Contattaci Contattaci

Intelligence plan and development of a global strategic account for an industrial player

Context

An industrial company had long maintained sporadic relationships with a major multinational group, almost exclusively limited to the domestic market.

The client wanted to explore the opportunity of turning these occasional contacts into a structured and continuous collaboration at international level.

Challenge

The client faced several critical issues:

  • Lack of an overall view of the target group’s international footprint.
  • No clear mapping of foreign subsidiaries and their respective decision‑making responsibilities.
  • Difficulties in identifying the real decision‑makers at both local and central level.
  • Risk of uncoordinated or fragmented approaches to a complex multinational organisation.

Without preliminary intelligence and planning work, any commercial initiative would have remained fragmented and ineffective.

Valit's intervention

Valit supported the client through a structured strategic account intelligence process, articulated in several phases:

  • Comprehensive mapping of the target group’s international presence, identifying the main foreign subsidiaries.
  • Identification of key decision‑makers and relevant functions across countries.
  • Design of an initial strategic account plan architecture consistent with the group’s organisation.
  • Definition of a systematic and coordinated contact plan.
  • Direct launch of contact activities and introduction of the client to the selected structures.

The intervention followed a rigorous approach, focused on building long‑term relationships rather than pursuing isolated tactical opportunities.

Result

The mapping and intelligence phase enabled the client to:

  • Gain a clear and structured view of the target multinational group.
  • Engage with relevant and qualified counterparts.
  • Present itself in a coherent and credible way across multiple countries.
  • Lay the foundations for a systematic and continuous collaboration.

Following the initial phase, the first contacts were activated, paving the way for Valit’s continued support in managing and maintaining the relationships established.

Value created

This case demonstrates Valit’s ability to act as a strategic advisor in developing large multinational customers, integrating intelligence activities, commercial planning and relationship management.

The approach enables clients to move beyond an opportunistic mindset and gradually build stable, long‑term business opportunities with complex and structured counterparts.

Following the initial phase, the first contacts were activated, paving the way for Valit’s continued support in managing and maintaining the relationships established.

Read more success stories

Internationalization

Entering the Omani Market

Multicultural Consulting

Utility-Scale Photovoltaic Project in Tunisia