INTERNATIONAL BUSINESS DEVELOPMENT · MARKET ENTRY
BUILD THE MARKET
BEFORE YOU SELL INTO IT.
Expanding internationally takes more than hiring a salesperson. I help businesses explore, validate and develop new international markets, building the foundations for sales to take over when the market is ready.
BEFORE YOU START SELLING
SUCCESS AT HOME DOESN’T GUARANTEE SUCCESS ABROAD.
A product that performs well in your home market will not automatically succeed in another. Regulations, logistics, culture, competition and distribution can completely change the business case. That is why international growth starts with understanding the market, not selling into it.
MARKET ACCESS
Regulations · Import · Compliance
LOGISTICS
Distribution · Storage · Packaging
MARKET FIT
Culture · Demand · Competition
ROUTE TO MARKET
Partners · Distributors · Local presence
EXPORT DEVELOPMENT VS EXPORT SALES
NOT THE SAME JOB.
NOT THE SAME MOMENT.
01 — Export development
BUILD THE MARKET
Market exploration
Understand the market, its potential, local conditions, requirements and barriers.
Market entry strategy
Define how to enter the market and which route, partners and approach make sense.
Partner & distributor development
Identify and initiate relationships with suitable local partners and distributors.
Market validation
Test products, assumptions and market fit before committing to larger sales efforts.
MARKET READY
02 — Export sales
SELL INTO THE MARKET
Prospecting
Identify potential customers and create new sales opportunities within the established market.
Sales & negotiation
Turn opportunities into business through sales conversations, proposals and negotiations.
Account management
Develop customer relationships, manage existing accounts and identify opportunities for further growth.
Revenue growth
Grow sales within the market by expanding customer relationships and developing new commercial opportunities.
EXPORT DEVELOPMENT CREATES THE CONDITIONS.
EXPORT SALES WORKS WITHIN THEM.
FROM OPPORTUNITY TO MARKET ENTRY
FROM FIRST EXPLORATION
TO A MARKET READY FOR SALES.
Every international market requires a different approach. I help organisations investigate the opportunity, understand the local reality and build a practical route to market. The goal is clear: create the right foundations before committing significant time, people and resources to sales.
01 Explore →
Understand the market, local requirements, competition and commercial potential.
02 Test →
Validate products and assumptions in the market before committing to larger investments.
03 Build →
Develop the right route to market and initiate relationships with potential partners and distributors.
04 Transfer →
Once the market is ready, create a clear handover to the people responsible for growing sales, with continued support where needed.
THE RIGHT SALES PROFILE MATTERS TOO.
When needed, I can support organisations and HR teams in defining the right Export Sales profile for the market that has been developed. My involvement can also continue beyond the handover, coaching the sales professional or team as they enter the market and helping turn the market-entry strategy into commercial action.
LET'S TALK
READY TO EXPLORE
YOUR NEXT MARKET?
International growth starts with understanding the opportunity before investing in sales. Let’s discuss where you want to go and what it takes to build the right foundations.