Your Business With James Caan 2017 - 297
You need to recognise
that succeeding in
requires a different
approach from direct
sales made at home
plans for the next 20-30 years and remains a
huge opportunity. British products are highly
regarded and sought after around the world
and Brexit doesn't change that.
What comes next?
A major mind shift! The greatest challenge
for business leaders embarking on
internationalisation is to think differently - as
the head of a future global business under
construction. The role of the CEO is to provide
strategic direction to the business, coaching
and inspiring others to understand and buy into
the vision. This requires some ceding of control.
Don't be surprised if you need help with this!
From this point, your success will be
increasingly determined by the strength of your
relationships. Within your company, you will
need to rely on others to a greater extent, so
make sure you build a supportive and motivated
team around you. Externally, you need to
recognise that succeeding in international
markets requires a different approach from
direct sales made in a local market. You'll almost
certainly be working with partners of one type
HOW WE CAN HELP
Core Business Solutions helps companies
with innovative products to profitably
realise their true potential in international
markets. Our highly experienced team
of professionals has undertaken such
assignments many times over, both for
their own businesses and on behalf of
others. Take a few minutes to explain
your company and its ambitions in
international markets to us, and we
will show you how you can profitably
monetise your opportunity.
or another, such as agents, distributors, joint
venture partners and licencees.
Time to reach out
You need to consider how to identify and reach
those individuals and companies that can help
you open up new markets. There is an element
of market research required. The internet makes
this easier, but opportunities still need qualifying
and the dynamics of a target marketplace still
need to be fully appreciated. If you can tap into
an existing trusted network, so much the better.
You won't be face-to-face with prospective
customers, and your marketing and reward
structures need to address this. It's crucial to put
yourself in your partners' shoes - they want to
be clear about what's in it for them. Your sales
success will be matched by their motivation to
sell, so show them the money! Once designed,
the same programme - perhaps with some
minor tweaks - can be used in all target markets.
Remember your vision
Once you begin to internationalise, continue to
check your original vision. Are the assumptions
you made still valid? Are you on track? What
needs updating? And how long do you wish to
be attached to the business? Good succession
or exit planning will yield rewards.
The more you can address uncertainties and
demonstrate future opportunities, the higher
the value of your business to any potential
purchaser. Keep a record of your successes and
what you've learnt from your failures - it shows
dedication and determination to take action.
If you can demonstrate the ongoing success
of your internationalisation programme, you
don't have to complete the work yourself. Allow
others to see that your business model works and
you can back up your projections. Demonstrate
your relevance to the 99% of consumers not
living in the UK and get full credit for your future
international growth in the value of your business.
F O R M O R E I N F O R M AT I O N
Call John Holmes on 07983 391452
or visit corebusiness.group