Case study: Market entry strategies in eight new countries

The challenge...
A small European oil company wanted to expand its international portfolio very rapidly but: it had almost no overseas experience; the issues of employee saftey and CSR in new markets was particulalrly important; its government had little or no political clout with which to assist it and, besides which, it wasn't its country's national champion; and it needed to develop strategies to help it become the "partner of choice" in these new markets.

The Menas solution...
Over a period of 18-24 months, Menas was engaged to assist the client by helping inform and educate its board, senior management, and staff about the new countries and help develop business development strategies in each. They included Algeria, Angola, Congo Brazzavile, Indonesia, Iran, Libya, Namibia and Nigeria. In each case we produced a detailed report on the country and its oil sector which was one of the primary building blocks for the client's market entry strategy. Menas then gave a presentation on the country and a possible entry strategy to the client's board of directors which included employee representatives.

The result...
The client succeeded in obtaining exploration acerage in a number of these countries and, although it was eventually taken over by another IOC, a number of these inherited assets remain jewels in the crown of the parent company's international portfolio.

Regions covered

Middle East

North Africa

Sub-Saharan Africa

East and Southeast Asia

Services provided

Market entry studies