CASE STUDY 03
Market entry and supply agreements for a defoamer manufacturer in Jordan's phosphate industry
Introduced the client to all major phosphoric acid producers, completed product qualifications, and secured three annual supply agreements.
Industry
Mining & Mineral Processing
Client type
Chinese–Jordanian Specialty Chemicals Manufacturer
Market focus
Jordan; expansion focus: Morocco, Egypt, Saudi Arabia
Duration
3 years (ongoing)
3
Major producers engaged
11
Commercial meetings
3
Qualification programs
3
Supply agreements
RESULTS AT A GLANCE
Key outcomes
- Product qualification approvals across all target facilities
- Three annual supply agreements secured
- First commercial presence within the mining sector
- Platform for regional phosphate market expansion
CLIENT SITUATION
Context
A Chinese–Jordanian specialty chemicals manufacturer sought to enter the mining industry by supplying defoamers for phosphoric acid production but had no relationships with major producers and lacked support through the technical qualification process.
KEY CHALLENGES
Barriers to growth
- · No direct access to major phosphoric acid producers
- · Difficulty obtaining technical approval for defoamer applications
- · Limited knowledge of procurement and supplier qualification procedures
- · High barriers due to technical performance requirements
OUR APPROACH
How we delivered
Step 1
Market assessment & customer mapping
Identified major phosphoric acid producers, procurement structures, and technical decision-makers.
Step 2
Stakeholder engagement
Direct engagement with operational, technical, and procurement teams.
Step 3
Product qualification support
Coordinated testing and evaluation to demonstrate performance in phosphoric acid production.
Step 4
Commercial development & contracting
Converted technical discussions into supply negotiations and regional expansion planning.
RESULTS ACHIEVED
Commercial impact
Market access & qualification
- · All major phosphoric acid producers engaged
- · Product qualification programs completed with target customers
Commercial outcomes
- · 11 strategic technical and commercial meetings
- · 3 annual supply agreements secured
WHY THIS MATTERS
Strategic takeaway
Mining sector entry requires technical credibility, stakeholder access, and navigation of complex industrial procurement — not just a competitive product.