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gata can either help you build your business directly & seek out customers throughout the world or assist you in finding alliance partners who can represent you indirectly in different countries. There are significant differences in how you approach foreign markets:
consideration |
direct |
indirect |
| primary contact | buyer | partner manager |
| activity | educate/sell | educate/co-sell |
| financial results | long term | short term |
| resources focus | customer | home |
| control | sole | shared |
| expenditure | expensive | relatively less expensive |
| time frame to market | years | months |
| local knowledge/contacts | build them | already there |
| # of accounts to manage | many | fewer |
| focus | profit | revenue |
| people focus | hiring | training |
customer interaction |
embedded |
arm's length
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gata can work with you 3 ways:
- pay for performance-based on agreed upon objectives
- project fee-for specified amount of work to be completed in a certain amount of time
- retainer-regular monthly fee to assure availability when needed
Engagements may be either of limited or unlimited length of time, but can last anywhere from at least 1 day up to a few months.
all services can be provided either abroad or domestically
-
information request form
- acquire the "going global international interviews" e-books
- signup for the "going global" international business newsletter
- check out the gata international business blog
- listen to "going global international interviews" on itunes
- Please e-mail questions &/or comments to intlalliances(at)intlalliances.com
This site was last updated 6 March, 2009