A Polish company specializing in the provision of maritime services contacted us for assistance with the selection of a Chinese shipyard. They were planning to form a consortium to take part in a tender organized by a majority state-owned company for the production of a large machine. They had only a few months to submit all the applications and documents. Carrying out such a large project in such a short period would make any Chinese entity distrustful. An additional problem is that the European Union does not enjoy a good press when it comes to the shipbuilding market in China because of much negative reaction over the past 20 years.
We made every effort to deliver results at the highest level. The head of our Shanghai branch, together with a trusted expert, an experienced marine services specialist who agreed to collaborate on the project because of his familiarity, personally visited our client’s potential contractor. Thanks to our knowledge of the Chinese shipbuilding market, the presentation of a concrete offer and our understanding of Chinese business culture, we managed to obtain a very attractive offer as well as the promise of relevant certificates and cooperation with further shipyards. In terms of negotiations, we achieved complete success almost from scratch.
