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Perseverance breaks IMS into Morocco
March 10, 2006
Perseverance breaks IMS into Morocco
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.
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