Commercial evidence without exposing confidential information.
Each case separates the situation, business challenge, role, approach, result and transferable management lesson.
CASE STUDY 01 · ANONYMISED
Building a Vietnam Commercial Platform
PLATFORM
Business Context
A manufacturing business needed a practical commercial base in Vietnam to support customer development and regional growth.
Management Challenge
The organisation needed more than an office. It required a local commercial structure, customer-development process, market-facing space, reporting discipline and accountable execution.
Patrick’s Role
Led the commercial setup, local team structure, showroom and office planning, exhibition activity, account prioritisation and reporting design.
Patrick led the stated commercial workstreams and management structure. Team members executed assigned actions; formal investment, budget and corporate approvals remained with the company’s decision-makers.
Approach
Defined the commercial operating model before scaling activity
Connected physical setup with customer meetings and product presentation
Built account and opportunity reporting around ownership and next action
Used trade shows and direct outreach as coordinated market-development channels
Outcome
Established the operating foundation for local customer development: a working commercial space, team structure, market activity rhythm, account priorities and management reporting.
Management Implication
A Vietnam commercial platform should be designed as an operating system, not treated as a physical office-opening project.
CASE STUDY 02 · ANONYMISED
Turning Trade-Show Activity into Qualified Opportunities
76 · 22 · 15
Business Context
A B2B manufacturing team used a major industry exhibition to build market access and identify potential customer programmes.
Management Challenge
Contact volume could easily be mistaken for pipeline. Management needed a defensible distinction between a contact, an interested lead and a qualified commercial opportunity.
Patrick led the stated commercial workstreams and management structure. Team members executed assigned actions; formal investment, budget and corporate approvals remained with the company’s decision-makers.
Approach
Defined qualification using customer relevance, application fit, decision access, timing and an agreed next action
Prioritised appointments before the event instead of relying only on booth traffic
Assigned one owner and one next action to every meaningful opportunity
Separated contacts, appointments and qualified opportunities in reporting
Outcome
76 contacts were converted into 22 appointments and 15 qualified opportunities under a structured review process.
Management Implication
Trade-show ROI improves when qualification starts before the event and ownership continues after it.
CASE STUDY 03 · ANONYMISED
Reducing Customer Concentration
RESILIENCE
Business Context
A commercial portfolio relied heavily on a limited number of customers and programmes.
Management Challenge
The business needed to protect current revenue while creating credible new-account pathways, without confusing unqualified activity with diversification.
Patrick’s Role
Connected concentration analysis with target-account selection, application mapping, opportunity probability and next-action ownership.
Patrick led the stated commercial workstreams and management structure. Team members executed assigned actions; formal investment, budget and corporate approvals remained with the company’s decision-makers.
Approach
Mapped revenue dependence and strategic-account exposure
Built a target-account portfolio based on relevance and addressable opportunity
Separated prospecting volume from qualified diversification progress
Introduced management visibility for probability, timing and ownership
Outcome
Created a structured diversification pipeline and a management basis for tracking non-core-customer development over time.
Management Implication
Concentration is reduced by portfolio discipline and qualified alternatives, not by adding unprioritised names to a prospect list.
Apply the management lesson
Discuss a comparable business challenge.
The first discussion focuses on context, decision requirements and practical scope.
