1. Expanding into the Global Market Small Business Opportunities
ABM Government Services
Expanding into the Global Market Small Business Opportunities
Richard “Rick” Phillips Chief Operating Officer
February 7, 2017

2. Italy, Qatar, Iraq, Kuwait

3. Expanding into the Global Market
Taking your business global requires some investment.
This investment primarily includes:
Building relationships
Cultivating opportunities
Making the effort to travel
In addition to expanding your market, the advantages can be significant:
Develop contacts
Exchange ideas
Create new opportunities for both you and your partners

4. Expanding into the Global Market
Many small businesses think going global is a pipe dream… it's just as attainable for small businesses as it is for large businesses.
Getting started in foreign markets can be done in four basic steps.
Connect with large, established companies that can provide local references
Create Joint Ventures
Develop local leadership
Go there

5. 1. Connect with large, established companies that can provide local references
Use business resources LIKE:
The International Trade Association (ITA).
The SBA Office of International Trade.
Tradeology, the blog of the ITA.
International Trade Data Bank (this is one; there are others).
U.S. House Committee on Small Business’ Small Business Export Guide.
The U.S. Commercial Service (an arm of the ITA; focuses on helping SMBs find international partners) to find companies in other countries that are working in related fields.
Reach out to companies with offices in the U.S. and ask them for contacts in their overseas offices.
A lot of foreign businesses maintain offices in America.
Getting in touch with them here allows you to get familiar with each other while you explore the possibility of working together internationally.

6. 2. Create joint ventures
Once you’ve uncovered established international companies in your field, work together to build new ones.
Joint ventures grow out of relationships, so take advantage of your contacts.
Listen to their ideas and desires. Talk with them. Propose areas of mutual growth and benefit.
Teaming with established companies means you don’t have to invest in your own infrastructure. The buildings, offices and employees are already in place; they already have boots on the ground.

7. 3. Develop local leadership
All international markets work a little differently.
Each country has its own rules and regulations, cultural expectations and language.
These factors are challenging to navigate and can be difficult to overcome.
You need strong local leaders who understand the language, the culture and the ways business works there.
Find people you can trust to communicate your vision effectively and clearly to your growing foreign office.

8. 4. Go there
Developing your business internationally can't be done entirely from the U.S.
Once you have businesses to connect with, grow those contacts, start developing a work plan, get on a plane and go meet your future partners.
It’s hard to create meaningful relationships solely through and telecommuting.
You have to get to know your partners.
You have to see your business in action.
You have to show them that you're invested in the opportunity.

9. ABM Government Services Global Expansion…
Relationships, most work Outside the Continental United States (OCONUS) is won prior to a proposal being submitted. ABMGS continuously networks to generate partnering interests. We then develop the best relationships for specific opportunities long before the proposal is released and get the client to know us.
Subcontractors, we have experience with pre-qualified, vetted subcontractors
OCONUS Evaluation Boards, we understand what they are looking for in a company and too in a proposal
Staff recruitment, we know where to find staff that are willing to relocate, country specific
Logistics, we understand how material is procured and delivered OCONUS
Labor Laws, we have experience with OCONUS labor laws
The culture, we have trained staff (country specific) who advise us what to expect from a culture perspective
Commitment, we travel when needed to ensure relationship/project success
Sponsorship, depending on the county, may be required prior to working OCONUS
Cash flow, this can be over 120 days when working OCONUS

10. Expanding into the Global Market
Moving into foreign markets does have its own challenges. You have to be prepared to relinquish a little bit of control. Their world is not your world, and you have to trust the contacts you make and the partnerships you form to represent you. If you can find those companies who are invested in mutual growth, and connect with the people who you trust with your business, you'll uncover a whole world of possibilities.

11. Expanding into the Global Market
ABMGS provides strategic services Outside the Continental United States that align with our vertical markets
Richard “Rick” Phillips
Chief Operating Officer