Case study
Partner search for a manufacturer of electric equipment
Situation
A manufacturer of electric equipment hired a consultant to find a JV partner as a mode of entry to a new region. Delivery Partners provided comprehensive research and analysis support.
Our work
Preparation:
- Defining criteria for partner attractiveness and availability
- Market definition and segmentation
Long list and first evaluation:
- Preparing long list with basic information through desk research (sales figures, product portfolio, country portfolio)
- First evaluation based preliminary data
Analysis of short-listed companies:
- Strategic position
- Product portfolio
- Sales network
- Service network
- Image
- Strategic partners
- Financials
- Ownership situation
Evaluation of partner attractiveness:
- Evaluating target attractiveness according to criteria
- Sketching future partnership / M&A model
Win-win story and availability:
- Establishing a win story from the potential partner’s point of view
- Evaluating partner availability
Prioritization of potential partners / targets according to attractiveness and availability criteria
Results
- Selection of shortlisted companies from the long list
- Description of strategic and financial position
- Description of ownership situation
- Evaluation of attractiveness according to the defined criteria (strategic fit and availability
- Rough concept of partnership / M&A (which areas, going how far, equity participation)
- Rough win-win story for partner