The SBPG Model™ gives you one partner for the whole job.
We join a business as its long-term commercial partner. We find the buyers or suppliers it lacks, put the deal on written terms and do the commercial work alongside it, in the same ten stages every time. SBPG stands for Strategic Business Partnership Group™.
We don't simply provide services. We become a long-term strategic business partner that helps organizations buy, sell, grow, expand, integrate, innovate, collaborate and scale.
The core principle of the Strategic Business Partnership Group™, the operating philosophy of HENOVERA Global Group.
A vendor delivers a scope. A partner shares the outcome.
Compare the two at each point in a piece of work, from before the brief is written to well after delivery.
| Point in the work | A vendorOne scope, then the line ends | A partnerOne relationship, cycle after cycle |
|---|---|---|
| Starts from | A brief the client has already written. | The business and its goal, before any scope is set. |
| Brings | Its own people and its own service. | Whoever the work needs: buyers, suppliers, allies, investors. |
| Answers for | Delivering what the scope lists. | The result the scope was meant to produce. |
| When the work is delivered | Hands over and leaves. | Stays to measure it and correct it. |
| What comes next | A new tender, starting from nothing. | The next cycle, built on what both sides learned. |
A partnership still runs on written terms. Ours are agreed at Structure, the fifth stage of the method, once we understand the business. We are measured against the result they describe.
The SBPG Core Method™, stage by stage.
Ten stages in a fixed order. Each one ends with something you can hold, usually a document or a signed agreement. Choose a stage to see what happens, what you receive and who is involved.
- 01DiscoverWe learn how the business earns its money and what it wants to become.
- 02DiagnoseWe work out what stands between the business and that goal.
- 03DesignWe design the answer: the offer, the route to market and the partners it will take.
- 04ConnectWe bring the right people to the table. That may be a buyer, a supplier, a partner or an investor.
- 05StructureWe put the relationship on terms: an agreement, a joint venture, a licence or a mandate.
- 06ExecuteWe do the work alongside the client, and we are still there when the first order has to be delivered.
- 07MeasureWe track results against what was agreed, in numbers both sides trust.
- 08ExpandWe take what works into the next product, partner or market.
- 09InstitutionalizeWe build what worked into the client's own systems and teams, so it holds without us.
- 10RenewWe sit down again, set new goals and go back to Discover.
Renew leads back to Discover. The partnership continues.
Stage 1 of 10 / Understand
Discover
We learn how the business earns its money and what it wants to become.
What happens
We sit down with the people who run your business and go through the numbers with them. We meet the commercial team and ask who buys from you, and why. Nothing is proposed yet.
What you receive
A discovery brief
A short written account of your business and the opportunity as we see it. You correct it before we go any further.
Who is involved
- Your side
- Owner or chief executive, and the commercial lead
- HENOVERA
- Engagement lead and HENOVERA Advisory
What happens
The obstacle might be market access, the offer, the channel, capital or a missing partner, or several of these at once. We tell you which ones we can remove. Some we cannot.
What you receive
A diagnosis
The obstacles, ranked by what they cost the business, with our view of which to deal with first.
Who is involved
- Your side
- Leadership, finance and operations
- HENOVERA
- HENOVERA Advisory, joined by HENOVERA Market Access where the obstacle is a market
What happens
We draft the options and cost each one: the offer, the route to market, the kind of partner and the modes of engagement that fit. Then we set them side by side, and you choose.
What you receive
A commercial design
The route you chose and what each side commits to, with a profile of the counterparty we will look for.
Who is involved
- Your side
- The decision-makers who can commit the business
- HENOVERA
- HENOVERA Advisory and HENOVERA Commercial
What happens
We look for counterparties that fit the profile agreed at Design, and check their standing before we introduce anyone. Every first meeting starts from a specific proposal.
What you receive
A vetted shortlist
Named counterparties with our assessment of each, and first meetings held with the ones worth pursuing.
Who is involved
- Your side
- Commercial lead, with leadership at the first meetings
- HENOVERA
- HENOVERA Partnerships, with HENOVERA Market Access in Lagos and Kuala Lumpur
What happens
The form of the agreement follows from the design. We settle the commercial terms with both sides, then work with each side's lawyers to document them.
What you receive
A signed agreement
Heads of terms first, then the agreement itself: roles, economics, governance and how either side can exit.
Who is involved
- Your side
- Leadership and legal counsel, with the counterparty
- HENOVERA
- HENOVERA Partnerships
What happens
The work can be first orders, a market launch, a sourcing run or a service delivered on your behalf. HENOVERA people carry named tasks in the plan and answer for them.
What you receive
An operating plan and first results
A plan with owners named on both sides and dates agreed. Then the first orders or shipments it produces.
Who is involved
- Your side
- Operations and sales teams
- HENOVERA
- HENOVERA Commercial, Trade, Market Access or Technologies, as the work requires
What happens
The measures are the ones written into the agreement at Structure, and both sides can check the figures. Where results fall short we say so and change the plan.
What you receive
A performance review
A regular report against the agreed measures, including the ones we are missing and what we will change.
Who is involved
- Your side
- Leadership and finance
- HENOVERA
- Engagement lead, with the operating company doing the work
What happens
The case for expanding is built on the results measured in the stage before, and we put it to you with the figures. You decide.
What you receive
An expansion case
Where to go next and why, with what it will take in people and capital.
Who is involved
- Your side
- Leadership and the commercial lead
- HENOVERA
- HENOVERA Advisory and HENOVERA Market Access
What happens
We document the processes, train the people who will run them and start regular reporting. Where there is a joint venture, we help set up its governing body.
What you receive
A handover file
Procedures and reporting, written down and owned by named people in your business.
Who is involved
- Your side
- Management and the teams who will own the work
- HENOVERA
- Engagement lead, with HENOVERA Technologies where a platform is involved
What happens
We hold the partnership up against the goal set at Discover and decide together what the next cycle should address. Either side can end it here.
What you receive
A renewal review
An honest account of the cycle and, if both sides continue, the brief that opens the next one.
Who is involved
- Your side
- Leadership
- HENOVERA
- Engagement lead and Group leadership
Renew leads back to Discover, and the next cycle begins.
One partnership, many modes of engagement.
A mode is the commercial form the work takes. An engagement uses only the modes it needs, and can move from one to another as it matures.
Most modes are offered from day one through a founding operating company. Three are part of the model and come later. They are marked below.
The partnership itself
The mode that contains the others.
Strategic business partnershipFrom day one
What it is
We join the client's business as its long-term commercial partner and work through all ten stages of the method. The other modes are used inside this one as the work requires.
When it is used
When the goal is growth over several cycles and the client wants one partner accountable for all of it.
Through the Group, with the operating companies the work calls for
Advise and sell
Deciding what to do, then winning the business.
Consulting and advisoryFrom day one
What it is
A defined piece of advisory work, such as a market assessment or a commercial plan.
When it is used
When a decision has to come before anything is built. Do we enter this market? Which kind of partner fits?
Through HENOVERA Advisory
Business developmentFrom day one
What it is
We act as the client's business development team. We open accounts and work each one towards a signed deal.
When it is used
When a company has a proven offer and too few people to take it to new customers or new markets.
Through HENOVERA Commercial
B2B sales and solution structuringFrom day one
What it is
We assemble an offer a business buyer can accept, with product, service, terms and delivery in one proposal, and we sell it on the client's behalf.
When it is used
When the product is sound and the sale is complicated, with several parties involved or a buyer who wants a complete answer.
Through HENOVERA Commercial
Commercial intermediationFrom day one
What it is
We stand between the two parties to a transaction and carry the deal to completion. We tell both sides whose mandate we hold.
When it is used
When a buyer and a seller in different markets need someone both can trust to bring the deal together.
Through HENOVERA Commercial
Ally and structure
Putting two organisations on shared terms.
Partnerships and alliancesFrom day one
What it is
We find the right counterparty and agree what each side contributes. Once the relationship is running, we manage it.
When it is used
When two organisations can reach a customer or a market together that neither reaches alone, without forming a new company.
Through HENOVERA Partnerships
Joint venturesFrom day one
What it is
Two or more parties form a jointly owned venture for a defined purpose. We help choose the partner and set out contributions, ownership and governance. Then we support the venture as it starts to operate.
When it is used
When the opportunity needs shared investment and shared control. A common case is a foreign company and a local partner entering a market together.
Through HENOVERA Partnerships
LicensingFrom day one
What it is
The owner of a brand, a product or a technology grants a partner the right to use it in a defined territory, in return for fees or royalties. We find the licensee and structure the terms.
When it is used
When a company wants a presence in a market without setting up its own operation there.
Through HENOVERA Partnerships
Trade and operate
Moving goods and running the work day to day.
Product sourcing, distribution and tradeFrom day one
What it is
We source products from qualified suppliers and move them across borders to distributors and buyers.
When it is used
When a buyer needs reliable supply, or a producer needs a route into Nigeria, Malaysia or the regions behind them.
Through HENOVERA Trade
Managed and outsourced servicesFrom day one
What it is
We run a defined commercial function for the client, to an agreed standard. Local representation is one example, sales operations another.
When it is used
When a company needs a function performed in a market where it has no team of its own.
Through HENOVERA Market Access
Digital platforms and marketplacesFrom day one
What it is
Digital tools that connect buyers with suppliers and keep trade and partnerships running between meetings.
When it is used
When a trade flow needs a system behind it for ordering and tracking, or a network needs a way to bring new partners on.
Through HENOVERA Technologies
Invest and build
Part of the model. Not offered at launch.
Investments and acquisitionsLater
What it is
HENOVERA takes a stake in a business, or acquires one, where ownership serves the partnership better than a contract.
When it will be used
Once the Group has the operating record and the capital to invest responsibly.
Not offered at launch
Venture creationLater
What it is
HENOVERA builds a new company with partners around an opportunity that no existing business is placed to take.
When it will be used
When repeated engagements in a market show the same gap, and partners are ready to fill it with us.
Not offered at launch
Ecosystem orchestrationLater
What it is
Coordinating many partners in one market (suppliers, distributors, financiers, technology providers) so that each gains from the others.
When it will be used
When the partner network in a market is deep enough to be organised as a whole.
Not offered at launch
How an engagement moves between modes.
The mode changes as the work matures and the partner stays the same. Follow one example from a first assessment through to a joint venture.
Invented example
A Malaysian manufacturer wants to sell its products in Nigeria.
We made this company up. The sequence is how the model is designed to work.
Consulting and advisory
HENOVERA Advisory assesses demand, channels and import requirements. The finding: the product needs a local distributor before it needs a local office.
Discover, Diagnose, DesignCommercial intermediation
We shortlist Nigerian distributors whose standing we have checked, and run the first meetings between the two sides.
ConnectDistribution and trade
A distribution agreement is signed. HENOVERA Trade handles the first shipments with the distributor.
Structure, ExecuteManaged services
HENOVERA Market Access represents the manufacturer in Lagos and reports sales against the agreed targets.
MeasureJoint venture
Sales justify packing locally. The manufacturer and the distributor form a joint venture, and the method begins again at Discover.
Expand, Institutionalize, Renew
At every step the manufacturer changed mode and kept the same partner. Your own engagement may need fewer modes than this one.
Which conversation is yours?
Each one goes to a different team, so you reach the right person first.