Commercial Strategy

ITC participates in an article in the newspaper Expansión on Business Etiquette Handbook

expansion pymes xopik noticia articulo e1423471702230The ITC consultancy has collaborated on an article in the newspaper Expansión which analyzes the need to follow a particular Business Etiquette Handbook for companies that wish to sell abroad. Júlia Farré, partner of International Team Consulting, has been selected to participate in this article along with other key professionals in the sector, such as Alfredo Bonet, international director of the Chamber of Spain and Roberto Barros, international director Chamber of Commerce of Tarragona.

Knowing and respecting the different social and business customs of each country is essential to establish from the beginning a relationship of trust with potential partners, that will undoubtedly contribute to the success of the negotiation. Factors such as how to introduce ourselves, the topics of conversation that we develop, the attire we choose to attend a meeting or the physical or visual contact that we establish with our interlocutor, are decisive and can vary greatly depending on the geographical area or the Religion of our potential partners.

This article offers us useful tips while warning us of the most common mistakes we should avoid to do when doing business in the world.

We invite you to read it in its entirety in the following link:

How to Select a Commercial Agent or Distributor


ITC offers among its services the search for commercial agents or distributors

Cristina Danon, associate consultant of Sabadell’s (Catalonia) Board of Trade and the consultancy International Team Consulting’s founder, directed last 19th of January a seminary about « How to select and evaluate a great agent or distributor? »

The event was a great success. It took place at Sabadell’s Board of Trade and brought over forty heads of companies together. Were broached essential themes for the small and medium sized companies that are willing to extend their business activities to extern markets.

Cristina Danon’s speech was focused on the methods to search agents and distributors, and on the differences between both. Afterward, the strategy to adopt to minimize the risks of failure was expounded. Finally, the speaker opened up a session of questions to lighten the heads of companies’ doubts.

The comprehension and mastery of these methods enabled Cristina Danon to create the consultancy International team Consulting. Said consultancy currently handles more than two hundred internationalization projects for companies from various sectors. International Team Consulting relies on a team of polyglot skilled workers who have over 30 years of experience in managing export departments to Europe, USA, Rusia and Maghreb.

Competitive Sales Strategy through Re-Acciona

The Director of ITC’s Galician office is Raquel Maquieira and Industrial Engineer with extensive experience in marketing both services and goods. She was interviewed regarding the work done by ITC within the IGAPE framework of supporting SMEs in the development of sales. Raquel is the manager of this project:

“Competing means developing an effective sales protocol that enables companies to achieve their goals”. This is the leitmotiv that underpins all stages of the processes to strengthen sales efforts that make up the Re-Acciona programme. This service has been provided by the consultancy ITC since its initiation in 2012 and in which more than 120 Galician SMEs have taken part.

We are talking to Raquel Maquieira, a member of the ITC team, who will give us details of how the programme works.

What is competition for you? Do you believe that an SME or self-employed person should embark on a programme like this?

  • Competitiveness is the ability of a company to maintain or increase their market share by creating a competitive edge over their rivals.
  • In a situation such as we have nowadays in which markets are saturated by offers of ever more comoditized products, it is essential to design and develop strategies that offer the consumer a higher added-value. Internationalisation and innovation are two of the key levers that SMEs can employ to increase competitiveness.

How does the sales strengthening programme benefit SMEs? Which of your services are the best rated?

  • Ours is a very practical approach which aims to enable SMEs to position their products on home and overseas markets. As advantages derived from the service, I would like to mention, amongst others: the definition of a value-added offer; the constant search for new niches in which the company has a competitive edge; systematising company sales processes; repositioning products in the market and a constant monitoring of their competitors.
  • Our clients tell us that what they most value are the strategic insights they glean from the months that the projects last.

This service is based on redesigning company sales structures and process, could you give us a short description of your methods?

Our aim at ITC is provide SMEs with the tools they need to improve sales practices through learning processes and developing sales agendas. Hence we offer a methodology that favours non-prescriptive training designed so that the SME in question can make self-sufficient progress once the project concludes..

What are the main stages of the process? Is there any one of them that is especially difficult to develop?

  • The first step is to sit down with the company to identify those areas within the sales department that need improving or are not functioning optimally. Once we have drawn up the list, we can map out a plan of action and a timeline. From here on the wheels are put into motion and a report is drawn up on completion of the programme.
  • Rather than difficulties I prefer to speak of the need to focus the service on the need at hand. The programme lasts only 4 months, hence the need to target the solutions to obtain positive results in each and every stage from the outset.

To finish off, although you have managed many projects, is there any one that you would especially like to single out?

Of the more than 120 Galician companies we have advised since 2012 success stories abound, a few examples would be: for a Galician wine producer we designed an international marketing campaign including redesigning the label for the American market. One company from the sanitary industry increased sales by 50%, or the outstanding success a producer of timber for the construction industry had in opening new market niches

Interview published here:

Re-acciona Programme Award

Once again, ITC Galicia has been awarded the contract to provide business and sales relaunching services within the framework of the RE-ACCIONA programme which was set in motion in 2012 by the Galician Institute for Economic Advancement (IGAPE in its Spanish acronym). ITC has been managing the programme since its outset.

As a consultancy that specialises in strategical sales planning as well as providing operational support for sales departments, our objective is to provide guidelines to Galician SMEs with the aim of optimising their use of resources and to ensure they maximise ROI when launching sales campaigns, both at home and abroad.

We assist with their efforts to increase sales and to locate and expand their customer bases. We provide aid in singling out targets markets and in their search for distributors, agents and direct customers, again both on the domestic scene and markets abroad. To date, more than 150 Galician SMEs have entrusted their expansion to ITC.
Our purpose is to provide our services to help many more!