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Column
| Scouting for success |
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Which business is interesting to acquire or to forge an alliance with? Sometimes it is crystal clear. During periods of market regulation, for example, players are practically driven into each other’s arms. The consolidations in the dairy industry illustrate this well. But there are also interesting prospective partner companies that you only encounter when you go looking. Executives with their hands full with running the organisation, hardly have the time to carry out a search. One solution is to hire in intermediaries. Usually seasoned consultants who have learned the ropes in international business. They use an extensive network to hunt for potential partners.
If the client sees potential in a particular company, the ‘scout’ can prepare the ground for an initial meeting. It is essential that the scout operates as an independent consultant. If names are mentioned too early in the game, it could even obstruct a fruitful encounter. The scout’s work depends on trust – the client’s trust is vital, but the trust of the potential partner must also be earned. An independent consultant makes it possible to get two parties to talk without a takeover being all too omnipresent.
Cosun is at the brink of an ambitious growth scenario. Any successful company in this business with which synergy through complementarity can be achieved is a potential partner. I am proud of being an ambassador and intermediary.
Derrick Das, an independent food sector consultant and an exclusive scout for Cosun. He has contributed this column to Cosun in Business, June 2001<<< back
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