We apply a structured methodology to every engagement. Clarity about process — what happens when, who does what, and what outputs to expect — is part of how we build reliable relationships with our clients.
Advisory Engagements
Phase 1 — Discovery
Every advisory engagement begins with a structured discovery session. This is a working session — typically 90 minutes — in which we explore your business model, your current international position, your target market, your timeline, and your specific objectives. We ask difficult questions. We want to understand what success actually looks like for your business, not just what sounds good in a brief. By the end of discovery, we have a clear enough picture to tell you whether and how we can add value — and to propose an engagement structure that matches the actual complexity of your requirement.
Phase 2 — Market Analysis
For market entry and expansion engagements, we conduct in-depth research on the target market. This covers the regulatory environment for your specific product or service category, the competitive landscape, buyer behavior and purchasing processes, pricing dynamics, distribution channel structures, and the key relationships that govern market access. We combine desk research with direct conversations with market participants — distributors, buyers, industry contacts — who give us a ground-level view that secondary sources cannot provide.
Phase 3 — Strategy Design
We develop a detailed strategy document that addresses: the recommended route to market, the commercial structure for market entry (direct, distributor, agent, JV, or own entity), the partner screening criteria and candidate longlist, the regulatory pathway, the realistic timeline and budget, and the key risks and mitigation approaches. We present this in a working session and iterate until the strategy is one that your team can actually execute.
Phase 4 — Execution Support
Strategy without execution is worthless. We provide active support during the execution phase — making introductions, attending key meetings, supporting commercial negotiations, reviewing partnership agreements, and monitoring early-stage results. The level of execution support varies by engagement; some clients need intensive support through the first six months, others need periodic check-ins and issue management. We structure this based on what the engagement actually requires.
Trade & Logistics Engagements
Phase 1 — Requirement Analysis
We begin every trade engagement by reviewing the full picture: cargo type and specifications, origin and destination, timeline requirements, any special handling or certification needs, relevant incoterms, and budget parameters. We identify any documentation requirements specific to the destination country and any regulatory considerations for the cargo category. We will tell you at this stage if there are any constraints or complications that affect the feasibility of the shipment as planned.
Phase 2 — Route & Mode Planning
We identify the optimal trade route and transport mode for the specific cargo and destination. For complex or multimodal shipments — particularly those involving Central Asian destinations — route planning is not straightforward. We evaluate sea, air, road, and rail options, including transit routes through Turkey, Georgia, Azerbaijan, and the Caspian crossing, to identify the combination that best balances cost, transit time, reliability, and customs complexity.
Phase 3 — Logistics Coordination
We book freight with selected carriers, prepare and review all export documentation, coordinate with the exporter’s team on packing and marking requirements, manage customs clearance at origin, and handle transit documentation requirements. We maintain direct communication with all parties in the logistics chain and flag issues proactively rather than waiting for them to escalate.
Phase 4 — Execution & Delivery Confirmation
We track the shipment through every leg of its journey, update the client at agreed milestones, manage any exceptions or delays, coordinate import customs clearance at destination through our local partner, and confirm final delivery. After delivery, we review the engagement and identify any process improvements for future shipments.
Engagement Models
Project engagement: A defined scope, timeline, and fixed fee. Appropriate for market entry strategies, one-off trade facilitation, and specific advisory assignments.
Retainer engagement: An ongoing relationship with a monthly fee covering a defined level of advisory support, trade facilitation coordination, or both. Appropriate for clients with continuous needs across multiple markets or shipments.
Success-fee engagement: In specific circumstances — particularly partnership development and market introduction work — we structure part of our compensation as a success fee tied to defined outcomes. We are open to discussing this where it aligns interests appropriately.