In 2016 Tianjin Eurosider, a European-owned specialized spray-painting technology company, entered into a technical collaboration with a large Chinese tier-1 automotive company in 2016. After 18 months of free demo-testing at the automotive plant, Eurosider’s equipment had delivered successful results. However, the client circumvented Eurosider’s core patents by launching a public tender procedure, inviting other companies to offer a more competitive solution.
This case study describes how Eurosider dealt with a challenging tender procedure. It concludes with recommendations on how EU SMEs can prepare for similar scenarios.