Every internationalisation process should be viewed not as a project with start and end dates, but as a continuous development. Our internationalisation and innovation process – ongresso process® is based on many years of experience in the establishment of new markets in diverse new business areas as well as the operative implementation of market preparation measures for new markets. Our most important insight: It is extremely difficult to establish a long-lasting successful business without a clear understanding of the local situation and without an established network on site, notwithstanding the perceived market potential. The ongresso process® recognises:

  •     how firms can enter a new market successfully. Then the structured starting point will be “Market Preparation” and/or “Market Testing”.
  •     how firms already established can achieve a sustainable increase in business or solve practical problems. In this case the process starts with a “Business Review”.

The ongresso process® is very flexible. Depending on the current status in the market any project step can be executed or supported. It is also possible to execute single process steps only (e.g. “Business Review” or “Market Testing”).

Nelcons - New ClientStep 6: Business Review Step 5: Operations Step 4: Business Model Implementation Step 3: Business Model Generation Step 2: Market Testing Step 1: Market Preparation

For effective implementation of the process steps, we have developed customized and easy to apply analysis and conversion tools. We work with checklists, project management tools, decision matrices, and in particular for the operative area with a CRM.

ongresso is not a consulting company, we deal in particular with active market development and the development and implementation of intelligent marketing strategies and business models on site.

Here you can create the content that will be used within the module.

Step 6: Business Review

  • Objective:

    Analyze the operational performance of the client’s business in the target market. Identify potential to improve.

    A business review requires an existing operation in a target market or target region. Two triggers may require a review:

    1. Management is expanding the business and require structural analysis of the organically grown business to identify growth potentials (Push).
    2. Problems in target markets influence the business negatively (Pull). Examples may include sinking market shares, extensive cost structures, claims, logistic difficulties, structural/personal faults, and changed market conditions, amongst others.

    Examples may include sinking market shares, extensive cost structures, claims, logistic difficulties, structural/staffing drawbacks, and changed market conditions, amongst others.

    In both instances ongresso will analyze the actual situation independently, considering internal and external factors. The findings will provide the basis for a revised business model or actionable solution statements for the attention of the client.

    Result:
    A “Business Review” provides valuable insights into the current state of your business and concrete solutions and ideas on how to improve your business in a sustained and effective manner.

    Previous Step: Operations

Step 5: Operations

  • Objective:

    Successful business operations in the target market.

    Our process step „Operations“ analyzes all functions and processes included in the operational area of the business. Thanks to our local structures and networks we can support you in a variety of business functions. Based on your needs we can even take over parts of your operations temporarily or on a more permanent basis (outsourcing).

    Examples

    – provide infrastructure (office space, warehousing, logistics, local network)
    – take over functional activities (e.g. admin, finance, marketing/sales)
    – project management (e.g. trade fair representation)
    – manage regional distributors (communication, support, training, controlling, troubleshooting, assistance at client meetings)
    -etc.

    As a Swiss company we fulfill our operational duties respecting our core values customer focus, innovation, reliability and integrity.

    Result:
    Operational targets being met or exceeded, sustainable growth and success in the target market.

    Next Step: Business Review

Step 4: Business Model Implementation

  • Objective:
    Establish local structures and functions based on the business model (previous step); or implement a pilot project, respectively.

    The implementation phase is different for products/services and innovations:

    a) Products or Services
    Structures and functions are being implemented according to the business plan.
    Sample activities: local company registration,  creation of local sales force, M&A support, creation of local distribution network, establishment of local production site, etc.

    b) Innovations*
    The pilot (prototype) of the business model is being implemented, tested, adjusted if necessary and readied for replication.

    ongresso’s involvement in the establishment of local structures depends on the requirements of the client as well as on our ressources available. It can be done

    -exclusively  by ongresso,
    -exclusively by the client or contracted out to a third party,
    -in cooperation between various partners (ongresso, client, third party).

    Resultat:
    A fully implemented business model structure enabling the start of operations (in case of innovation: replication).

    *We define ‘Innovations’ as concepts mostly connected to new technologies not yet present in the target market. They are therefore of a disruptive nature. In some cases business models for the technology in question already exist in other markets. To be successful in the target market, these business models need to be adapted to local conditions and strong bonds established with local players and stakeholders.

    Next Step: Operations

Step 3: Business Model Generation

  • Objective:
    Develop the adequate business model as essential part of a business plan, adapted to local market conditions.

    Based on the insight gained in the previous steps of “Market Testing” (for companies new to the market) or “Business Review” (for companies with existing business or structures in the target market) we develop a business model fully adapted to the target market, taking into account cultural realities and local market conditions.

    We differentiate our business models for:

    a) Products or Services
    Our business model focuses on the analysis and identification of the ideal distribution channels, considerations of culture-related product/service adaptations, pricing strategies, as well as ease of integration of the business model into a regional strategy.

    b) Innovationns*
    We develop a prototype of a business model for your innovation which will be implemented in a pilot project (next step). This business model includes the financing aspect of the pilot. Key for this business model is its scalability and replicability.  New concepts with disruptive aspects need adaption to cultural circumstances and the involvement and commitment of local agents is of extreme importance. The business model for these circumstances involves the establishment of a pilot project which can be adjusted to particular requirements before scaling to the markets.

    ongresso will develop the business model and integrate it into a business plan in preparation for a definite market entry.
    Our approach is characterized by a spirit of innovation, pragmatism and methodological competence.

    Result:
    A business plan (with the new business model as centre piece) with measurable objectives taking in consideration for local market conditions and the resources of the client.

    *We define ‘Innovations’ as concepts mostly connected to new technologies not yet present in the target market. They are therefore of a disruptive nature. In some cases business models for the technology in question already exist in other markets. To be successful in the target market, these business models need to be adapted to local conditions and strong bonds established with local players and stakeholders.

    Previous Step: Market Testing

Step 2: Market Testing

  • Objective:
    Acquire market know-how through active market cultivation.

    Two things are key when approaching a new market:

    Firstly: local market knowledge (distribution channels, price range, cultural aspects, stakeholders)
    Secondly: trustworthy local contacts with influence and experience in the market

    With our service “Market Testing” we‚¬„¢re breaking new ground*: We test your product/service/concept usually for a period of 6 – 9 months in the market and investigate directly with potential customers and other stakeholders, potential market entry strategies, required cultural adaptations, and reflect about marketing and pricing implications.

    This service requires a local presence, in-depth know-how of industry and local culture, and a strong local network. ongresso can supply these structures and experience in all of our focus markets.

    Result:
    You receive concrete market know-how and assessments instead of theoretical research.

    • Our service “Market Testing” already introduces your product/service/concept in the market! This helps create contacts, leads or even first sales.
    • “Market Testing” creates the basis for the next step which aims to create a business model tailored to local market conditions.

     

    * Our pragmatic approach is opposed to theoretical market studies of so-called consulting firms which often lack the practical element.

    Previous Step: Market Preparation

Step 1: Market Preparation

  • Objective:
    Establish internal preconditions for a successful market entry into the target market.

    Internal competency, structures, and resources need to be established as first preparations for entry into new markets. The internationalisation strategy for an overseas market needs to be framed within a medium or long-term planning horizon.

    ongresso will survey your internal preparedness with a simple tool and will assist you to complete these preparations. With our result-oriented approach we pay special attention to practical details such as a correct translation of company presentations and marketing material into the language of the target country.

    Result:
    You are fully prepared to start an in-depth assessment of the target market.

    Next Step: Market Testing

Step 1: Market Preparation

  • Objective:
    Establish internal preconditions for a successful market entry into the target market.

    Internal competency, structures, and resources need to be established as first preparations for entry into new markets. The internationalisation strategy for an overseas market needs to be framed within a medium or long-term planning horizon.

    ongresso will review your internal preparedness and will assist you to complete these pre-conditions. With our result-oriented approach we also pay attention to practical details such as a correct translation of company presentations and marketing material into the language of the target country.

    Result:
    You are fully prepared to start an in-depth assessment of the target market.

    Next Step: Market Testing

Step 2: Market Testing

  • Objective:
    Acquire market know-how through active market cultivation.

    Two things are key when approaching a new market:

    1. Local market knowledge (distribution channels, price range, cultural aspects, stakeholders)
    2. Trustworthy local contacts with influence and experience in the market

    With our service “Market Testing” we are breaking new ground*: We test your product/service/concept usually for a period of 6 – 9 months in the market and investigate directly with potential customers and other stakeholders, potential market entry strategies, required cultural adaptations, and reflect about marketing and pricing implications.

    This service requires a local presence, in-depth know-how of industry and local culture, and a strong local network. ongresso can supply these structures and experience in all of our focus markets.

    Result:
    You receive concrete market know-how and assessments instead of theoretical research.

    • Our service “Market Testing” already introduces your product/service/concept in the market! This helps create contacts, leads or even first sales.
    • “Market Testing” creates the basis for the next step which aims to create a business model tailored to local market conditions.

     

    * Our pragmatic approach is opposed to theoretical market studies of consulting firms which often lack the practical element.

    Previous Step: Market Preparation

Step 3: Business Model Generation

  • Objective:
    Develop the adequate business model as essential part of a business plan, adapted to local market conditions.

    Based on the insight gained in the previous steps of “Market Testing” (for companies new to the market) or “Business Review” (for companies with existing business or structures in the target market) we develop a business model fully adapted to the target market, taking into account cultural realities and local market conditions.

    We differentiate our business models for:

    a) Products or Services
    Our business model focuses on the analysis and identification of the ideal distribution channels, considerations of culture-related product/service adaptations, pricing strategies, as well as ease of integration of the business model into a regional strategy.

    b) Innovationns*
    We develop a prototype of a business model for your innovation which will be implemented in a pilot project (next step). This business model includes the financing aspect of the pilot. Key for this business model is its scalability and replicability.  New concepts with disruptive aspects need adaption to cultural circumstances and the involvement and commitment of local agents is of extreme importance. The business model for these circumstances involves the establishment of a pilot project which can be adjusted to particular requirements before scaling to the markets.

    ongresso will develop the business model and integrate it into a business plan in preparation for a definite market entry.
    Our approach is characterized by a spirit of innovation, pragmatism and methodological competence.

    Result:
    A business plan (with the new business model as centre piece) with measurable objectives taking in consideration for local market conditions and the resources of the client.

    *We define ‘Innovations’ as concepts mostly connected to new technologies not yet present in the target market. They are therefore of a disruptive nature. In some cases business models for the technology in question already exist in other markets. To be successful in the target market, these business models need to be adapted to local conditions and strong bonds established with local players and stakeholders.

    Previous Step: Market Testing

Step 4: Business Model Implementation

  • Objective:
    Establish local structures and functions based on the business model (previous step); or implement a pilot project, respectively.

    The implementation phase is different for products/services and innovations:

    a) Products or Services
    Structures and functions are being implemented according to the business plan.
    Sample activities: local company registration,  creation of local sales force, M&A support, creation of local distribution network, establishment of local production site, etc.

    b) Innovations*
    The pilot (prototype) of the business model is being implemented, tested, adjusted if necessary and readied for replication.

    ongresso’s involvement in the establishment of local structures depends on the requirements of the client as well as on our ressources available. It can be done

    -exclusively  by ongresso,
    -exclusively by the client or contracted out to a third party,
    -in cooperation between various partners (ongresso, client, third party).

    Resultat:
    A fully implemented business model structure enabling the start of operations (in case of innovation: replication).

    *We define ‘Innovations’ as concepts mostly connected to new technologies not yet present in the target market. They are therefore of a disruptive nature. In some cases business models for the technology in question already exist in other markets. To be successful in the target market, these business models need to be adapted to local conditions and strong bonds established with local players and stakeholders.

    Next Step: Operations

Step 5: Operations

  • Objective:
    Successful business operations in the target market.

    Our process step „Operations“ comprises all functions and processes included in the operational area of the business. Thanks to our local structures and networks nelcons can support you in a variety of business functions. Based on your needs we can even take over parts of your operations temporarily or on a more permanent basis (outsourcing).

    Examples:

    – provide infrastructure (office space, warehousing, logistics, local network)
    – take over functional activities (e.g. admin, finance, marketing/sales)
    – project management (e.g. trade fair representation)
    – manage regional distributors (communication, support, training, controlling, troubleshooting, assistance at client meetings)
    -etc.

    As a Swiss company we fulfill our operational duties respecting our core values customer focus, innovation, reliability and integrity.

    Result:
    Operational targets being met or exceeded, sustainable growth and success in the target market.

    Next Step: Business Review

Step 6: Business Review

  • Objective:

    Analyze the operational performance of the client’s business in the target market. Identify potential to improve.

    A business review requires an existing operation in a target market or target region. Two triggers may require a review:

    1. Management is expanding the business and require structural analysis of the organically grown business to identify growth potentials (Push).
    2. Problems in target markets influence the business negatively (Pull).

    Examples may include sinking market shares, extensive cost structures, claims, logistic difficulties, structural/staffing drawbacks, and changed market conditions, amongst others.

    In both instances nelcons will analyze the actual situation independently, considering internal and external factors. The findings will provide the basis for a revised business model or actionable solution statements for the attention of the client.

    Result:
    A “Business Review” provides valuable insights into the current state of your business and concrete solutions and ideas on how to improve your business in a sustained and effective manner.

    Previous Step: Operations