Ventures Dialogue

Eastern Approaches…Maximising success with Emerging Market acquirers, is the title of a new report from PricewaterhouseCoopers (PWC).  It focuses on making the most of international trade transactions with emerging markets companies.  Emerging markets like China and India hold great potential and there are viable opportunities for the development of successful relationships.  But as the report points out, it is important to understand what drives the emerging market businesses, as they are likely to be different than domestic habits and vary from country to country.  The report first poses two interesting questions: Do “vendors understand emerging market purchasers and their respective cultures well enough to successfully negotiate the best deal for their business? What can you do to maximise the success of these cross border transactions?”

While this report is geared to Western European firms, it gives a summary of strategic rationales and how emerging market purchasers think.  It’s a quick read so, have a look, you might find something useful.  As it reads,

“By tailoring your sales documents to take into consideration the agenda of the EM [emerging market]purchaser, involving them in the process at the right time, communicating with them appropriately, and addressing cultural differences and potential expectation gaps, you will make your business more accessible to them, increasing the chances of taking the opportunity to the next phase of the deal and ultimately to a profitable close.”

  The report has an accompanying podcast that you might enjoy as well. 

Photo by Chaval Brasil