International Business Development & Expansion Case Study:

Client: A U.S. based Professional Services firm providing Systems Integration services to international Telecom Operators.

Objective: Our client was bidding on a network security solutions project that would be implemented over three years with a GCC based Telecom Operator. Our client required Capital Executive Solutions to: (a) better position the client to win the bid and; (b) if successful in winning the bid, to assist in the selection of the most appropriate business partner. Although the U.S. based firm had plenty of international experience, it was at a disadvantage due to the lack of having any local or regional experience.

Process: The Capital Executive Solutions team worked closely with the Sales and Business Development team of the U.S. firm to better understand its capabilities and prior track record and in turn helped articulate those capabilities to the highest level of decision makers within the GCC based Telecom firm. Capital Executive Solutions arranged for a series of both formal and informal meetings between the highest level of executives of both the U.S. firm and the GCC telecom operator. In parallel to the bid efforts, Capital Executive Solutions started presenting the credentials of multiple potential business partners in the country to the U.S. firm so that if the bid was won, the necessary local partner would be ready to assist with the necessary logistical, administrative and operational support. After screening multiple potential business partners, an MOU was signed with the strongest contender so that if the project was won they would be selected as the U.S. firm's local partner.

Results: The U.S. firm was successful in winning the project as a result of the impressive proposal and the comfort level gained at the highest levels from the GCC Telecom firm in regards to the U.S. firm's long term commitment to the region. The GCC Telecom firm was also reassured because of the choice of the local partner that Capital Executive Solutions had selected for the project.