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GROWTH

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DEVELOPING GROWTH IN INTERNATIONAL MARKETS

Globalisation places new demands on business, but it also offers opportunities for dynamic growth.  Securing strong positions to keep abreast of international competition requires innovative approaches sensitive to the ever-changing business world and global customers.  We specialise in providing support to companies expanding their international business activities. 

By assisting you develop, implement and manage a coherent international communications and marketing strategy, starting with a Review, and with a strong focus on understanding and satisfying international customers, we help you Build & expand a rewarding Business across Borders.

  Reaching  Global  Markets 

International success demands not just good marketing, but much more. For example it requires commitment from the home market and  consistent international communications, right across the organisation, to be able to ensure that you send out and receive accurate messages between you and your international customers wherever they are.  Consistently good communications are an essential ingredient of any successful business.  But in the international market language and cultural differences have a tendency to disrupt the communication flow.  We can help you by integrating coherent marketing with effective communications.

We also help by connecting you to the appropriate local support suppliers. This can range from solicitors, accountants, bankers, recruiters, HR support units, financial advisors to trainers, translators, interpreters, language instructors, cross-cultural counsellors, advisers, and most importantly business coaches.

We help enterprises develop their international business with a unique, integrated approach.  Taking a holistic view of your international business, we integrate sales and marketing strategy with a company wide approach to accurate communications with foreign markets.  Our aim is to ensure that the strategy is appropriate to the local market and to overcome intercultural barriers such as language and local business practices.

Integration in practice 

In constructing an integrated strategy, we review with you a number of elements and expand upon the ones that are critical to you business: 
•        Business Development
- Growth strategy, Lead generation, market penetration,
- Customer Relations Management, logistics and support
•        Marketing
- Understanding international customers needs, market research
- Promoting to them, arranging appropriate sales channels
•        Strategy & Vision
- International compatibility of mission and values, corporate culture
- Formulation of International Business Plan
•        Location
- Representation, investment, relocation, alliances, joint ventures
- Policy alignment across the departments & partners
•        Culture
- Managing cross-cultural diversity, understanding issues, compatibility
- Fostering cross-cultural problem-solving, teamwork & synergy

Various Forms of International Business

       Market entry mode:           

- Exporting                   - Direct
                                   - Indirect
- Joint Venture             - Licensing
                                            - Contract manufacturing
                                   - Management contracting
                                   - Joint ownership
- Direct investment       - Branch
                                    - Subsidiary
                                    - Other

Stages in Internationalisation:

o        No interest
o        Fulfil unsolicited orders
o        Active exploration - experimental
o        Active development in ‘close’ countries
o        Active development in additional or ‘far’ countries
o        Multinational operations

  International Operational Team

o        Export Department
o        International Division
o        Global Organisation

TRANSNATIONAL ENTITY

Key inhibitors or barriers to successful exports

Ø       Attitude of mind – perseverance and commitment

Ø       Logistics, Pricing (landed costs)

Ø       Creditworthiness, Payment guarantees

Ø       “Realism” (extra steps needed to reach market

Ø       Culture (business practices) & Language

Ø       Lack of “global skills” (and awareness)

Ø       Relationship building

Ø       Understanding the market, its customers (needs) and mechanism 

One key success factor is effective international communication. For more details about enabling growth through effective international communication click here.

OUR SUPPORT

We will work with you in identifying what is right for you to grow your international markets. We can approach this in two ways, depending on how informed you already are:

• Through an executive coaching plan geared specifically to international expansion
• Through a full business position audit to establish a growth strategy

We will also bring in the right people at the right places at the right time (through our international network) as well as developing a training and development plan to enable you to achieve your international goals.

WE HELP YOU GROW YOUR INTERNATIONAL OPERATIONS TO NEW HEIGHTS

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