Sharing Trade Secrets

Perseverance breaks IMS into Morocco

March 10, 2006

Sometimes export channels seem impassable, but with a little perseverance obstacles can be overcome. This is how Quebec-based IMS Experts-Conseils got its foothold in the Moroccan market, where business practices differ considerably from Canadian ones.

Founded in 1991, IMS is one of the largest engineering consulting firms in Quebec. It provides personalized and specialized engineering services in a number of sectors, including energy, municipal engineering, the building industry, industrial installations and environmental technologies. Through its new subsidiary, which is responsible for increasing its activities abroad, it has managed to establish a presence in several countries, most recently in Morocco.

Success, one step at a time

It all began four years ago with an environment sector trade mission to Morocco. Advertised by Canada’s Trade Commissioner Service, the mission enabled IMS representatives to sound out the Moroccan market and build some influential relationships. Attracted by the prospect of lucrative business opportunities, the representatives then increased the number of missions to Morocco and landed a major contract to repair railway tracks and modernize a water treatment plant.

A profitable undertaking

This contract was only the first step. It led IMS to other major contracts in Morocco and led the company to open a permanent office in Rabat, the capital, four years later, leading to a potential two million dollars per year in sales. As well, IMS has just concluded a joint-venture agreement with a Moroccan engineering company.

Now that it is well established in the Moroccan market, IMS will benefit from the country’s ongoing reforms. The Moroccan government currently strives to foster international trade by complying with international standards and simplifying its business practices. It also signed a free trade agreement with the United States and an association agreement with the European Union.

When it came to exporting its services, IMS was skilled and confident in its approach and relied on gradual positioning in the target market, establishing a local presence and forming strategic alliances.

For more information, go to www.infoexport.gc.ca/ma or www.ims-experts.com.