david wittenberg : three steps to success
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ÂTRANSCRIPT
Three Steps to Success
Master Class On
Internationalization of SMEs
Presented by David Wittenberg
Today’s Agenda
1. Understand the Markets
2. Understand the Business Culture
3. Choose the Right Business Model
Know Before You Go
1. Understand the Markets
• Know what they value
Deliver What they Value
• Economy
• Convenience
• Entertainment
• Affiliation
• Esteem
• Productivity
V =B
P
How will it make someone’s life better?
Research Their Products
• What do local competitors offer?
Research Their Promotion
• What do local competitors advertise?
2. Understand Business Culture
• Success factors vary from country to country
Try This Quiz
• What is the order of importance?
Relationships RulesResults
In India?In the USA?1. Rules
2. Results3. Relationships
2. Results3. Rules
1. Relationships
Skill: Cultural Awareness
• Time
• Money
• Courtesy
• Truth-telling
• Contracts
• Customer Service
• Authority
• Status
• Religion
• Gender
Skill: Cultural Adaptability
• How much should you adjust?
• How much are you willing to adjust?
Possible Adjustments
• Communication Medium
• Communication Style
• Scheduling
• Social Interaction
• Clothing
• Food and Drink
• Religious Obligations
3. Choose the Right Business Model
• Which model is best for you?
– Your capabilities
– Your product or service
– Your personality
Business Model Options
1. Sell directly to customers overseas
2. Appoint representatives to sell overseas
3. Sell or license to resellers overseas
Today’s Agenda
1. Understand the Markets
2. Understand the Business Culture
3. Choose the Right Business Model
Know Before You Go
Thank You
the innovation workgroupworld-class innovation
Your feedback and enquiries are welcome
David Wittenberg, CEO
Telephone +91 98718 23569
Voice Mail: +1 248-850-5362
Skype: david.wittenberg
E-mail [email protected]