Today we live in a World of interconnected economies. International Trade is bigger than any national economy and represents the biggest opportunity for a company. This is a presentation of the business model of Salesman Pride Business Services, a company that could help you to rapidly start doing business in the Balkans and Central America.

1. International Business
Development
How to generate and control the new
business
Date: October 30, 2014
Author: Salesman Pride Business Servicess

2. Agenda
Agenda
EU Funds – Funding Sources
International Business Development
Case Study
Proven results

3. Funding
Sources

4. Preparation
 Identify and know the national
plans for development
 Focus on strategic lines
 Mapping with available funds
(EU, World Bank, own funds
etc)
 Identify the beneficiaries
 Prepare solution portfolio
according with the strategic
lines
 Build relationship

5. Execution
Seamless sales execution
Make sure you can deliver
Proove benefits
Make significant alliances

6. Know How
Ina Hanganu
 Initiated 3 Cross Border
Cooperation Projects, 2 of
which have been approved
with the Ministry of Interior
(2.4 million euro)
 Extensive work with EU
structural funds (generating
project and identifying
partners)
Experience with World Bank
funds
Experience in managing
implementation of projects
funded from EU
Experience in evaluating
projects submitted for
funding

7. International
Business
Development

8. The Army
Local presence
 Office
 Partners
 Traveling sales persons
Lobbyists

9. Preparation
Spot the future projects with
1-2 years before the tender
Focus on a limited number
of clients
 Build a supportive network
of partners
 Build relationship
Capitalize on your skills and
references

10. Execution
Seamless sales execution
 Ability to deliver
Share the pie with the locals
Keep your promises
Do a good job and ask for
more

11. Success factors
Seamless
execution
Suppor-ting
alliances
Competi-tive
commer-cial
offer
Local
presence

12. Know How
 Marian Hanganu
 Former International Sales
Manager of Teamnet
International
 Opened Teamnet Business
Solutions D.o.o. in Belgrade
(2010)
 Won Technical Assistance
project in the Ministry of
Interior (2010, 1.2 million euro)
 Initiated 3 Cross Border
Cooperation Projects, 2 of
which have been approved
with the Ministry of Interior
(2.4 million euro)
 Former International Sales
Manager of Siveco Romania
 Won Information System for the
Bulgarian National Institute for
Health Insurance (2006, 3.5
million euro)
 Former Chief of the Office of the
Economic Counsellor of the
Romanian Embassy in Costa Rica

13. Geography
Romania
Turkey
Costa Rica
Serbia
Bulgaria
Bosnia Herzegovina
Croatia
Macedonia
Montenegro

14. Case Study

15. Turkish Market Entry
Project team: 1 Salesman
Pride consultant and 2
Turkish Consultants
Deliverables:
 Company profiles
 Advisory Services
 Meetings:
 9 top companies
 2 reps of the Turkish Government
Duration: 20 days
Customer: International
Headhunting Agency
specialized in Aeronautics
Project: meet the Turkish
Undersecretariat for
Defense and 8 of the most
important defense
contractors in Ankara,
Turkey

16. Outcome
Meetings:
 9 top companies
 2 reps of the Turkish Government
The largest Turkish Aerospace contractor included the
company in his list of approved suppliers
 3 confirmed sales opportunities
 4 leads
 1 large project spotted-invited to join a consortium
The customer was able to assess the market
attractiveness

17. Proven
Results

18. How we work
Clear & Measurable Objectives
 Sales Pipeline based
Key Account Management
 Short and mid term consulting assignments