- Industry
- Aviation manufacturing
- Project type
- Market expansion
Project description and objectives
A major producer of aviation components, with a regional technical center in the UAE, aimed to expand into the Saudi market.
Their products were used in both civilian and military aircraft, so the company's main focus was on entering the government and semi-government sectors.
The initial step of the collaboration was to build relationships with key decision-makers, map stakeholders' landscape, and secure opportunities for joint ventures and technology transfer.
Accomplishments
Over a three-month period, the project team developed a detailed stakeholder roadmap, established connections with mid-level and senior stakeholders, and organized a business visit for the client's regional management team to Riyadh.
Meetings with carefully selected contacts resulted in three Requests for Proposals (RFPs).
During the process, the project team advised the client to focus on joint ventures and partial technology transfer rather than simply pitching their product catalog.
Project objectives met
Connections were established with major government agencies and potential partners in Saudi Arabia.
A business visit for the company's regional management was organized, three commercial proposals were requested.
Success criteria met
The project was put on hold by the client's central HQ due to a strategic shift towards other markets.
The experience provided valuable insights, strengthened relationships, and left the client with a roadmap for future re-entry into the Saudi market.