Supporting the development of an internationalization plan through benchmarking (case: medaffcon)
Tuompo, Tuuli (2014)
HAAGA-HELIA ammattikorkeakoulu
2014
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Julkaisun pysyvä osoite on
http://urn.fi/URN:NBN:fi:amk-2014121519705
http://urn.fi/URN:NBN:fi:amk-2014121519705
Tiivistelmä
In many cases, the small domestic market size in Finland forces organizations to start international operations in order to maintain growth. This thesis concentrates on find-ing success factors for the internationalization of Finnish based, service providing SMEs, operating in B2B markets.
The data was collected from 3 participating organizations using benchmarking tech-niques. During the corporate visit data was collected using non-structured interviews, allowing the industry respected professionals guide the conversation.
The data was analyzed using thematic qualitative analysis. The data shows that all three management teams perceived similar areas of business to pose most challenges for the international B2B service providing SME organization. The focus of the interviews was heavily concentrated on the following topics: Co-operation and networks, Factors af-fecting market choice, Assignment of responsibilities, Market entry modes, Sales of expert services, and Marketing, building relationships and awareness.
The research suggests a list of success factors and important considerations. According to the study, a successful international expert organization is able to manage and lever-age; Effective recruiting, Management commitment to business development, Balance between operative and developmental work, Relationship building and management, Agents and databases in lead generation, Networking, Internal communication, and Content expertise in sales.
The data was collected from 3 participating organizations using benchmarking tech-niques. During the corporate visit data was collected using non-structured interviews, allowing the industry respected professionals guide the conversation.
The data was analyzed using thematic qualitative analysis. The data shows that all three management teams perceived similar areas of business to pose most challenges for the international B2B service providing SME organization. The focus of the interviews was heavily concentrated on the following topics: Co-operation and networks, Factors af-fecting market choice, Assignment of responsibilities, Market entry modes, Sales of expert services, and Marketing, building relationships and awareness.
The research suggests a list of success factors and important considerations. According to the study, a successful international expert organization is able to manage and lever-age; Effective recruiting, Management commitment to business development, Balance between operative and developmental work, Relationship building and management, Agents and databases in lead generation, Networking, Internal communication, and Content expertise in sales.