Example of successful execution

Initial Situation

To secure and expand home base manufacturing capacity, company A needed to expand its manufacturing capability in a foreign country. This was also requested by a key customer.

Stakeholders: Company A, customer, foreign company, partner company, legislation, legal advisers

Challenges

• To persuade shareholders of midsize company A to invest in abroad manufacturing
• Foreign target company filed bankruptcy during selling process => risk of high social costs
• Realization of a Joint Venture deal with the partner company, keeping the majority of the shares with company A
• Keep competitive price and customer satisfaction
• Legal issues with foreign legislations
• Challenge to convince all stakeholders of a win-win situation

Process

• Set up of project plan with all stakeholders
• Stringent result oriented communication set up (meetings, telcos, set up/tracking of do lists)
• Creation and controlling of business processes of new foreign company

Achievements

• Moderation of entire process
• All contracts signed after 8 months
• New foreign company performs according to business plan
• €€€ Mio additional sales with key customer for Joint Venture with the major portion in their home base facilities
• Long-term customer loyalty