Business development in France for a Utilities SME

Context & Objectives

The client is an Irish SME offering a very efficient and competitive wastewater treatment solution for small communities, construction sites and campsites.

The SME wanted to develop its presence in France and French-speaking Africa with the support of local players.

In this context, the consultant was required to work with our client to define the commercial roadmap and to help them implement it

Procedural approach

• Designing the commercial roadmap
• Selection of a set of French SMEs with the skills and particularly a culture compatible with that of the client
• Organisation of weekly monitoring contacts
• Organisation of a roadshow in France with the validated shortlist

Results

• Establishment of 6 commercial partnerships
• 2 units sold during Covid-19 and several ‘on-hold’ quotes
• Commercial traction established in France and West Africa.