1. Do your homework!
Before you plan your venture to enter a new territory, analyse the market in detail.
2. Determine why!
Increasing sales is often the prime reason for entering a new territory, but there can be other strategic reasons such as forcing the competition to increase its investment in specific territories and thereby lose focus others. Which reasons do you have?
3. Decide how!
Your how: the right strategies and tactics that will secure success. Sound analysis and a determined why help you to decide the how. Decide, but be prepared to adjust!
4. Plan what to do!
Develop your plan. Devote time on it ensuring that the organization is 100% behind it and feels inspired to exceed expectations – and not only the targeted results.
5. Be local!
Based on our experience, it is imperative to establish local presence. Each country is unique. You must command excellent insight of the business culture. Customers appreciate the investment of being close to gain an exact understanding of their needs.
6. Pick the right team!
Establish the criteria required to select the team that will secure success – including external resources. The wrong team is costly and wastes time. The right mix of team players with the required personalities, experience, skill-sets and contact networks makes a significant impact.
7. Individual objectives and plans
Managing a team in another territory is challenging not only because of distance, but also because of the cultural differences. Clear objectives and plans tied up and supported by each individual ensures a high degree of responsibility, motivation and drive to exceed expectations.
8. System for follow up
Develop an efficient method to periodically follow-up on the actions required to meet the objectives. Meeting deadline dates ensures progress and motivates. Be flexible and quick to implement Plan B’s should this be necessary – always maintaining a spirit to move forward in “the right direction”.
9. Flexible and pragmatic
A plan is a plan but, along the road, dynamic people will develop tactics to adjust to unforeseen situations – overcome potential hinders – to ensure that the objectives will be met.
10. Patience and perseverance
Establishing a new operation takes time. Patience is required and perseverance to ultimately meet the “wanted” results is paramount. Plan in contingency and flexibility to counter potential delays and to maintain the strive required to achieve success.
The key to the success is to do the right things right! We help you do just that!