Case study: Stakeholder Analysis - North Africa, the Gulf, South Asia

Our client's requirement

Our client, one of the top five publicly-listed oil companies, wanted to understand the decision-making process at each stage of the upstream bidding cycle in six different countries – two in North Africa, three in the Gulf and one in South Asia. Our client needed to identify the key decision-makers at each stage and to establish who, if anyone, they answered to, what their motives were, and why they made the decisions they did.

Our approach

For each country, we used our core team and a number of experienced external experts to break down the decision-making process into a number of specific processes and to identify each of the stakeholders at every stage of the bidding process. Based on open-source and primary research, including interviews with industry players and government sources, we prepared detailed reports on each country, which explained and analysed the relationship between the various stakeholders, their ambitions, motivations, and allegiances to other more powerful stakeholders.

The outcome

Our client was able to understand and navigate the minutiae of each stage of the decision-making process in all six countries. The company's negotiating teams used our reports to fine-tune their bids and to better align their commercial objectives with their stakeholders' expectations and requirements. As a result, our client successfully entered and re-entered a number of the markets we assessed, confident of its understanding of their varied and sometimes opaque political and regulatory dynamics.

Regions covered

Middle East

North Africa

South Asia

Services provided

Stakeholder analysis