Btb Guest Author

Dave Brock

If your partners are not adding value and improving the total value proposition to the customers, they are adding cost — detracting from your value proposition and competitiveness.

There are many ways partners might add value: relationships with customers is one area. Skills and capabilities that complement yours–for example implementation, installation of your products, local support, the ability to integrate complementary products for a richer solution, and others all represent potential value they might provide.

When building a channel that complements and enhances the total value of your offerings, make sure you understand one other element of value. What is the value that you provide your partners? If you are not providing them value, it is very unlikely the relationship will produce results. A way to think about this is illustrated below.

The decision to use partners should be driven primarily by filling gaps in your value proposition. If your partners add value in reaching your customers, and you add value to them, you will probably have an effective, efficient and high performing channel–creating great results for your mutual customers as well as for each other.

Partners In EXCELLENCE is the recognized leader in helping organizations develop and communicate differentiated value propositions. We are also recognized for our expertise in developing and implementing high impact partnering and channel strategies.

If you need to sharpen your tools, processes, thinking, and skills in value propositions, look at our Value Proposition Solutions, follow the link. For a copy of our free Value Proposition eBook, follow the link.

For our eBook, Partnering for Profitability, follow the link.

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Dave Brock works with organizations to help them achieve the highest levels of performance excellence. He helps them identify and execute new business, sales, marketing and customer service strategies. His goal is to have a profound difference on the lives and results produced by his clients. Dave is the founder and CEO of Partners in EXCELLENCE, a leading business consulting company. He has held executive roles in IBM, Tektronix, and other large technology companies. He is an investor, advisor, and director of several high technology start-up companies.

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Over at TSE

Upcoming Masterclasses Include:

Hot Tips to Create a Sales Team that Soars – Even in a Recession

Why Do Salespeople Make Little Use of Marketing Assets?

What’s in your Pipeline?

The Incredible Value Of Sales Team Audits

Turn It Up! Selling in a Tough Economy

 

Btb Guest Author

Cindy King

So you want to make your business international?

Traditionally there are 7 different options open to you. Each path has advantages and disadvantages.

Businesses just starting their business development abroad will need to study these options very carefully.

Online businesses starting to develop a regular international client base will also find it very interesting to look at the traditional business development strategies. You never know where your international internet business can lead you.

Here are your international business expansion options.

1 – Sell Directly To Your Foreign Clients From Your Home Offices

The advantages are:

• No expensive foreign offices
• No foreign taxes
• You retain full control of your international strategy

The disadvantages are:

• More difficult to penetrate foreign markets
• More cross cultural communication issues
• No local expertise in-house
• You handle all sales issues that arise
• Full responsibility in the event of legal issues

2 – Open A Local Office To Represent Your Business

The advantages are:

• Local presence
• You retain full control of your international strategy

The Disadvantages are:

• Full responsibility in the event of legal issues
• Need tax advice on how to set up finances
• Local taxes due
• Financial results not fully integrated with main company

3 – Create An Overseas Subsidiary

The advantages are:

• Local presence
• You control your sales strategy

The Disadvantages are:

• Expensive solution
• Separate company structure has financial, fiscal and legal repercussions to be researched fully

4 – Hire A Sales Agent To Sell To Foreign Markets

The advantages are:

• Local presence
• Local expertise
• You control your sales strategy
• This is usually a cheaper option than going through a distributor

The Disadvantages are:

• Research needed for legal and taxation issues
• May cost you a fee to terminate agreement

5 – Find A Foreign Distributor

The advantages are:

• Local presence
• Local expertise
• Sales network in place
• No expensive foreign offices
• No local taxes
• Distributor is usually responsible for local legal issues

The Disadvantages are:

• You lose control over your sales strategy
• Distributors are generally more expensive than sales agents
• To end a distributor agreement you need to give notice

6 – Develop A Franchise Overseas

The advantages are:

• Local presence
• Local expertise
• Benefit from franchiser investments

The Disadvantages are:

• Not always an option
• Strict legislation sometimes

7 – Enter Into A Joint-Venture

The advantages are:

• Local presence
• Local expertise
• Possibility of mutual benefit if a good fit
• Each partner keeps the ownership his side of the Joint-Venture
• Flexible structure

The Disadvantages are:

• Need to research the legal responsibilities and implications involved
• Opens your intellectual property to risk

Research Your Options

This list gives you a quick glance at the different international development options and their advantages and disadvantages.

This list is by no means complete. There are many parameters involved. You will need to do your own research and contact the authorities involved.

But this list is interesting for the online businesses starting to get international sales. It is a reminder of how your business could evolve, of the directions you could take your business.

You might find the ideal distributor or sales agent for your products and services one day. This is just a reminder of your other options.

International internet marketing allows businesses to enter into international business development one step earlier.

Internet business does not exclude any of these traditional international development options.

An international internet marketing strategy can be a very good international market research tool leading towards more traditional international expansion methods.

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Cindy King is a Cross-Cultural Marketer & International Sales Specialist. With over 25 years field experience in international sales & marketing and 3 years professional copywriting, Cindy helps businesses to get more international sales, primarily by:

• Creating international business development strategies to shorten time to profitability

• Developing international lead generation strategies

• Lead generation copywritin —interviewing international clients for success stories, case studies, & white papers

• International SEO & Web Copywriting

Cindy can be found @ www.getinternationalclients.com or @ her blog cindyking.biz

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In the News

TSE Captain and powerhouse sales leader, Jonathan Farrington is very very close to reaching the milestone of publishing 600 blog posts - he is on 599.

Here is a video of how Jonathan likes to motivate the TSE Team

THANK YOU JONATHAN

I would like to congratulate Jonathan on this tremendous achievement, thank him for everything that he has taught me and for the continued patience and kindness he has shown towards me.

Well done Jonathan, please continue to INSPIRE us all.