STRATEGY DEVELOPMENT,
Determining your strategy is a key starting point. Too many companies seize the first opportunity that comes their way without deciding if that opportunity is one that fits the strengths of the company or is acceptable from a risk perspective. |
PARTNER ASSESSMENT
Do you have some partners in place already? Are they the correct partners and are they putting in the right amount of effort and resources to sell your products and services?
A non-performing partner can virtually close you out of an entire market. |
PARTNER SELECTION
If you choose to use local partners then selection is a crucial part of your successful approach in Africa. Understanding the strengths and weaknesses of a potential partner is vital in successful selection. But it is also critical in knowing what resources you will need to deploy to assist them to be successful with your products and services. |
TARGET MARKET SELECTION
Africa is not a uniform business market. Indeed countries physically next to each other can have totally different laws, language and costs of doing business. Market selection becomes a critical element in deciding where to focus your efforts and resources in relation to your products and services.
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CONTRACT TERMS
Whether you are contracting directly with the customer in Africa or contracting with a partner, the terms of that contract are very important to both parties. Too many business deals go wrong because not enough attention is paid to the contractual details of the transaction “in the excitement of the sale” Sales contracts, service contracts, partner contracts or warranty agreements must be unambiguously worded and clearly understood by all parties.
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BUSINESS STRUCTURE
Should you address your chosen markets directly? Should you use partners, agents, resellers? Should you allow agents to sell but deliver services directly? These are critical questions which must be answered before embarking on new business ventures in Africa.
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AFRICA BUSINESS SERVICES
Africa Business Services can help with all of the issues listed above.
We are experts at helping companies define their business strategy in Africa and then ensuring that all the “pieces of the puzzle” are put in place to ensure a successful and profitable relationship with customers and partners. |
