Know your enemy, know yourself, and you cannot loose
Sun Tzu explains in the Art of War that with complete understanding—of your enemy and yourself—you cannot lose. In business as in battle, victory hinges on understanding the capabilities of your competitors and unique characteristics of the new customer while developing awareness of your strengths and vulnerabilities.
To understanding your opportunity for success, you must identify and evaluate your competition in a new market, understand the business, regulatory, and cultural factors that impact the sale of your products or services in a region, and become familiar with the mind of the customer.
However, while many organizations stop here, understanding the new market is not enough to guarantee success. Your organization has strengths and weakness. Yet, these distinctions are specific to each market you enter. An advantage in one region may be a weakness in another. To grow, you must effectively reassess your region-specific value and make the internal changes necessary to be competitive. Internal change management is, by far, the most important and most difficult step in global expansion.
CAM Consulting works with our clients to define and prioritize the specific needs of an organization. We develop a scope of work, define a timeline and execute a tactical plan to deliver profitable results.
CAM Consulting engagements include:
• Distributor/dealer education and coaching
• Sales strategies for North America
• Marketing strategies for North America
• Branding strategies for North America
• Sales training “Inside the Mind of the Customer”
• Market analysis and research
• Start-up consulting and business plan development
• Contract Negotiations
• International and cross-cultural coaching