Sector: Machinery & Equipment
Geography: Poland
Services: Market analysis, client identification, prospect meetings, roadshow facilitation, competitive landscape mapping
What the client needed
Our client was a machinery engineering and design services company, evaluating commercial entry into the Polish market. The focus was on OEM manufacturers that outsource mechanical, electrical, and structural design work — specifically in five target segments including mobile machinery, special vehicles (mining, agriculture, construction), rail vehicles, boilers and power plants among others.
Poland presented a complex picture: a large industrial base with strong outsourcing culture in some segments and entrenched local competition in others. The client needed both a structured market assessment and direct access to decision-makers — arranged through a multi-segment roadshow of meetings with potential clients across the country.
What we did
- Segment-by-segment market analysis. For each of the five target segments we produced a structural market overview: market size, outsourcing culture and procurement logic, demand for external design services, competitive landscape (local and international design firms with revenues and service profiles), and an assessment of overall commercial potential and feasible market entry mode for the client.
- Client universe mapping. We identified and profiled relevant OEM manufacturers in each segment. Each profile included revenues, headcount, business focus, design and engineering model, and strategic relevance as a prospective client.
- Competitive landscape mapping. For each segment we documented the active suppliers of design and engineering services in Poland — local specialists, international offices, and in-house engineering teams at major OEMs — assessing their revenues, service scope, and competitive positioning relative to the client.
- Roadshow facilitation — 15 company meetings. We arranged and facilitated an in-person roadshow across Poland covering all five target segments, spanning five separate visits over 3 months. A total of 15 companies were visited, with meetings conducted by the client’s senior team. For each segment we documented market insights gathered during the meetings, including outsourcing behaviour, pricing expectations, English-language capability, RFQ interest, and competitive dynamics.
- Segment conclusions and entry recommendations. For each segment we drew conclusions on market potential for the client and recommended the most feasible entry route — ranging from direct sales from the client’s country, through a local sales partner, to acquisition of a well-positioned local company. Cross-segment synergies were identified, particularly between the boilers and power plants segment and material handling.
What the client received
- • Structural market analysis across 5 segments: market size, outsourcing culture, demand assessment, competitive landscape, and entry mode recommendation
- • OEM client universe for each segment, with revenues, headcount, business focus, and design engineering model
- • Competitive landscape database: design and engineering companies active in Poland across all five segments, with revenues and service profiles
- • Roadshow results: 15 in-person meetings facilitated across 5 segments, with full meeting notes covering outsourcing readiness, RFQ interest, pricing expectations, and next steps
- • RFQ interest confirmed from 2 companies in the mobile machinery segment at the time of the engagement
- • Segment-level conclusions and strategic recommendations for market entry, including acquisition candidates
- • Summary matrix comparing all 5 segments across: market size, outsourcing culture, competition intensity, demand for client services, main competitive advantage, overall potential, and recommended entry mode
- • Within 6 months after the project conclusion the client announced an acquisition of a design engineerig firm in Poland