Developing my strategy for international growth

DNV GL was keen to accelerate the development of two of its advisory practices in the UK focusing on risk management and on sustainability and to offer its customers a unique mix of advisory, training and auditing services.

• Delivery of a comprehensive study of the market for sustainability and corporate social responsibility services in the UK;
• Analysis of DNV GL’s main competitors in the UK in order to define a future strategic positioning that would be different;
• Preparation and animation of a strategic workshop with the local management team to produce a list of recommendations on future sales organisation, organic growth initiatives and opportunities for corporate development.

• Precise description of organic growth initiatives (objectives, resources, leadership, timetable);
• Research, selection and approach of possible acquisition targets;
• Acquisition by DNV GL of company Two Tomorrows.

Recaero had reached a critical size in France and was looking for developing some presence in Germany in order to reduce its dependency to the French market and leverage on its relationships with a number of prime contractors that also operate in Germany.

Victanis developed a market-entry strategy to help Recaero grow organically in Germany. The study included:

• Mapping of all sizable aerospace companies in Germany that could become customers of RECAERO in the future and to help with the future location of Recaero’s office in Germany;
• Meeting with a variety of prime contractors and Tier 1 suppliers to better understand their requirements in relation to RECAERO’s existing proposition;
• Review and analysis of the few companies potentially competing with Recaero in Germany;
• Identification of German companies with whom Recaero could potentially partner in the future.
• Definition of Recaero’s possible position in Germany in terms of value proposition, geographical focus, potential partners and suppliers, commercial targets.

RECAERO created its German subsidiary in Hamburg in 2015 in order to specifically target international and German manufacturers established in northern Germany and specialised in aircraft interiors.

• Our client developed in the UK a comprehensive portfolio of automotive systems testing services based around its extensive test-track facilities.
• The question arose of how to grow their business in Germany, one of the most opportune markets with the United States and Japan.

• The approach of Victanis consisted in understanding the German competitive environment in automotive engineering testing: who are the key competitors, existing customer-supplier relationships, pricing pressures and market trends, market volume, and then in identifying potential partnership or acquisition targets and assessing the reputation of these with their main customers.

• To do this, Victanis interviewed a selection of OEMs, Tier 1 suppliers of automotive systems and potential competitors of our customer in Germany.