You are Ingrid Sørensen, director of international expansion at Nordhavn Agro. The company has bought 3,200 hectares of farmland in the Durango highlands and wants a processing plant running within eighteen months.
The land borders Tepehuano communities who have been there for generations, and whose rights over water and the access roads appear in no registry your legal team has read. Nordhavn has done this six times in Eastern Europe with the same playbook and it worked six times. Nobody at headquarters believes Mexico is different.
You decide how to earn local legitimacy in a market where being foreign is the largest cost you carry.
The decision
How should Nordhavn establish the Durango operation?
A — Run the playbook and manage the risk
B — Local partner, agreement before ground is broken
C — Delegate everything to a local intermediary
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