BSL assisted an Italian industrial group in restructuring a long-standing commercial relationship through the preparation of a single agreement that distinguishes and coordinates two components of the relationship: a strategic consultancy and market development engagement and an exclusive commercial agency appointment for selected countries.
The consultancy component includes market intelligence, competitor and tender analysis, stakeholder mapping, market entry strategy, qualification processes with utilities and EPCs, and the development of commercial and institutional relationships across the Middle East, North Africa and India. In parallel, the consultant acts as exclusive commercial agent in Oman, the United Arab Emirates, Morocco and Egypt, with remuneration structured through a fixed fee for the consultancy activities and country-specific commissions for the agency activities.
