Clients Considering Overseas Expansion
These companies have proven sales potential in their home markets and are ready to enter the Overseas marketplace. While very interested in the opportunities Overseas, many clients have been reluctant to expand there due to uncertainties surrounding cost and loss of focus on the core home market.
Clients with Current Operations Overseas
Other clients are already established with subsidiary operations Overseas, but are not satisfied with their current level of sales or business development. Pulling out could damage their investors trust or the company’s credibility. Terra Advisors can complement sales teams and enhance output of our clients existing Overseas operations.
Projects
What follows is a collaborative approach that we have found most efficiently and effectively establishes good partnerships:
1Within one month of project initiation:
We spend time at our client’s headquarters for product training and strategy sessions. During this time we agree on the companies and partners we will target. We also agree on marketing collateral to be used as Terra Advisors approaches these targets.
2Within three months of project initiation:
Terra approaches those potential companies and has meetings to determine which would be suitable partners for our client. Once we determine which partners best fit with our client’s products and company strategy, we organize meetings among Terra, our client, and the potential partners which will take place during an intense one week “road show.”
3Throughout duration of the project:
After the meetings have taken place, we manage the identified accounts to ensure a successful and profitable relationship for both our client and our partners. In parallel with the account management, Terra also focuses on new business development with additional suitable partners.
Benefits
1Low Financial Risk:
Clients to use Terra as their business development arm not only to give them flexibility as they explore the market possibilities, but also to prove the success before they invest more significantly.
We structure our fee so our clients do not have significant up-front financial risk. It has two components:
- Monthly fee: This is less than the monthly cost for our client to hire one full time employee.
- Performance based pay: This is based on the revenue from customers and partners that we secure for our clients.
2Company focus remains intact:
Our clients already have proven success in one or more markets. Using Terra as their business development arm is a prudent way to expand sales without jeopardizing already successful operations.
Our clients avoid the risk associated with moving to a new market: recruiting, integrating, retaining and managing an organization. Our clients normally have relevant and strong management skills in-house, but realize that de-focusing their attention and energy from the core business is unwise.
3Reduced time to market:
We have strong, established relationships with customers and channel partners in the marketplace, thereby saving our clients valuable time. Terra’s presence means that we will be meeting with potential partners within days of agreeing on the mandate and strategy with our client.
The usual focus of our strategy is to target the markets with the fastest ROI given country market conditions. These can include currency fluctuation, national and international competitors, and governmental barriers.