Overview:

• Challenge Advisory provided the client with a host of patrons who are suitable for completing the client’s initial objective of being recognised in the industry.

Challenge:

A European Water company came to Challenge Advisory looking for assistance in establishing their new divisional brand, which was launched two years’ prior but was underperforming internationally, due to a lack of recognition. The client also wished to raise its profile in order to be seen as both technological and thought leaders.

The Revelation:

The client was only interested in the technological aspect of the business, and so the financial side was left to Challenge Advisory and their financial team.

The financial team identified a shortlist of companies for the client to work alongside, ensuring that any projects undertaken by the client and their partner company were economically viable and well financed, and that any markets undertaken were in countries with politically stable regimes. Challenge’s strategy team then addressed the client’s lack of recognition by arranging for them to appear at the UNEP GMEF Summit in Nairobi, Kenya. Here, they held workshops detailing their capabilities with several environmental and water ministers, who were part of governments seeking new water management agreements.

These workshops, along with additional meetings with the ministers, gave the client an opportunity to establish brand recognition, and this resulted in a proposal for four water treatment plants in three separate countries being accepted, securing a deal worth a total of $320m USD.

Outcomes:

Challenge Advisory provided the client with a host of patrons who are suitable for completing the client’s initial objective of being recognised in the industry. They also provided the client with a platform to showcase their efficacy, and as a result the client has a wide range of prospective customers with which to further cultivate their brand.

The client can now continue to establish themselves in the industry in order to achieve their second, long-term objective: to lead the industry in terms of new ideas and innovations, as well as to pioneer any new technology that may develop.