Sector: Machinery & Equipment
Geography: Poland
Services: Client identification, longlist construction, prospect qualification, direct outreach, RFQ facilitation
What the client needed
Our client was a manufacturer of hydraulic cylinders and precision turned parts, seeking to develop its subcontracting business in Poland. The target was OEM machinery manufacturers in serial production — companies in agriculture, mining, material handling, special vehicles, transportation, and related sectors that would require recurring volumes of hydraulic cylinders or turned components, with a defined minimum annual deal value.
The client had an existing view of the market — a partial list of candidates, mostly agricultural machinery manufacturers — but needed a structured approach to extend that universe, prioritise it, and convert it into active commercial conversations. English-language capability on the client side narrowed the initial outreach options, making direct Polish-language contact a practical requirement.
What we did
- Longlist construction and extension. We reviewed and extended the client’s initial candidate list, building a combined longlist of 79 companies meeting initial criteria across seven sectors: agriculture, material handling, mining, construction, special vehicles, transportation, and other industrial machinery. Each company was profiled by revenues, headcount, manufacturing focus, and likely demand for hydraulic cylinders and turned parts.
- Prioritisation and shortlisting. Together with the client we evaluated all 79 companies against the ideal client criteria — serial production focus, relevant sectors, minimum deal size, and geographic coverage. We produced a shortlist of 59 Priority A companies and agreed an initial outreach batch of 22 companies for active contact.
- Direct outreach and qualification. We contacted 22 companies directly via telephone, reaching purchasing managers, strategic sourcing managers, and production directors. For each company we established: whether hydraulic cylinders and turned parts were purchased externally, volumes and frequency, current supplier relationships, openness to new suppliers, and immediate next steps. Outreach was conducted in Polish, enabling access to decision-makers not reachable through English-language communication.
- RFQ facilitation. Where interest was confirmed, we progressed conversations to the point of RFQ submission or direct handover to the client. Two companies entered RFQ or negotiation stage — one for turned parts and one for hydraulic cylinders. Ten companies were identified as active prospects, including seven based in Poland and three with relevant decision-making at international group headquarters.
- Market insight reporting. The outreach process generated structural market insights, segmenting the market by ownership. Polish-owned OEMs with high machining needs and foreign-owned manufacturers showed different purchasing needs and behaviours; we saw the demand for hydraulic cylinders is stronger than for turned parts across the contacted companies; in-house and outsourcing approached were identified.
What the client received
- • Extended longlist of 79 potential clients across 7 industrial sectors, with revenues, headcount, manufacturing focus, and priority rating
- • Prioritised shortlist of 59 Priority A companies with rationale
- • Direct outreach results for 22 companies: named contacts, purchasing logic, supplier openness, volume estimates, and recommended next steps
- • 10 active prospects identified, including 2 at RFQ or negotiation stage
- • Structural market insights on outsourcing culture by company type and sector
- • 37 additional Priority A companies identified on the longlist for the next outreach phase