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Market Entry into the USA - Ralf Drews


Year 2016

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1. The Case for Culture in Expansion Strategy1.1 The Business Environment in Europe and the US1.2 What You Need to Know About Going to the US1.3 The US Cultural Gravity Model™2. Your Company's Value Proposition in the US2.1 Determining the Fit of Your Company's Value Proposition2.2 What Makes Your Company's Offering Unique?2.3 The Case of SCT's Growth in the US2.4 Business Leader's Experience3. Defining & Exploring the US Market3.1 The Impact of Lack of Market Focus3.2 Lessons Learned From the SCT's Case3.3 US Segmentation Approach3.4 Market Entry Risks3.4.1 Market Accessibility and Barriers3.4.2 Out-Doing Competitors – Domestic & Foreign3.5 The Underestimated Factors in Market Expansion4. Determining the Organization's Cultural Fit in the US4.1 Transforming Your Organization Culturally4.2 Determining Your Ability to be Agile4.3 Examining Leadership Style Differences4.4 Communication Across Cultures4.5 Sustaining Cultural Changes and Fit With the US Market4.6 Organizational Readiness and The Decision Diamond4.7 Organizational Readiness SurveyValue PropLow RiskLow InvestmentHigh Organizational Readiness5. Ready to Go to the US? – Key Strategic Steps5.1 Your Strategic Approach5.1.1 The Buying Influence Structure5.1.2 The “As Is” Buying Decision Model For You and Your Strongest Competitors5.1.3 Your “To Be” Buying Decision Model5.2 Selecting Your Ideal Customer in Your Target Market5.2.1 Are There Customers You Don't Want to Sell to?5.2.2 Understand Your Customer's Motivation (Emotional and Rational)5.2.3 Applying the “Ideal Customer” Approach5.3 Define a Powerful Offer For Your Focus Market6. Sustaining Your Business Investment in the US6.1 “The Perfect European Exchange Student”6.2 Organizational Structure, Leadership, & Hierarchies6.3 Internal Communication, Culture & Brand6.4 Attracting the Ideal Employee6.5 Employee Recruiting, Hiring & Retention6.6 Compliance & Anti-Discrimination Law in the US6.7 Supplier & Vendor Selection6.8 The Outlook for SCT Today – A Happy EndingAfterword
 
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