Mandate / 02 · Corporate Strategy
Family-owned manufacturer
Built the international playbook, capital structure and operating model for entry across EMEA and APAC within a single fiscal cycle.
— The situation
A third-generation manufacturer with a dominant domestic position had tried twice to expand abroad and withdrawn both times. The family was divided on whether the failures were strategic or executional, and the question had become personal.
— The outcome
Eleven markets were entered inside one fiscal cycle, two were exited on plan in year two under pre-agreed criteria, and the family governance forum that was built for the programme remains the group’s standing decision body.
— What we did
- 01 Separated the two prior attempts into what had been decided badly and what had simply been run badly — and presented that distinction to the family before any new plan was discussed.
- 02 Built a market sequencing model weighted for regulatory friction, distributor concentration and the company’s real capacity to supervise at distance.
- 03 Designed a holding and financing structure that let each market fail without threatening the domestic business.
- 04 Wrote the operating playbook the company had never had: who decides what, at which threshold, in which currency.
Client identity withheld under the firm’s confidentiality standard. Figures are the client’s own, measured over the period stated. Past outcomes are not a guide to future results, and nothing here is a recommendation with respect to any security.