A 20-month project to lead business expansion in LATAM and ensure commercial stability in a highly volatile environment.
Client and Sector: Our client, a leading multinational company of Spanish origin in the sector BPO (Business Process Outsourcing) and Customer ExperienceWith a strong global presence, the company needed to boost its subsidiary in Argentina. The company was in a strategic market acquisition phase, managing critical operations between the parent company in Spain and local execution in South America.
The Situation / Need: The challenge was twofold. On the one hand, the pressing need to develop business and to open new accounts in a highly competitive local market. On the other hand, Argentina's economic and political situation presented an unforeseen scenario of instability. What was initially conceived as a short-term tactical intervention evolved into a need for sustained leadership to navigate the uncertainty. The company could not afford a power vacuum or a learning curve; it needed a senior profile capable of interpreting the European corporate strategy and successfully executing it in the Argentine context.
The Approach and the Solution EPUNTO: EPUNTO immediately activated a Interim CCO (Chief Commercial Officer)with transnational management experience. The executive assumed the Business Development Directorship with a mandate of accountability total.
Given the volatility of the local environment, EPUNTO's value proposition shone for its flexibility: the Interim Manager not only met the initial market opening objectives, but extended his mission to the 20 monthsDuring this period, it became the pillar of stability for the subsidiary, protecting the commercial strategy from external uncertainty and ensuring operational continuity until the consolidation of the business allowed for an orderly transition.
Partner responsible for the project
Some questions and answers
What was the main challenge in this project?
The main challenge was the strategic adaptabilityThe objective of developing business in Argentina had to be executed amidst significant local economic instability. A manager was required with the technical expertise to close business deals and the emotional intelligence to manage uncertainty and keep the local team aligned with the parent company in Spain.
Why was a Senior Advisor (Interim) chosen instead of a traditional consulting firm?
La speed of implementation and contractual flexibility They were decisive. In a volatile environment, the client needed talent. premium immediate integration ("plug and play") without assuming the long-term employment risk of a permanent contract from day one. The Interim Management model allowed the collaboration to be extended month by month for up to 20 months, strictly adapting to the reality of the business.
What was the most significant impact in the first 90 days?
Beyond the sales figures, the greatest achievement was the business sustainability in times of crisisOur Interim Manager successfully professionalized the sales area and secured the client portfolio during a period of retreat from the competition, transforming a market threat into an opportunity for brand consolidation.
How did EPUNTO ensure knowledge transfer at the end of the mission?
After 20 months in charge, the departure was not abrupt. Our methodology includes a structured exit plan. The Interim Manager documented the business processes, consolidated the pipeline sales and mentored the local structure, ensuring that, after his departure, the commercial machinery continued to function with the same efficiency.
What differentiating factor did EPUNTO contribute to this solution?
The capacity for long-term support. Although we are experts in rapid response missions, this case demonstrates our ability to manage projects of long-term (Long-Term Interim)We provided an overqualified manager who, backed by EPUNTO's Partners, offered the client the assurance of having a reliable "executive arm" on the other side of the Atlantic.