Today?s companies tend to be leaner and more agile than those in years past. They often have to be in order to grow at a rate fast enough to secure the next round of funding or attract the right acquiring firm. How we do business has fundamentally changed to where many company functions like legal, accounting, HR and marketing can be outsourced to a large degree. But what happens when a company decides to enter international markets? Are these BPOs ready to join you on your international business expansion?
Here are some questions to ask your company?s law firm, accounting firm, marketing agency, bank, payroll service and any other business process outsourcing (BPO) providers:
- Do you have any offices or partners in the markets we are planning to enter?
If your home market is small like Singapore or Luxembourg, then likely any outside resources are well connected to the rest of the world. They have to be. For larger markets like the U.S. or Brazil, your local bank may not have the international connections or in-house expertise international currency and finance that you?ll need.
- Are you able to serve staff based overseas with sound advice and similar services in international markets?
Payroll is a great example of where this applies. Most payroll outsourcing companies choose to serve only their home market. But there are a handful of international payroll companies that handle the complexities of payroll around the world to help keep your company in compliance.
- Do the contacts that you work with have international experience?
Sometimes a law firm or accounting firm has the ability to extend to other parts of the world through sister offices or partner firms. But often when a company shifts from one market to global markets, the staff who serve the company may need to change to the more internationally experienced resources.
For all of your company?s business functions directly affected by the international expansion, you can decide between two approaches: Centralized and Decentralized Outsourcing.
Centralized Outsourcing is when your BPO resource has an extensive network of staff or trusted partners in all of your markets. The largest accounting firms fall into this category. And it helps to have one cohesive approach to accounting that leverages the specialized knowledge that these firms typically have in areas like international taxation.
Decentralized Outsourcing makes sense when in-country resources have the best perspective. This is often the case with marketing agencies. If I?m going to concentrate on the German market because I know that German businesses desperately want and need my product, then I should hire a marketing agency based in Germany to spearhead my marketing program there.
Some additional advice:
- Be sure to ask specific questions of your service providers to learn their fuller international capabilities.
- Don?t contort around a business relationship to avoid hurting someone?s feelings. Yes, the company founder?s best friend may have done the accounting for the last five years, but unless his firm can handle all of your transactions, currencies and tax reporting, it?s time to move to a fuller service firm.
- Generally, companies keep all processes tied to their value chain in-house rather than outsourcing them. With keeping that in mind, some companies also choose to redefine their value chain altogether to fit what they actually do best. That?s at least food for thought!
I hope you found this article helpful. If you would like to receive additional tools and tips starting with a Market Entry Checklist, please click here.