Marketing & Business Development

  • Conducting general and product-specific market research on products and competitors, defining all of the customer’s requirements.
  • Keeping the client regularly informed of potential customers’ requirements, decisions and future plans.
  • Providing information, advice and recommendations on strategy, implementation and other business matters related to the client’s products.
  • Advising on customer briefings, client visits to the customer and customer visits to the client.
  • Identifying the key decision-makers in the acquisition process.
  • Explaining the customer’s decision-making networks and procurement procedures.
  • Identifying and following existing and new potential programmes.
  • Identifying critical issues affecting current projects.
  • Assessing the likelihood of success of the client’s current and potential projects.
  • Evaluating and reporting on the acquisition process for each project identified within a programme.
  • Researching competitors’ sales activities in the territory.
  • Supporting the preparation of in-country presentations, proposals and offers.
  • Gathering market intelligence and reporting it to the client.
  • Supporting client personnel during their visits to the country.
  • Reviewing the track record of foreign companies in fulfilling offset obligations in the territory.
  • Advising client personnel on the social, cultural, political and economic factors that affect sales.
  • Assisting with the assessment of the client’s sales forecasts.
  • Developing concepts for participation in local trade fairs, airshows and similar events.
  • Promoting product sales, including the information and technical documentation provided to the customer.
  • Dedicating sufficient qualified personnel and resources to promote and support each programme.
  • Advising on corporate communication strategy in the territory.
  • Media planning and implementation of advertising campaigns.
  • Advising on any other factors to consider when pursuing recommended programmes.
  • Advising on the technical expertise and English-language proficiency of potential customers, their organisations and individual decision-makers.

Administration & Finance

  • Assisting with offset and industrial cooperation proposals.
  • Evaluating the financial position of target customers.
  • Providing administrative and legal guidance on tender procedures, including the rules for preparing offers and detailed clarification of terms and conditions.
  • Advising on local financial and administrative changes that could affect the client’s ability to perform under a contract.
  • Assisting with local purchases through direct or indirect contracts.
  • Providing sales and service information from local financial institutions.
  • Legal and technical translation.

Technical Support

  • Helping the client understand and interpret technical specifications and requirements in detail.
  • Assessing the technical risks of potential projects and keeping the client informed of trends in technical and capability requirements.
  • Carrying out early research to select industrial partners in the customer’s country.
  • Finding reliable local subcontractors when required.
  • Ensuring the correct level and timely supply of spare units, components and parts in the territory under the contract.
  • Advising and assisting in obtaining data and technical requirements from the relevant government authorities and agencies.
  • Supporting in-country installation and acceptance testing.
  • Providing technically trained personnel on request.
  • Subcontracting technology transfer.
  • Contracting and subcontracting assembly transfer.
  • Assisting with surveying, contracting and negotiating with local suppliers and subcontractors for the materials and manufacturing required to perform contracts.
  • Complementary assignments outside the scope of the main contract, negotiated under a separate agreement – for example workforce supervision, overhaul and maintenance programmes, training, repair, engineering, guarantees and civil works.
  • Obtaining quotations from local suppliers and subcontractors, and assisting with the recruitment of local staff.
  • Contracting and subcontracting local purchases.

Public Relations & Lobbying

  • Liaising with government ministries, industry and other stakeholders on technical demonstrations and presentations, licensing, offset manufacturing, and legal and tax matters.
  • Identifying contacts within the customer organisation or government agency – particularly those who decide on product selection – and advising the client on how to build relationships with them.
  • Identifying the government institution responsible for offset and industrial cooperation policy and its implementation, and advising the client on how to engage with it.
  • Providing information and advice on the strategic economic and political considerations of doing business in the territory.
  • Lobbying tailored to the customer’s needs and the client’s product range.
  • Consulting and support on the client’s corporate identity in the territory.
  • Comprehensive public relations support in the territory.