From One Joint Venture to a Global Licensing Network
A global commodities exchange partnered with the largest exchange in Eastern Europe and asked us to turn that single relationship into a platform spanning six countries and four continents
10x
Growth in platform accounts
+150%
Profitability in 3 years
$40M
New annual revenue unlocked
6
Countries entered in 3 years
The Clients Strategy
To form a joint venture with an East European commodity exchange and then significantly expand this business globally, in countries and continents where it could grant other exchanges access to its networks and platforms through long-term licensing agreements.
The Challenge
Partnering with a foreign counterpart can unlock access to new markets far faster than building a presence from scratch, but only if the partnership survives contact with two different regulatory systems, business cultures, and sets of stakeholder expectations.
In this case, the client needed a joint venture structure robust enough to last over a decade, then had to translate that single partnership into operating businesses across six new countries within three years; each requiring its own negotiations with governments, financial institutions, and exchanges. Success depended not only on getting the deal terms right, but on building leadership and operational structures capable of holding the partnership together across borders for the long term.
Our Solution
To form a joint venture with an East European commodity exchange and then significantly expand this business globally, in countries and continents where it could grant other exchanges access to its networks and platforms through long-term licensing agreements.
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Negotiated the joint venture between the client and the East European commodity exchange for a term of 12 years and with the possibility of an exit strategy after 8 years dependent on profitability targets and other KPI’s.
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Negotiated the multi-million dollar master licensing contract through the joint venture with the largest East European commodity exchange, expanding both businesses throughout the world including Africa, Asia, US and Indian Ocean markets.
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Negotiated International licensing contracts in the 6 countries with new stakeholders including governments, financial institutions and financial exchanges.
Our Execution
Conducted due diligence and compatibility assessment of both companies.
Commissioned lawyers, banks, and other stakeholders in East Europe to support the expansion.
Set up JV offices in over 6 countries in a 3-year period.
Appointed MD’s to run offices and manage the new business.
Partnered with new MDs to set up operational systems and structures, including HR, branding, and networking.
Put in place cross-cultural systems so the client's business capabilities could be leveraged across borders.
Partnered with new MDs to build and generate business in the first 3 years of operation.
Consulted with the client over a 7-year period to grow leadership capability in line with the JV's long-term vision.
Acted on behalf of clients to negotiate licensing contracts in the 6 countries with new stakeholders including governments, financial institutions and financial exchanges.
The Impact
A Regional Exchange, Rebuilt as a Global Platform
300k → 3M+
Platform accounts, from a European base to a global one
20k → 200K
Active platform users, within a single year
+40%
Profitability growth in the first 18 months
20 → 60
Core top-tier leaders, up from the original East European team
Leadership shifted from an East European mindset to a genuinely global perspective
Aligned, focused, and results-oriented stakeholders, built through negotiation, strategy, and leadership development training
+150%
Profitability growth within 3 years
4
Regions successfully entered: Africa, Asia, the US, and the Indian Ocean islands
$40M/yr
In new revenue across licensing, platform users, and consultancy exchange expertise
12 months
To complete a full culture-change restructuring across the enlarged organisation
A stronger risk profile for the JV, as licensees were held to aggressive performance targets
Greater reputational standing for the JV and its stakeholders, with risk spread across a broader, less volatile set of geographies
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