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Commercial intelligence

We deliver bespoke human intelligence-led solutions to complex commercial challenges. We empower our clients to unlock opportunities, mitigate risks, and navigate the most demanding environments.

By discreetly leveraging unparalleled access to political and business spheres, we provide confidence when it matters most.

New markets

We help growing organisations evaluate risk and opportunity in new markets. This ranges from analysing political, regulatory and competitive landscapes to advising on local partner selection.

  • Pick the right markets with detailed analysis to support informed go/no-go decisions.
  • Prepare for success with early insights into opportunities, barriers and hidden risks.
  • Select the right local partner with informed perspectives on the strengths and weaknesses of key players.

Investments

We help deal teams evaluate and pressure-test the business case for new investments, especially in markets complicated by unpredictable regulation and unreliable data. Through our network, we assess the target’s political and commercial environment and provide perspectives on the management team’s ability to navigate that terrain.

  • Identify new prospects and eliminate unsuitable targets early.
  • Respond to concerns raised by investment committees.
  • Improve your negotiating position.

Bids

We help bid teams win major tenders, particularly when the decision-making is opaque and the competitive landscape is uncertain. With the highest degree of discretion, we map out the motivations of the key stakeholders and provide independent perspectives on how competing bids are viewed.

  • Pick the right bids with detailed analysis to support informed go/no-go decisions.
  • Tailor sales messages to key decision-makers’ priorities.
  • Highlight competitive advantages.

Negotiations

We help business leaders secure positive outcomes in commercially sensitive negotiations. This ranges from investigating the other side’s motivations and decision-making structures to informing possible settlement strategies.

  • Identify and focus on the right decision-makers.
  • Explore potential deal space.
  • Investigate context and identify potential leverage.

Case studies

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Market entry

Scenario
We helped the strategy unit of a critical minerals miner decide where to focus its next investments in the Americas.
Impact
We analysed above-ground risks and opportunities in three candidate jurisdictions across more than 10 categories, ranging from political support for mining to local infrastructure. We provided an overall investment favourability score for each jurisdiction.
Outcome
The client used our analysis to select priority markets.
Americas
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Investment support

Scenario
We helped a private equity firm evaluate the commercial viability of a power-generation project in Africa.
Impact
We gathered intelligence on the project’s positioning against rival projects competing to fill the same grid capacity. We discovered that two other projects had stronger relationships with the government and were competitive on technical and commercial criteria.
Outcome
Armed with this information, the client decided to put its investment on hold.
Africa
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Bid support

Scenario
We supported an aerospace and defence company through a major government tender in Europe.
Impact
We identified key government decision-makers, including pivotal swing voters. We gathered intelligence on each bidder’s perceived strengths and weaknesses and advised how to use public relations engagements to emphasise strengths and address perceived weaknesses.
Outcome
The client secured a multibillion-dollar contract ahead of several more established competitors.
Europe
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Negotiation support

Scenario
We supported an energy company through complex negotiations with a counterparty in the Middle East.
Impact
We investigated the key decision-making networks within the counterparty, identifying important informal stakeholders. We gathered intelligence on these key decision-makers’ priorities for the negotiations and mapped out potential settlement strategies.
Outcome
The client retained its position as a close partner of the government.
Middle East

Key contacts

Patrick L 1-1

Patrick Lord

Chief Executive Officer
Patrick 1

Patrick Kelkar

Deputy CEO
Julian 1

Julian Warczinski

Director
Huw 1

Huw Charles

Associate Director

Other services

Due diligence

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Disputes and investigations

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