An Australian manufacturer of project management solutions had tried and failed to place their product on the German market through German distributors. After the first year, sales projections hadn't even been scratched.

When we arrived on the scene, we first met with project leaders and thoroughly discussed company goals versus market needs.

Since this particular project came at time when ISO standardization hit Germany, we took advantage of the timing. We formed a new strategy to market the software as a "must" for quality management and were able to position the software with add-on modules so the company obtained a first year sales volume of US$600,000 for licensing.

Shortly thereafter, noticing the growth of the Australian company, a large competitor whose product life cycle had just wound down, made a friendly offer and bought the Australian company.

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