1. Leveraging International
Partnerships for Competitive
Advantage
Step #1 towards world domination!

2. Becky DeStigter
@intlentreprenr

3. Becky DeStigter, FIBP|CITP, MBA, MS
• Serial entrepreneur
• Help companies research & expand into new international markets
• B2B tech & professional services markets
• Lived in 14 places, including 2 overseas
• Speak 5 languages – English, Dutch, German, Spanish & Mandarin

4. Isn’t international for the BIG firms?
Not Any More. Major changes in the world business
environment have worked to open up markets for
Entrepreneurs:
• Communication Costs - Internet, email, telecomm, mobile
• Transportation Costs - ocean & air freight, flights
• Trade Barriers
–ex. tariffs, import taxes, domestic input requirements
• Buyer Information Access Across Markets
- buyers can look up pricing online to make better decisions

5. Identifying International Partnerships

6. First, Know Your SWOT
• What are your company’s:
• What kinds of assets or specific outside capabilities would help
your company grow?
Strengths Weaknesses
Opportunities Threats

7. Areas in you business to look for partners
Marketing
• Current market base
• Compatible product offering
• Market research
Operations
• Production capacity
• Manufacturing
• Design expertise
Finance
• Access to government grants
• Access to superior financing
• Shared costs
Legal/Structural
• Country input requirements
• Government relationships
• JV requirements

8. How to Find Potential Partners
• Networking through your industry contacts
• Industry trade shows
• Your industry’s associations
• International trade groups (ex. AmCham)
• Local government trade/export offices
• Embassies, consulates & chambers of commerce overseas
Becky DeStigter ©2016 All Rights Reserved

9. Vetting Potential Partners
• 3rd Party Validation of Facts
• Government agencies
• U.S. Chambers of Commerce
• Private firms
• Intuition Check
• Spend Time Together
in Both Countries
• Get Financials, but understand they might not carry the same importance
in another country

10. How to Adjust to Cultural Differences
• Research before you meet or call
• Cultural information
• Information about your counterparts
• Listen & ask questions
• Find common ground upon which to build rapport
• Look for reasons for why something doesn’t fit your
expectations

11. Negotiations:
Courtship, Marriage and Breakup

12. Negotiating a Successful Deal
• Prepare, Prepare, Prepare!
• Know your limits
• Know your options
• Bring the right people to the table
• Go for the win-win
• Communicate results of meetings

13. Closing the Deal: Contract vs. Relationship
Contracts
• Responsibilities & expectations
spelled out
• Enforceable?
• Static or fluid?
Relationship
• Strength lies in the mutual
benefit between partners
• Partners have to trust each
other
• Flexible?
• Long-term?
Becky DeStigter ©2016 All Rights Reserved

14. Navigating Trouble
• Is the partnership critical to both sides?
• Resolve open issues together
• Win-Win position is best
• Know the cultural conflict style
• Save face, if possible

15. Exit Strategies
• Positive End
• Project Completed
• Cooperatively bring partnership
to an end
• Negative End
• Minimize your losses
• Exit quickly

16. Becky@The-International-Entrepreneur.com