list of local potential partners.

  • Accompany & support the route-to-market implementation.

 

Client outcome                    

  • Full understanding of the KSA market and key families related to its business. 

  • Right partnership signed and fruitful integration.

  • Setting up of a local branch office.

✓  India

World leader in Financial Services

 

Client objective

  • Obtain the government approval for its services (e-services)

 

R&P assignment duration

  • 12 months

 

R&P mission

  • Lobby beside the Key Indian Decision Makers in order to match with Client’s initial objectives, 

  • Redefine the proper route-to-market, thanks to the “Indian way of ambitioning” 

Client outcome

Understanding of the way it works in India (despite a 10 years presence across the country), improvement of the daily meal allowance.

✓  UAE / Qatar

World leader in environmental services

 

Client objective

  • Terminate its existing partnership (14 for 3 business lines) and set-up with a new partner, avoiding all kind of litigations.

 

R&P assignment duration

  • 6 months

 

R&P mission

  • Mapping the decision-making channels related to the Business Environment. 

  • Well asses the power of influence or power of nuisance of each existing partner.

  • Identify a new partner, industrial not only a sleeping "sponsor", having stronger relationship with the ruler or key people in order to neutralise all the ego and then avoid litigations and waste of time.

  • Lobby beside the existing partners indicating that client, for x reasons, is setting a partnership with x and will then terminate partnership for future with y,x, ...

Client outcome

New JV / created with a strong local player, with no litigation with the 14 prior partners / sponsors.

✓  India

World leader in Construction materials

 

Client objective

  • Acquire a significant local company

 

R&P assignment duration

  • 4 months

 

R&P mission

  • Screen the Indian market in order to identify the best-in-class players

  • Define the SWOT analysis of each target in order to short-list 3-4 players

  • Prepare and support during the negotiations

Client outcome

Better understanding of Indian market / Reconsider its strategy in order to implement the right way to get success.

✓  India

World leader in Cosmetics

 

Client objective

  • Better understanding of Indian market / Reconsider its strategy in order to implement the right way to get success.

 

R&P assignment duration

  • 3 months

 

R&P mission

  • Market industry survey / Benchmark with Client’s existing organization

  • Understanding of the Indian way of buying/consuming cosmetics

  • Shell the distribution network.

  • Define the proper route-to-market, including acquisition identification.

Client outcome

Understanding of the reason why the don’t perform the market, despite their thoughts. New approach of Indian consumers, including loyalty program, Identification of a local best-in-class in order to “build” their “indianization”.

✓  Indonesia

World leader in Construction

 

Client objective

  • Redefine its presence locally in order to maximize its market shares in India.

 

R&P assignment duration

  • 6 months

 

R&P mission

  • Market industry survey / Benchmark 

  • Understanding of the Indonesian construction structure

  • Identify and qualify the coming projects, and the manner of financing, and the way of addressing those projects

  • Identification and Partnership with a strong local private player

  • Understanding the way of financing and guaranteeing the financing.

  • Accompany and support for PPP tenders locally.

Client outcome

Corporate approval that Indonesia is a key market to invest in. Strong partnership with a top 50 indonesian family. Strong local structure  to tender for large projects, having chance of success.

✓  Qatar

World leader in Construction Chemicals

 

Client objective

  • Improve its sales related to Qatar Railways project

R&P assignment duration

  • 6 months

 

R&P mission

  • Mapping the decision-making channels within Qatar Railways related to client's sector.

  • Define the proper route-to-market.

  • Lobby the Railways top key decision makers.

  • Improve client's sales.

 

Client outcome                    

  • Official letter obtained from Qatar Railways to contractors to use in priority products with x specificities and locally manufactured (our client's products).

  • Clients sales improved by 40%.

  • Margin preserved.