Case Study: From Fragmentation to Fundability: Scaling Commercial Excellence Across Borders
This project involved standardising and scaling up the commercial acumen of a renewable energy business who has grown quickly in the UK, Europe and US. This was to ensure that; business risks were managed and mitigated where possible, there is only one contract depository, standardised approaches and templates for the entities when entering into commercial contracts, with the respective sign off procedures to allow agility for continued business growth in preparation for a company sale.
The Challenges
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Complex Stakeholder Alignment
Due to the acquisition of numerous European and US entities there were different approaches to entering into contract, developing the business and managing risks. All CEO's had to be aligned in order for the project balancing business as usual priorities together with establishing trust and clarity around roles and responsibilities of the businesses into the project.
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Innovative Commercial Management and Contract Structuring
Throughout the discovery phase of B2B contracting and strategic development an understandable need for a new form of Contracting that could be used across the globe was established. This involved bringing in legal advisories from each country to ensure the agreement could be compliant in each jurisdiction, then discussing with funders in each jurisdiction as the agreement required third party funding to create renewable energy projects minimising upfront capital risk.
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Operational Feasability
At the end of the project there was a home for all commercial Agreements with key financial, commercial, legal and project metrics clearly mapped out. This fed into a group risk register for the owners and board to understand their business risk. A new fundable and global energy as service Agreement was developed which was sold across Europe, US and the UK. The business was also able to then scale up for purchase, with key due diligence documentation being in an easy to find and download to make data room entry much simpler.
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Designed and implemented a standardised, multi-jurisdictional commercial contract framework compliant across UK, European and US markets. Led cross-border legal coordination and funder negotiations to create bankable Energy-as-a-Service agreements that secured third-party financing whilst minimising capital exposure. Established approval hierarchies and contract negotiation protocols to maintain deal velocity during rapid expansion.
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Built a unified digital contract management platform housing all commercial agreements with integrated financial, legal, and project delivery metrics. Developed a consolidated group-wide risk register providing board-level visibility of contractual exposures, regulatory compliance status, and commercial dependencies across all operating entities.
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Restructured commercial documentation architecture to accelerate due diligence processes for prospective buyers. Created searchable, investor-ready data rooms with standardised contract summaries, financial models, and risk assessments that reduced transaction friction and enhanced business valuation for exit.
The Solution
A comprehensive transformation programme across three key workstreams was delivered
The Results
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90 percent reduction in contract execution time
through standardised templates and streamlined approval workflows across all territories
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Unified acquired entities
under single commercial governance model, eliminating contract duplication and reducing legal spend by 40%
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Zero contract-related deal failures post-implementation
with improved funder confidence in standardised commercial terms
Conclusion
Commercial standardisation is critical for scaling renewable energy businesses - fragmented contract approaches across multiple jurisdictions create funding delays, increase risk exposure and reduce business valuation
Early funder engagement transforms contract viability - involving third-party financiers during contract design ensures bankability and accelerates project finance close for capital-intensive renewable energy developments
Strategic commercial function drives M&A outcomes - well-structured contract repositories and transparent risk registers significantly reduce buyer due diligence timelines and strengthen negotiating position during exit processes
Cross-border contract frameworks require specialist coordination - successful multi-jurisdictional agreements demand expert navigation of regulatory compliance, local legal requirements and regional financing structures in the renewable energy sector
Commercial agility and governance can coexist - implementing clear approval hierarchies and standardised templates enables both rapid deal execution and robust risk management during high-growth phases.
“During our time together I saw her add tons of momentum to our projects and she adds so much value wherever she goes. Working with her was such a joy.”
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