01 Β· The Situation
What brought them to us
A Canadian solar equipment manufacturer had strong commercial traction in MENA and Southern Europe. The Chile renewable energy pipeline was too large to ignore β but the company had no regulatory roadmap and no existing relationships with local developers.
The internal team had done preliminary research but couldn't determine the right entry sequence: CNE approval, SEC certification, entity setup, or commercial activation first.
Timeline pressure: two active RFPs from private developers were closing in 90 days.
02 Β· The Challenge
What we walked in to
No CNE/SEC regulatory approvals β required before any commercial sale
Two active RFPs closing in 90 days β timeline pressure to demonstrate local viability
No developer relationships β private procurement is relationship-driven
No understanding of CLP/USD contract structure requirements
Company profile
03 Β· What we did
3 phases. Executed in sequence.
Entry Assessment
Weeks 1β3Mapped the regulatory sequence: entity first, CNE approval second, SEC certification parallel. Identified which of the two RFPs was achievable within timeline and which required a longer path. Defined commercial positioning for developer buyers.
Output
Go recommendation with regulatory sequence and commercial priority map.
01
Weeks 1β3
Entry Assessment
Mapped the regulatory sequence: entity first, CNE approval second, SEC certification parallel. Identified which of the two RFPs was achievable within timeline and which required a longer path. Defined commercial positioning for developer buyers.
Output
Go recommendation with regulatory sequence and commercial priority map.
02
Weeks 4β14
Legal & Regulatory Structure
SpA entity incorporated. CNE application filed. SEC certification process initiated. Commercial agreements structured with appropriate CLP/USD provisions.
Output
Entity operational. CNE process active. First developer meeting secured.
03
Months 4β11
Commercial Activation
Opened relationships with three private developers. Participated in one RFP (the achievable one). CNE preliminary approval received in Month 8. Reference installation agreement signed in Month 10.
Output
Reference installation signed. Two active developer relationships. CNE preliminary approval.
04 Β· Results
Before and after
Before engagement
After engagement
No regulatory approvals
CNE preliminary approval: Month 8
No Chile entity
SpA operational: Week 6
0 developer relationships
3 active developer engagements
Unclear entry sequence
Structured 12-month roadmap
RFP deadline pressure
Reference installation signed
Facing a similar situation?
The Entry Assessment is where every engagement starts. Two to three sessions. A clear recommendation. A defined next step.
Request a Strategic Assessment β