TEAM
Connects objectives, partners, people, markets and continuity.
ExportPartner method
TEAM structures development. The Decision Framework structures choices.
TEAM – Traguardi Esteri A Misura is the overall model. The Decision Framework turns it into five practical decisions.
01
A simple hierarchy
Decision Framework
Orders alternatives, priorities and responsibilities.
Assessment
Applies the framework to the company’s real situation.
02
Five decisions
Profile
What can the company credibly sustain and enhance?
Priorities
Where should time and resources be concentrated?
Selection
Which counterparts are genuinely compatible?
Agreements
How should roles, targets and responsibilities be made explicit?
Continuity
How will progress be measured, corrected and transferred internally?
03
Not the way we work
Unqualified lists
Names create value only after the ideal counterpart has been defined.
Markets chosen by size
Theoretical potential does not replace accessibility and fit.
Roles chosen by title
Agents, distributors and Export Managers perform different functions.
Strategy without execution
A decision matters when it produces ownership and learning.
Dependence on the consultant
The work must leave criteria, relationships and autonomy inside the company.
“Let’s try and see”
Experimentation is useful only when the hypothesis, validation criteria, timing and stop/go conditions are clear before starting.
Initial discussion