This short presentation outlines 6 steps to developing business in a new market from market assessment through market entry to business optimisation

1. Your step by
step guide to
entering a
new market

2. Market
Assessment
Market size,
segmentation &
key drivers
Competitor
analysis
Product portfolios
and price points
Customer profiling
Business
Set-Up
Phase
Step 1
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

3. Business Model
Selection
Own subsidiary,
JV, distributor or
agent
Contracting
arrangements
Channel choices
Training/support
Sales targets
KPIs
Business
Set-Up
Phase
Step 2
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

4. Product and
Marketing
Localisaton
Legal framework
Language &
culture
Product, people &
processes
Branding
Value proposition
Promotional plan
Business
Set-Up
Phase
Step 3
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

5. New Business
Start-Up
Pilot/Soft launch
Review & revise
Full market launch
Marcoms
Lead generation
Sales process
management
Channel partner
management
Busines
s Devt
Phase
Business
Devt
Phase
Step 4
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

6. Business Building
Review launch
phase
Collect voice of
the customer
Improve business
measurement
Channel
development
New product
development
Busines
s Devt
Phase
Business
Devt
Phase
Step 5
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

7. Business
Optimisation
Staff development
Sales productivity
management
PRM
Customer reviews
& testimonials
CRM
Product & service
enhancements
Busines
s Devt
Phase
Business
Devt
Phase Step 6
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

8. Step 6
Step 1
Step 2
Step 3
Step 4
Step 5
Market
Assessment
Market size,
segments & drivers
Competitor analysis
Product portfolios
and pricing
Customer profiles
Business Model
Selection
Own subsidiary, JV
distributor or agent
Contracting
Channel choices
Training/support
Sales targets
KPIs
Localisation
Activities
Legal framework
Product, people &
processes
Language & culture
Branding
Value proposition
Promotional plan
New Business
Start-up
Pilot/Soft launch
Review & revise
Full market launch
Marcoms
Lead generation
Sales process
management
Business partner
management
Business Building
Review launch
phase & voice of
customer
Improve business
processes
Monitor & measure
New product devt
Channel
improvement
Business
Optimisation
Staff development
Sales productivity
management
PRM
Customer reviews &
testimonials
CRM
Product & service
enhancements
Business Set Up Phase Business Development Phase
In Summary
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

9. Thank you for
viewing this
slide deck
To download a guide to international
distributor contracts please visit
www.chrisdunnconsulting.co.uk/resources
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved