Region: Libya
Initiative: Seamless Execution / End-User Engagement / Financing and Credit Facilities
Oftentimes, companies are clueless to many key factors that can make or break their business endeavors, especially when reaching out to their end-user base. Metra Group identified a problem with one such partner, and straightforward solutions were all that were needed.
Challenges
- Very complex financial and logistical terms and conditions on the end-user Letter of Credit that resulted in project delay for two years prior to Metra’s engagement.
- Many products in the original deal were at their end-of-life stage.
- Very short deadline (60 days) to close the deal, or else the end user would cancel and divert their budget.
Solution
- Metra Group assigned a dedicated project manager for the deal, to work with banks and logistics providers in Libya, Europe and the UAE, to resolve flights, legalization, inspection and documentation issues to meet customer LC requirements.
- Metra Group organized a Libya-based and end-user-focused Make Transformation Real boot camp with tracks for CXOs, middle management and IT staff in Turkey.
- Metra Group then met with the end user at the event and convinced them to upgrade the end-of-life products to newer technologies.
Results
- Successfully executed the deal on time and without any operational or financial issues.
- Managed to build trust with the end user, resulting in winning a second-phase expansion in the following year.
- Metra Group is now positioned as the preferred distributor for the concerned vendor and partner on all future business needs.