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International partnerships are easier to imagine than to implement. All too often, they achieve nothing, apart from draining money and management time. So what are the keys to ensuring success?
The structure that emerged from a recent international conference on the subject of dealing with international partnerships could be summed up as;
Copernicus is a commercial results driven consultancy. We exist to guide you and your business to International Success.
Clarity about goals, capabilities and roles are vital if a company is to achieve the cultural fit that is essential to winning the trust of partners. And it is only by winning this trust can you get the commitment of senior managers on both sides and the resources to create results.
Alliances won’t work unless the communication process has been thought through carefully and once an alliance has got off the ground, communication remains essential. Big alliance partners will expect and need information immediately. Many suppliers simply fail to deliver this. Also, in international partnerships expectations run high and unfulfilled expectations often lead to distrust, suspicion and over kill in negotiations.
However, the results of real cooperation can also be startling. Copernicus assists you in establishing new alliances with international partners, and also provides a single point of contact to account-manage existing business relationships to iron out differences and help establish trust amongst parties. No matter how much an alliance promises, unless trust is established between parties, internal difficulties are almost certain to stop it in its tracks.
Copernicus has successfully managed accounts in a variety of markets over many years. We have enabled our clients to focus on the accounts capable of delivering the greatest returns and to build strategic relationships that realise the potential of these accounts. Copernicus offers you the opportunity to have a local presence, without the fixed costs associated with a subsidiary, satellite office or a full time employee until such time as the volume of sales are sufficient to warrant such an investment.
For more information on the Copernicus Key Account Management Services contact us today at info@copernicus-consulting.com