Through the Looking Glass
By Jeff HendersonDomestic impulses usually inform, that is misinform, United States principals who are thinking about opening up international markets for their products. By inadvertently incorporating domestic biases and assumptions into the long game of international market buildout and expansion, their general tendency will be to look through a distorting mental prism of what is actually involved in being able to identify, attract, retain and smartly engage with foreign procurement people.
Entrenched in a domestic, commercial logic, these principals are mostly unaware of the warping effect it has on processing international information and thus how out of sync they can be with … Read the rest