My experience (read: the problem)
SMEs cannot fully deploy their potential in the international market because of information deficits and cultural barriers. Setting up representations or making major decisions before having developed a deeper sense for the market and the business culture ties up and in the worst case burns capital.
Many business relationships come to an end before they even start. Intercultural differences very often result in misunderstandings, frustration and unnecessary loss of time and money. Small things can be relevant when you are speaking to a potential German business contact.
Step-by-step companionship for small and medium-sized enterprises according to their maturity level with focus on helping them understand and overcome pitfalls that derive from cultural differences.
Research and Sales Prospecting
Depending on how well you already know the market, I can help you research your target market and / or relevant decision makers, to develop a sales strategy, to adapt sales collaterals to suit local preferences and so on.
Cold Calling and Follow-up
On your behalf, I approach your target clients to introduce your company and your products and services; I enquire into the general interest and / or initiate pilot projects.
If you intend to travel to Germany and / or to participate in a trade show, I arrange meetings.
If needed, I can also help you follow up with certain accounts.
On your behalf, I personally visit your German target customers to (re-)present your company and / or introduce your products and services—be it at their offices or during a trade show or conference.
Business Meeting and Negotiation Support
I accompany you to business meetings and negotiations, not only for bridging potential language gaps but more importantly to help you figure out if and how cultural differences might prevent you from reaching your goals.
I assist you in Germany, in your home country, or anywhere else—not to forget about virtual meetings.
Intercultural Training and Consulting
I prepare you and your team for general and specific cultural communication challenges, and help you develop self-management strategies to successfully and independently deal with difficult situations.
Business Plan and Execution Support
I can help you develop a long-term market entry strategy and / or for example support you in finding a local (full-time) sales agent or distributor.
You may also approach me for other hands-on support needed in order to get started in the German market.
Download an overview about all steps introduced above: Entire step-by-step approach outlined (PDF).
If your company is seeking to enter the German market without initially employing a local full-time Sales Representative or Business Development Manager, please get in touch: andra[at]andra-ibf.com
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