Client’s Challenging Situation:
A major multi-national energy supplier wanted to establish a supplier-client relationship with a large Canadian energy utility.
Scope of the Problem:
The “problem” was not a problem, it was a lack of opportunity tied to two things –
- no prior working relationship and
- very strict credit and purchasing policies.
We were fortunate to be serving the large Canadian energy utility and we had a trusted working relationship with the multi-national energy supplier. We accepted the challenge of connecting the two parties.
The Value Delivered:
The two large energy companies started with a relatively small purchase-and-sale agreement, allowing time for them to build a trusted supplier-client relationship. Over time, their relationship involved multi-$Million long-term contracts.