Growth in export-oriented mechanical engineering emerges in phases. Building up a solid customer base can generate steady growth from a proven structure over many years; often unnoticed, a high dependence on very few customers and an entrenched regional footprint develop. The next necessary growth spurt can only be achieved by entering new markets.
On this path, proceeding according to a structured roadmap is essential.
Strategic positioning
Stringently divide technology, competition and market potential into segments, define target markets, and determine step-by-step plan for penetration
Organizational development
Design scalable processes, identify required matrix functions, derive strategy-compliant target organization, and start implementing
Complexity Management
Introduce synchronous standards in design and quoting processes, monitor product results, automate sales processes, and integrate ERP systems globally
Leadership
Qualify managers, install matrix functions, establish vertical target agreements, and communicate successes regularly
Many medium-sized companies work in traditional markets with locally established resources, while lucrative growth markets such as China, India, etc. are only served via indirect sales channels. Switching to powerful local structures requires an upgrade of processes and organization at HQ. In general, this cannot be accomplished with on-board resources.
MÜLLER EXECUTIVE CONSULTING shows why even for SME’s the step from regional niche specialist to global player is without alternative and offers a proven 4-step management roadmap for the step-by-step globalization of the business.
A proven way...
...to objectify entry barriers and to open up strategically important growth markets with controlled risk.
According to Olaf J. Müller, with the step-by-step development of a global service network following this path, the manageable capital investment can be reimbursed operationally in less than 2 years and subsequently the newly created short routes to the customer will boost the new machine business in the growth markets.