This success story comes from providing the following service: Representation and Liaison Services in Korea
South Korean conglomerate which has won a bid for several national energy and infrastructure projects in Israel has published internal public tender for the reception of services and works by relevant Israeli companies in Israel.
TARGET - WINNING THE PUBLISHED TENDER BY KOREAN CONGLOMERATE
The client, which is a leading company in the metal industry in Israel, wished to submit its offer in the framework of the tender, yet, in order to assure a proper and continuous communication with the Korean company, including meetings and negotiating in the local language, as well as building mutual trust, KOISRA has been appointed to be an official representative of the Israeli client in Korea.
CHALLENGE - REPLACEMENT OF THE PREVIOUS CONTRACTOR
The Korean company has already had a previous work experience with another Israeli company, in the framework of other projects. That company had won a previous tender and has also submitted its offer in the framework of the new tender. Prima facie, it seemed that the Korean conglomerate had a preference for the Israeli company, whether in terms of the labor relations which had already been formed between the parties or in terms of the business understandings regarding ongoing projects. Our client did not have prior business relations with the Korean conglomerate.
WORK PRACTICE – STUDYING THE BID, THE COMPETITORS AND COMMUNICATION MANAGEMENT
Since the main challenge had been to convince the Korean company to choose our client's offer, KOISRA team began to learn and to examine the new tender terms, the client's offer, the other Israeli companies offers, as well as prior projects in which the Korean conglomerate had worked with the other Israeli company.
The results of the examination revealed our client's weaknesses and strengths against those of other bidders and thus an appropriate strategy has been devised for the management of communication with, and message transfer practices to the Korean conglomerate.
At first, KOISRA team acted to locate the relevant contacts in the head offices of the Korean conglomerate in South Korea and informed them that any question, clarification or request for setting a meeting with the client, may also be done in South Korea, in the Korean language and with the cooperation of KOISRA, in order to allow the Korean conglomerate, including its intermediate level managers, a maximal convenience in its communication with our client and a prompt reception of information.
Subsequently, an introductory meeting had been set with the Korean conglomerate, in which KOISRA introduced the client, its experience and its experience in relevant activities. Such meeting created a direct communication channel between the parties. In addition, and in order to prevent 'cultural misunderstandings', KOISRA team has examined and modified the outgoing messages to the Korean conglomerate, including e-mail messages, documents, meetings and telephone conversations. At the negotiation stage, in which, among other things, discussions regarding the price of the different works in the framework of the tender, took place, KOISRA assisted the client to make the required modifications in the offer, in order to win the tender.
RESULT – OUR CLIENT WON THE TENDER
Creating a direct communication channel between the Korean conglomerate and KOISRA made the messages transfer and the direct and indirect negotiations with the client, much easier. In addition, a convenient and efficient communication structure has been created between the parties, whether in terms of language or in terms of swift and relevant reply during the working hours in Korea, all in accordance with the tender procedure and terms. These elements increased the trust and confidence of the Korean company toward the client and his offer, which has finally led to his winning the tender.
