A strategic approach to access German cooperation funded projects in natural resource management and forestry : case Arbonaut Oy Ltd
Beil, Rahel (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202301291771
https://urn.fi/URN:NBN:fi:amk-202301291771
Tiivistelmä
Fighting climate change and improving practices in developing countries is often done by local companies in collaboration with experts from other areas. Within the development work many different donors operate such as World Bank or Green Climate fund. One of the major players is the German agency for Interna-tional Cooperation (GIZ). This paper investigates GIZ as a potential market for a Finnish small and medium enterprise namely Arbonaut Oy Ltd. The Company’s expertise is in the niche sector of data gathering and geographic information sys-tem (GIS) solutions in forest inventory, forest management and natural resource management.
The research examines what the Company needs to do to increase the chances of successfully entering the GIZ funded initiatives considering the complexity of the market as it operates within a strictly regulated framework and tender pro-cess. Though GIZ works in different sectors the thesis focuses on natural re-source management and forestry as this is what the case company does. Fur-thermore, the competitive landscape within the DACH region is analysed and insights on the existing players within the defined market are shown.
The research demonstrates that the Company could choose to constraint its op-erations to a geographic area. As the target is GIZ and its focus lays on Africa it is suggested to choose one region, namely sub-Saharan Africa as a starting point. Secondly, looking into potential partnerships for projects rather than trying to access the market as a single entity is what the thesis suggests. Thirdly, ecosystem mapping should be used as within this context a professional network is of utmost importance. Consequently, it is proposed that the Company should invest into growing its professional network within the defined region to increase visibility among all players and gain credibility. Though this won’t guarantee a successful outcome yet is a starting point from which the Company will be able to grow strategically.
The research examines what the Company needs to do to increase the chances of successfully entering the GIZ funded initiatives considering the complexity of the market as it operates within a strictly regulated framework and tender pro-cess. Though GIZ works in different sectors the thesis focuses on natural re-source management and forestry as this is what the case company does. Fur-thermore, the competitive landscape within the DACH region is analysed and insights on the existing players within the defined market are shown.
The research demonstrates that the Company could choose to constraint its op-erations to a geographic area. As the target is GIZ and its focus lays on Africa it is suggested to choose one region, namely sub-Saharan Africa as a starting point. Secondly, looking into potential partnerships for projects rather than trying to access the market as a single entity is what the thesis suggests. Thirdly, ecosystem mapping should be used as within this context a professional network is of utmost importance. Consequently, it is proposed that the Company should invest into growing its professional network within the defined region to increase visibility among all players and gain credibility. Though this won’t guarantee a successful outcome yet is a starting point from which the Company will be able to grow strategically.