International Business Development for companies willing to expand Internationally
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International Business Development How to generate and control the new business Date: October 30, 2014 Author: Salesman Pride Business Servicess
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Today we live in a World of interconnected economies. International Trade is bigger than any national economy and represents the biggest opportunity for a company. This is a presentation of the business model of Salesman Pride Business Services, a company that could help you to rapidly start doing business in the Balkans and Central America.
Transcript of International Business Development for companies willing to expand Internationally
International Business Development
How to generate and control the new business
Date: October 30, 2014Author: Salesman Pride Business Servicess
Agenda
AgendaEU Funds – Funding SourcesInternational Business DevelopmentCase StudyProven results
Funding Sources
Preparation
Identify and know the national plans for development
Focus on strategic lines Mapping with available funds
(EU, World Bank, own funds etc)
Identify the beneficiaries Prepare solution portfolio
according with the strategic lines
Build relationship
Execution
Seamless sales executionMake sure you can deliverProove benefitsMake significant alliances
Know How
Ina Hanganu Initiated 3 Cross Border
Cooperation Projects, 2 of which have been approved with the Ministry of Interior (2.4 million euro)
Extensive work with EU structural funds (generating project and identifying partners)
Experience with World Bank funds
Experience in managing implementation of projects funded from EU
Experience in evaluating projects submitted for funding
International Business Development
The Army
Local presence Office Partners Traveling sales persons
Lobbyists
Preparation
Spot the future projects with 1-2 years before the tender
Focus on a limited number of clients
Build a supportive network of partners
Build relationshipCapitalize on your skills and
references
Execution
Seamless sales executionAbility to deliverShare the pie with the localsKeep your promisesDo a good job and ask for
more
Success factors
Seamless execution
Suppor-ting
alliances
Competi-tive
commer-cial offer
Local presence
Know How
Marian Hanganu Former International Sales
Manager of Teamnet International
Opened Teamnet Business Solutions D.o.o. in Belgrade (2010)
Won Technical Assistance project in the Ministry of Interior (2010, 1.2 million euro)
Initiated 3 Cross Border Cooperation Projects, 2 of which have been approved with the Ministry of Interior (2.4 million euro)
Former International Sales Manager of Siveco Romania
Won Information System for the Bulgarian National Institute for Health Insurance (2006, 3.5 million euro)
Former Chief of the Office of the Economic Counsellor of the Romanian Embassy in Costa Rica
RomaniaTurkeyCosta RicaSerbiaBulgariaBosnia HerzegovinaCroatiaMacedoniaMontenegro
Geography
Case Study
Turkish Market Entry
Project team: 1 Salesman Pride consultant and 2 Turkish Consultants
Deliverables: Company profiles Advisory Services Meetings:
9 top companies 2 reps of the Turkish Government
Duration: 20 days
Customer: International Headhunting Agency specialized in Aeronautics
Project: meet the Turkish Undersecretariat for Defense and 8 of the most important defense contractors in Ankara, Turkey
Outcome
Meetings: 9 top companies 2 reps of the Turkish Government
The largest Turkish Aerospace contractor included the company in his list of approved suppliers
3 confirmed sales opportunities4 leads1 large project spotted-invited to join a consortiumThe customer was able to assess the market
attractiveness
Proven Results
How we work
Clear & Measurable ObjectivesSales Pipeline basedKey Account ManagementShort and mid term consulting assignments
