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CCIE – 27 novembre 2000

CCIE – 27 novembre 2000. Part 1 : (45 minutes) - Jean Rauscher Les dix clés du succès ! Part 2 : (1:45 hour) – Philippe Costes (modérateur) Bernard Malfroy – Jean Rauscher Table ronde : Vos opérations aux U.S. Le Marketing and Ventes Le Recrutement. CCIE – 27 novembre 2000.

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CCIE – 27 novembre 2000

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  1. CCIE – 27 novembre 2000 Part 1: (45 minutes) - Jean Rauscher Les dix clés du succès ! Part 2: (1:45 hour) – Philippe Costes (modérateur) Bernard Malfroy – Jean Rauscher Table ronde : Vos opérations aux U.S. Le Marketing and Ventes Le Recrutement

  2. CCIE – 27 novembre 2000 Expanding your business into the USA “Give back to others”

  3. Why is it so difficult?

  4. Why is it so difficult? • Cultural differences of doing business • Analysts and the stock market influence day-to-day decisions • Difficulties in finding good people • American personal goals are different • Size of the country

  5. Golden Rule # 1 Immediately start off selling an innovative product where customer’s ROI is obvious and can be evaluated in $$.

  6. Golden Rule # 2 Position your product offering against your competition to lead customers towards making their decision. No competition = No market

  7. Golden Rule # 3 To quickly dominate a niche market, start off selling one single product.

  8. Golden Rule # 4 Build a list of satisfied and well-known customer references. Don’t ask for $$; ask for a strong reference instead.

  9. Golden Rule # 5 Set up your operations close to prospective customers and a deep labor pool.

  10. Golden Rule # 6 Launch a RELIABLE version of your product. Check for adjustment to the foreign market before you begin selling.

  11. Golden Rule # 7 Recruit a US Manager able to : • Understand the US market • Suggest improvements to the European team • Manage a budget tightly • Build a motivated / faithful team • Stick to your company through difficulties

  12. Golden Rule # 8 Follow a project approach: • Don’t attempt to sell your product as an investment for the long term. • Sell it as an operational benefit for the current project only.

  13. Golden Rule # 9 Sign alliance agreements to reassure your future customers.

  14. Golden Rule # 10 Have enough $$ to start up your operation. Look for backup before launching a subsidiary.

  15. This presentation can be downloaded at www.IT-Startup.com

  16. Panel and audience discussions on: • Lancer vos opérations U.S.: • Quelles différences culturelles sont des facteurs de risque dans les affaires • Comment présenter votre offre de produits? • Quels sont les premiers obstacles que vous allez rencontrer? • Que devez-vous sous-traiter? • Le Marketing and les ventes aux U.S.A.: • Devez-vous vous concentrer sur le marketing ou sur les ventes en premier? • Faut-il vendre en direct ou à travers des distributeurs? • Quelles sont les actions marketing les plus efficaces aux U.S.? • Peut-on vendre au téléphone? • Le plus grand challenge: Recruter aux Etats-Unis • Comment recruter aux U.S.? • Faut-il engager un américain ou un Européen pour diriger la filiale? • Comment payer et garder le patron de votre filiale? • En cas de problèmes, quels sont les signaux d’alarme ?

  17. CCIE – 27 novembre 2000 Expanding your business into the USA

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