What we do
Your commercial platform in the Middle East and Africa
Take the part you need, for as long as you need it. We support companies assessing a market, companies pursuing new business, and companies already delivering contracts that need more strength on the ground.
Current intelligence on these markets comes from people who work in them.
Reliable market data on the Middle East and Africa is scarce, and across much of Africa published figures are dated or incomplete. We bring current knowledge from our resident teams and partners to your decisions, and then do the work that turns them into contracts and completed projects.
Intelligence & Strategy
The challenge
Decisions made on dated information lead to misallocated budgets, the wrong partners and unforeseen regulatory obstacles.
The ISI solution
Analysis grounded in what buyers are doing now, and an experienced adviser at your planning table, whether you are weighing a new market, reviewing a stalled one or planning to expand from an existing base.
Key capabilities
- Market and opportunity assessments
- Buyer, project and procurement mapping
- Competitive and regulatory analysis
- Route-to-market and partner strategy
- Risk assessment and mitigation planning
- Due diligence on partners, acquisitions and joint ventures
Key capabilities
- Identification and vetting of buyers, agents, distributors and partners
- Vendor registration and prequalification
- Bids and tenders: monitoring, clarifications, preparation and follow-through to award
- In-market representation and liaison, day to day
- Government and stakeholder engagement
- Market visits and meeting programs around regional events
- Account growth and repeat business
Business Development & Representation
The challenge
Contracts in these markets go to suppliers that buyers know, that are registered with them and that are present when decisions are made.
The ISI solution
Our business development teams find and qualify opportunities, put you in front of buyers and partners, and represent you in the market day to day. We work with companies that are new to a market and with companies that have been there for years and want better results.
Execution & Operations
The challenge
Delivering a contract requires a local presence to manage the work, the customer relationship and payment. Problems managed from a distance become delays and unpaid invoices.
The ISI solution
Our resident teams drive the work on the ground. We provide technical and project staff, manage local procurement, logistics and subcontractors, and stay with the contract through acceptance and payment. We also step in on contracts that are already under way and need help.
Key capabilities
- Technical and project staffing
- Local procurement and supplier qualification
- Import approvals, customs and logistics
- Local subcontractors and workforce
- Coordination with the customer, site teams and authorities
- Invoicing, payment collection and contract issues
The ISI Commercial Platform
Everything you need in the market, from day one
When you engage ISI, our full platform in the region is available to you, whether or not you use all of it. At its core are the people who develop and deliver your business. Around them is the practical support that lets your team work in the market from the first visit.
Supported on the ground by
How we work together
Each engagement is built around what you need, from a single question about a market to a team working alongside yours for years. Every engagement combines a monthly or project fee with a success-linked element, so our goals are aligned with yours.
It's easy to lose focus in the Middle East & Africa. There is so much noise, so many RFPs that will never get funded. ISI navigated that, keeping us focused, and keeping the sales funnel moving.
CEO · Power Industry Consultants
Parts and equipment supply
Supply through our partner SLG Petrochemical
For the supply of spare parts and equipment into the region, ISI works with its partner SLG Petrochemical, a UK supplier of energy and industrial equipment established in 1986.
Website coming soon
Tell us what you need.
We will review your situation and suggest where we can help.
Talk to a market lead →