International Channel Development for US and European Companies

With experience of operating on every continent but Antarctica, and global contacts in many technology-related fields, HTP principals can advise US & European companies on international business development with the same set of services as it offers for North American market entry.

Cross-cultural awareness is a critical success factor in international business development. Many US companies are unaware, for example, that what they see as principled and straightforward pricing is seen in many cultures as a rigid unwillingness to show flexibility for the sake of relationship-building. Or that a failure to meet delivery or quality commitments to an Asian client can result in a damaging loss of face that will require a personal visit to repair. Or that quoting a price “FOB our factory” is an incorrect use of the (now obsolete) INCOTERM.

Hillam Technology Partners can help companies that are new to exporting to navigate these international waters. The rewards of international business development can be huge – but the pitfalls are many, and the time taken to build sales volume is inevitably longer than expected.