CASE STUDIES: THE INTEGRATED STRATEGY MODEL IN ACTION
CASE 1: COLD CHAIN EXPANSION + DFI CAPITAL RAISE
Client: Leading Fresh Produce Exporter, Kenya
Challenge: Client wanted to expand from Nairobi to 3 new export hubs in Tanzania, Uganda, and Rwanda. Needed $18M. Banks said, “too risky”. ESG was an afterthought.
OUR APPROACH
Commercial Excellence: Sized the $420M regional horticulture market. Modelled 3 hub locations for max IRR. Built operating model to cut post-harvest loss from 35% to 8%.
ESG & Impact Integration: Quantified 12,000 MT CO2e avoided/year, 4,200 smallholder jobs, 30% women in procurement. Mapped directly to SDG 2, 8, 13. Built climate risk model for power outages.
African Reality & Execution: Structured power via solar + battery PPA. Designed “anchor tenant + shared user” model to de-risk utilization.
RESULT
Capital Raised: $18M package closed. $12M from BII + $6M senior debt. 200bps cheaper than commercial debt because of ESG profile.
Expansion: 3 hubs live in 14 months.
Impact: 5,200 farmers onboarded. Client is now a DFI-preferred supplier for EU retailers.
Nominal Role: Strategy, Impact thesis, DFI fundraising, PMO for rollout
Tagline: Profitable expansion that DFIs funded.
CASE 2: BUSINESS EXPANSION + MARKET ENTRY FOR AGRI-INPUTS
Client: South African Agri-Inputs Company
Challenge: Enter Nigeria and Ethiopia. $50M revenue target in 3 years. Worried about FX risk, distribution, and “impact washing” accusations from investors.
OUR APPROACH
Commercial Excellence: Go-to-market strategy. Chose hub-and-spoke distribution via agro-dealers. Pricing model for smallholders. Built P&L for 3 scenarios.
ESG & Impact Integration: Designed “out-grower + inputs on credit” model. Modelled yield increase and food security impact. Aligned to AGRA and USAID metrics to unlock grant funding.
African Reality & Execution: Set up local JV structure to manage FX. Built digital platform for farmer KYC and credit scoring. Hired country GMs with political networks.
RESULT
Expansion: Live in Nigeria in 9 months. Ethiopia JV signed.
Capital Raised: $8M: $3M grant from AGRA + $5M working capital facility from a local bank, guaranteed by a DFI.
Growth: Year 2 revenue $22M. 180,000 farmers reached. 40% yield increase.
Nominal Role: Market entry strategy, Impact model, Grant + debt advisory, JV structuring
Tagline: Scaled across borders. Banked by impact.