Clean-Seas West Virginia, Inc. buys into industrial plastic conversion, a market with very few serious counterparties, most of them hard to reach and wary of names they don't know.
The brief
Clean-Seas didn't want a long list. They wanted the handful of companies whose operations actually matched their conversion thesis, approached in a way that suited the capital and technical diligence each deal would involve.
We sourced only through that thesis and didn't widen the net when the list stayed short; an introduction went ahead only when both sides had something concrete to discuss.
Result
Over 120 days we opened six commercial introductions, each one with a counterparty drawn from Clean-Seas's own definition of a fit.