You know your business and markets better than anyone. But things never stand still. Gaps in your knowledge will inevitably develop, whether affecting your established operations or new initiatives you are taking. Whether at market-overview level or drilling down into government, country or contract/opportunity-specific concerns we can, as a business of businesses that completely gets your challenges and enjoys over 20 years of carefully developed contacts, deliver very valuable insights.

The following case studies from The D Group and British Expertise International are but a few of the successes we have driven in the last 12 months.


CASE STUDIES


International market overview

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C-Level personal network development

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Creating partnerships

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Accessing international contracts

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Responding to Brexit

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Leveraging private briefings

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Opportunity identification

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Contract advisory

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Creating opportunities

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Sector-specific market access

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Stakeholder mapping

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Finding opportunity for members

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TESTIMONIALS



FIND OUT MORE


Alexandra is the director responsible for coordinating with prospective members, assessing their strategic objectives and connecting them with the account management team best suited to help achieve their business development goals.

Please contact Alexandra by phone or email if you would like to receive additional information, request a meeting, or discuss future tasks.

Alexandra Barnes
Development Director

Telephone: +44 (0) 207 318 9200
Email: ab@strategyinternational.co.uk

 


International Market Overview


At the end of 2016 it became clear to us that the new Canadian administration was in the process of developing some potentially attractive infrastructure initiatives. Our major infrastructure members wanted to know more. Within a few months we:

■ Secured a private briefing for members with the Canadian finance minister in London
■ Followed this up with a private roundtable for members with the Canadian High Commissioner to the UK and the UK’s High Commissioner to Canada
■ We are now moving onto specific interactions with key procurement officials from major Canadian provinces

Result: Access and insights at the highest level leading to new opportunities for member companies.



Responding to Brexit


Strategy International is politically neutral. We took no position on the Brexit issue. As a result, many of our members saw us as a safe space where they could discuss amongst themselves many of the issues that they thought might arise. We:

■ Formed a Brexit group, where CEOs could safely discuss both the concerns they had, and how they might position their businesses to thrive in the post-Brexit world
■ Attracted relevant cabinet members and others of influence from across the political spectrum to speak as part of our briefing programme
■ Ensured specific follow-up in areas around UK industrial strategy and a range of other policy discussions

Result: Valuable insights and connections for business leaders in the D Group at a time of political and economic uncertainty.



Accessing international contracts


A FTSE 100 member was aware of considerable opportunities as part of the reconstruction of Iraq but unclear as to the Iraqi government’s plans:

■ We contacted our International Advisor in Baghdad and he explained the likely procurement process to the member
■ He then visited the Ministry of Electricity on behalf of our member, alerting them to the member’s skills and interests
■ In parallel we engaged with the UK embassy to gather intelligence on the opportunity and obtain their support

Result: Rapid acceleration of the member’s understanding of the opportunities and the political and procurement challenges, enabling them to engage on specific projects.



Leveraging private briefings


A key part of Strategy International’s offer has always been the private events that we run. We hold nearly 200 limited attendance briefings a year, under the Chatham House Rule. Because we are known in business and government for producing highly relevant and informed audiences, we attract exceptional and exceptionally engaged speakers. The programme is therefore a treasure trove of insights, contacts and follow-up business leads, regularly generating all types of measurable ROI to leaders across our 200+ membership. Multiple testimonials from a wide range of UK and international businesses are available to validate this claim.



C-Level personal network development


Strategy members regularly appoint top-level executives who, for good reasons (international transfer, cross-sector move, first C-level role), lack the relevant UK networks.

A defence multi-national transferred a new COO over to the UK. A D Group member, it asked us to use our private connections and long-standing familiarity with the UK defence sector to get him rapidly up to speed:

■ Over 6 months we arranged a series of informal meetings where the executive was able to demonstrate his exceptional competence to peer group executives and top-level uniform and civil service

Result: Time and cost-efficient acceleration of someone with strong COO credentials into a pivotal engagement role with the member’s top-level stakeholders in UK defence.



Opportunity identification


A member expressed significant interest in developing its business in post-sanctions Iran. However, their attempts to secure senior Iranian Government attention had been challenging.

■ We were asked to enable face-to-face contact between the Member Company and Iranian Government officials
■ We identified an impending visit by the Iranian Minister of Energy which was highly relevant to the Member’s business ambitions
■ We undertook all necessary clearances and negotiations to welcome the Minister to our premises in Mayfair
■ The Chairman of the Member company and Iranian Minister held a private discussion in Grafton Street that would not otherwise have been possible

Result: Face-to-Face connectivity between a very Senior Government official and a Member company in the neutrality of Grafton Street enabled timely investment plans and business forecasted to be efficiently agreed.



Contract advisory


A major UK-based outsourcing services company had requested input from Strategy International to support the writing of a long-term partnership proposal for a UK Government contract.

■ Strategy International joined the pursuit team and led the creation of a compelling international engagement strategy for a multi-million and multi-year outsourcing contract
■ We introduced additional capability through our extended Membership network to build on the member's own reach and acted as a challenge partner throughout the process
■ We provided peer review of all bid documents and provided an immediate sense check via non-competitive member connections
■ Strategy International brought connectivity into UK Government

Result: A highly relevant and competitive proposal was created for a UK Government client which had benefitted from Strategy International’s connectivity into the UK Government and Private Sector. The Member organisation was impressed with the additional support we gave to the bid process.



Creating opportunities


Our account management team found that two of our member companies, involved in the education sector, were pursuing complimentary overseas strategies.

■ We recognised the mutual advantages that could be achieved by a possible cooperation, taking into consideration their product offering and market overlap
■ We facilitated a meeting between the two members, and they identified sub-Saharan Africa as a potential key market due to both companies’ interest in the region
■ One of the members engaged on behalf of both with the relevant national government bodies

Result: BEI established a valuable new relationship between its members, which led to expanding into broader ongoing discussions about cooperating in various international markets.



Sector-specific market access


We advised a medium sized defence & security company on the opportunities for its ammunition and countermeasures business within the Indonesia Defence sector.

■ We wrote an in-depth market report; evaluating current market dynamics; reviewing major industry players, competitors and their market share; identifying market opportunities and making preliminary recommendations for the route to market strategy

Result: The client was able to identify the key influencers within the government and potential JV partners. This information was incorporated into the wider group strategy to evaluate whether the client would enter the Indonesian market or simply pursue opportunities on a case by case basis.



Stakeholder mapping


The D Group assisted a member to transition from a Tier 2 to a Tier 1 contractor for the Ministry of Defence. We developed a stakeholder engagement strategy, specifically for the Defence Infrastructure Organisation.

■ We identified the key decision makers within the procurement and strategy functions of MoD and mapped a programme of engagement, ranging from targeted roundtables to strategic 1-2-1s
■ We also ran a concurrent audit of the client’s BD strategy for Defence and provided a sector specialist who advised on the processes and structures required to win complex military programmes

Result: Helped by our stakeholder mapping and strategy advice, the client is now shortlisted for two high-value contracts and is well positioned to retender for current incumbent projects.



Creating partnerships


Two SI members were both bidding for a £700m national broadband rollout programme. It was shaping up to be an extremely competitive bid process with a number of large multinational consultancies all targeting the contract.

■ Following meetings with SI and the senior leadership teams of both members, it was clear that each organisation had a compelling solution but equally both offered complementary services
■ We identified the benefit of a joint bid and brokered the discussion between both companies to sign a strategic partnership

Result: The newly formed joint venture was able to offer a more complete technical solution and drive significant economies of scale. They were subsequently awarded the £700m contract and have since begun to deliver the rollout programme.



Finding opportunity for members


A US-based institution reached out to Strategy International inquiring about UK PPP expertise. Having heard of the UK’s excellence in this area, they inquired about companies that could undertake research for them.

■ We conducted an extensive review of our members’ capabilities
■ We identified a shortlist of potential suppliers
■ The shortlisted companies were discreetly canvassed, and one was introduced to the institution to inquire further

Result: The member company was successful in their bid for the research work which had the potential to open the American and global educational markets to them.