Strategic Engagement and Political Positioning

The Challenge

An international financial consulting and auditing company sought to improve its global market reach. The expansion strategy’s key focus lay on reforming public governance structures. This included public administration efficiency, public servant training, public finance, and anti-corruption efforts. The client required a comprehensive market entry strategy, including a concrete concept of how to gain access to high-level political and administrative representatives.

The Agora Approach

First, Agora Strategy defined the key criteria for selecting promising government clients. They were expected to advance an internal reform process, demonstrate high economic potential, and simultaneously identify deficiencies in administrative infrastructure. Second, based on the aforementioned criteria, Agora Strategy conducted a detailed stakeholder mapping analysis and prioritized key targets. The most promising candidates were potential new EU and NATO member states, which have to fulfill access conditions and require assistance in doing so. Third, Agora Strategy developed a concrete engagement strategy to approach key political and administrative decision-makers. Furthermore, Agora Strategy supported the client during the negotiation stage and provided political and diplomatic know-how on cultural and country specifics and internal processes. Agora constantly keeps the client up to date and monitors global risks and investment opportunities relevant to the client.

The Outcome

  • The client signed three new government contracts during the first half-year period following the Agora project kickoff
     

  • Agora organized roundtables in Southeast Europe and the Middle East to position the client at the highest political level
     

  • Agora developed an engagement strategy for the client-advised governments in Germany, France, and the EU. This led to an enlargement of the client’s mandates and a close strategic cooperation with Agora
     

  • Agora continues to advise the client on the implementation of action recommendations and global risk monitoring