The step by step approach we adopt to internationalisation is best illustrated by the Trade Partner Service whereby the client is accompanied from the first stages of enquiry right through to market entry and development. All the overseas assignment work is carried out by the BRaIN member overseas. Once you brief us, the document and supporting evidence are passed over to the BRaIN partner. The following are the three stages of the process, which will result in at least three meetings for you in the country of your choice.
The briefing document is sent by e-mail along with any supporting information (brochures, statistics, facts, etc.).
The BRaIN partner then carries out a review of the information to identify any gaps in the information. They then take a first look at the market (customers, competitors and how to reach the market). From this review they will be able to ascertain whether there are any immediate obstacles to market entry. Any gaps in the information will also be identified and filled.
It is at this point the BRaIN partner has the chance to opt out of the guarantee, if they believe that the market entry strategy is too difficult to achieve. If the opt out is not triggered, then the client receives a guarantee of meeting three companies able to do business, at the end of the third stage.
If there are no obstacles then the project proceeds to Stage 2. If there are immediate problems then the project is referred back to us for consultation with you. In either event, you receive a short report on the market potential and on any other information that has been obtained which was missing from the original brief.
The BRaIN partner draws up a list of potential agents, distributors or clients (as the case may be). They then send out, by mail, your brochure with translation, if required. The letter will make the case for considering your products. Responses are monitored and recorded. The objective of this stage is to generate requests for meetings from the prospect company. The mailings will be preceded and followed-up with a telephone call to first illustrate the opportunity and subsequently to chase a response or to obtain further information. A short written report of this stage is made.
The BRaIN partner arranges meetings between the interested prospects and you. These meetings to take place over a one day period, usually at the partner’s offices. The BRaIN partner provides translation and interpretation and generally assists you to get the most from the meeting.