I help you first to identify interesting business opportunities, then to analyze and compare the price lists of your future partners with your own reference prices. I identify with you the critical points to negotiate to secure the profitability of your project, to put your partner in confidence and to perpetuate your commercial relationship over time.

My action is mainly focused on the direct approach of principals (key accounts) and subcontractors in Europe (construction). I facilitate the management of the negotiations from the first contact until the signature of the commercial agreement, within the limits fixed in the engagement letter. I ensure compliance with contract requirements to secure and sustain the business relationship over time.

An engagement letter is a written agreement that describes the business relationship to be entered into by a client and a company. Most businesses use Engagement Letters when onboarding new clients. Generally, Engagement Letters are less formal than a contract. The letter details the scope of the agreement, its terms, and costs. The purpose of an engagement letter is to set expectations on both sides of the agreement and assists in avoiding uncertainty and misunderstandings.

Although an engagement letter is less formal than a contract, they are still legally binding. Importantly, Engagement Letters reduce liability and clearly outline the roles and responsibilities of both your business and its customers.

In practice, the client I represent is usually the principal. When this client calls on my services to find subcontractors, I defend his interests by seeking to sign a subcontract agreement  that meets his requirements in terms of price and contractual conditions. My fees are included in the price offered to the subcontractor in return for supporting the subcontractor for a specific period of time, whether it be to ensure a good working relationship with the client or to help the subcontractor to successfully implement its project abroad within a reasonable period of time.

Here is the scope of work generally included in every assignment:

• Discuss Principal’s growth et financial objectives in the next 3 years
• Ensure company’s business is attractive for subcontractors
• Ensure only qualified subcontractors are selected
• Review target prices, terms & conditions
• Create trust between the stakeholders thanks to an upfront preparation
• Ensure subcontractor’s adherence to Principal’s compliance rules
• Follow a fair approach during negotiation to create more value
• Negotiate planning, price, T&C within a reasonable time (2-3 weeks)
• Help the subcontractor to successfully implement its project abroad
• Regular follow up of work in progress and additional needs

Again, the client I represent is usually the principal.

In consideration for the Services provided, the Consultant is to be paid on % commission based on the subcontracting spend volume. This commission is already included in the price to be paid to the subcontractor for the works delivered in return for supporting the subcontractor for a specific period. In other words, the subcontractors shall not expect to pay any additional fee to participate to the selection process other than their own travel expenses.

The primary objective of the consultant is to ensure a good working relationship with the client or to help the subcontractor to successfully implement its project abroad within a reasonable period of time.

To this end, the consultant may assist the subcontractor in the following (non-exhaustive list):

- Purchase of raw materials and equipment needed on site

- Buying/renting site equipment at the best price

- Search for accommodation in the vicinity

- Recruiting locally qualified personnel

- Find an interpreter or learn the language quickly (B1 level)

- Take out an insurance policy adapted to the local market

- Find solutions to reduce working capital requirements

- Facilitating the creation of a local agency through a network of partners

One of the key success factors in achieving the client's commercial and financial objectives is to be able to retain subcontractors to maintain a sustained production rate. The provision of services to the end customer depends to a large extent on the speed of execution of the construction work carried out upstream, which presupposes the permanent availability of a sufficient quantity of skilled labor. The main challenge for subcontractors is to have good visibility of the work in progress and to be carried out to know how to adjust the workload upwards or downwards. In this context, the consultant can help the subcontractor to temporarily find new sites in the vicinity with other principals to enable him to maintain his workforce in the same geographical area.