Case Studies

Situation

A fast-growing, YC-backed technology platform had built a strong product and was gaining traction with customers globally. The founding team identified a transformative partnership opportunity with one of the world's largest technology companies — one that could materially accelerate distribution and credibility. But the target organisation was large, complex, and notoriously difficult to navigate from the outside.

The client had no existing relationships at the right level, limited understanding of how the OEM's internal decision-making worked, and no framework for positioning the partnership in terms the other side would find compelling.

Approach

• Stakeholder Mapping: Identified and profiled key decision-makers across multiple divisions and geographies within the target organisation, establishing who owned the relevant partnership decisions and how internal approvals flowed
• Positioning Strategy: Developed the commercial narrative — reframing the client's value proposition in language aligned with the OEM's strategic priorities and internal metrics, rather than the client's own product language
• Engagement Sequencing: Designed a phased approach to relationship building, from initial outreach through to executive-level meetings, with messaging tailored to each stakeholder's role and incentives
• Executive Introductions: Facilitated direct introductions at C-level and senior director level, including an in-person meeting between principals from both organisations

Outcomes

Related reading: What a Board Advisor Actually Does | Capital Was Never the Constraint

Situation

A prominent European family office sought to diversify their real estate holdings beyond traditional European markets, with specific interest in the GCC region. While they had substantial experience in European commercial and residential properties, they lacked the local market knowledge, regulatory understanding, and relationship networks necessary to execute confidently in Dubai and Riyadh.

The family principal required a trusted advisor who could bridge cultural expectations, provide candid market assessments, and ensure proper structuring of investments for tax efficiency and succession planning.

Approach

• Market Assessment: Conducted comprehensive analysis of Dubai and Riyadh real estate markets, identifying optimal sub-sectors and locations aligned with the family's risk tolerance and return expectations
• Deal Sourcing: Leveraged proprietary network to identify off-market opportunities, conducting preliminary due diligence before presenting curated options
• Transaction Support: Managed end-to-end transaction process including coordination with local legal counsel, banks, and government entities
• Structuring Guidance: Advised on optimal holding structures considering UAE ownership regulations, double taxation treaties, and family succession requirements

Outcomes

Portfolio Composition

• Grade-A office building in Dubai International Financial Centre
• Mixed-use development in emerging Riyadh business district
• Premium residential portfolio in Dubai Marina

Related reading: Dubai Real Estate: Beyond the Headlines | Family Office Investment Strategies

Situation

A prominent Southeast Asian VC fund had a significant position in a logistics technology company that was struggling to achieve sustainable unit economics despite strong revenue growth. The portfolio company had expanded rapidly across Indonesia, Thailand, and Vietnam but was burning cash at an unsustainable rate.

The fund needed an experienced operator to work alongside management to identify efficiency opportunities, restructure operations, and position the company for either profitability or a strategic exit.

Approach

• Diagnostic Review: Conducted comprehensive operational and financial review, identifying key margin leakage points and organizational inefficiencies
• Market Rationalization: Recommended exiting two underperforming markets to focus resources on core geographies with clear paths to profitability
• Pricing Strategy: Implemented dynamic pricing model and renegotiated key supplier contracts, materially improving gross margins
• Management Coaching: Provided ongoing mentorship to founding CEO on board management, investor communications, and operational discipline

Outcomes

Related reading: Southeast Asia Tech: Opportunities & Risks

Situation

A well-established London-based alternative asset manager specializing in European private credit sought to expand their LP base to include sovereign wealth funds and institutional investors in the GCC. They had strong track record and institutional processes but limited understanding of the regional investor landscape and regulatory requirements for operating in the Middle East.

Approach

• Regulatory Pathway: Guided the client through DFSA licensing process, including documentation preparation and regulatory engagement strategy
• Investor Mapping: Created detailed landscape analysis of regional institutional investors, including allocation preferences, decision-making processes, and key relationships
• Pitch Optimization: Adapted marketing materials and investment narrative for regional cultural expectations and regulatory requirements
• Introduction Program: Facilitated warm introductions to key decision-makers at target institutions, including family offices and sovereign entities

Outcomes

Related reading: Navigating GCC Regulatory Frameworks | GCC Investment Outlook