CASE STUDY 02
Strategic entry into government water infrastructure through international supplier partnerships
Qualified three international manufacturers, secured three supply agreements, and generated 23 opportunities within Jordan's government water sector over nine years.
Industry
Water Treatment & Specialty Chemicals
Client type
Jordanian Water Treatment and Specialty Chemicals Trading Company
Market focus
Jordan — government water sector
Duration
9 years (ongoing)
11
Manufacturers identified
3
Strategic partners qualified
16
Commercial meetings
23
Opportunities generated
3
Supply agreements
RESULTS AT A GLANCE
Key outcomes
- Three strategic international supply partnerships established
- 23 commercial opportunities in the government water sector
- Direct engagement with key decision-makers and stakeholders
- Sustainable platform for recurring public-sector revenue
CLIENT SITUATION
Context
A Jordanian supplier of specialty water treatment chemicals sought to expand within the government water and infrastructure sector but lacked direct access to international manufacturers, government relationships, and expertise navigating public procurement and tendering processes.
KEY CHALLENGES
Barriers to growth
- · Limited access to international manufacturers and technology providers
- · No established network within the targeted government sector
- · Limited experience with public procurement and bidding procedures
- · Challenges resolving technical and commercial issues during project execution
OUR APPROACH
How we delivered
Step 1
Sector assessment & opportunity mapping
Analysis of the government water sector, procurement landscape, and project pipeline.
Step 2
International supplier development
Global manufacturers screened on technical capabilities, product suitability, and commercial competitiveness.
Step 3
Stakeholder engagement
Connections with decision-makers, consultants, and project influencers in government water projects.
Step 4
Tender & bid support
Ongoing support to strengthen supplier positioning and coordinate bid activities.
Step 5
Project execution support
Strategic and operational support during implementation to resolve commercial and technical challenges.
RESULTS ACHIEVED
Commercial impact
Strategic partnerships
- · 11 international manufacturers evaluated; 3 strategic partners qualified
- · 3 long-term supply agreements negotiated and secured
Commercial development
- · 16 strategic commercial meetings facilitated
- · 23 qualified business opportunities generated
- · Multiple government-sector projects and tenders supported
WHY THIS MATTERS
Strategic takeaway
Winning government infrastructure projects requires trusted supplier relationships, procurement expertise, stakeholder engagement, and lifecycle management — not just product supply.