DataGuidance already has some excellent clients in the US including IBM, CitiGroup, Boeing, Oracle, Western Union, Amgen to name but a few. We attend trade shows and organise seminars in the US several times a year. We believe the market has great potential for us and are looking at our options: particularly at developing a sales operation there. We already have strategic PR support in the US. We would like to know what support is available from UKTI and input from others who might have experience of developing in the US.
Developing Business in the US
UKTI provides a range of offerings to UK companies to assist with market entry and expansion, including our tailored consultancy service (OMIS - Overseas Market Introduction Service). OMIS can include market information (research/competitors), contacts (agents/distributors/partners), relevant events (product launch/workshops), etc. Your initial point of contact would be an International Trade Adviser (ITA) who can provide you with further information about UKTI’s services. To find your ITA, click here and enter your postcode: http://www.ukti.gov.uk/export.html.
If you open a sales operation in the United States, UKTI can help you develop business by holding a launch event at our Embassy or one of our Consulates, or through providing market research in order to identify additional business contacts as well as multipliers like attorneys and accountants.
Select USA, http://selectusa.commerce.gov/, is the programme under the US Department of Commerce that is helpful in explaining the benefits of establishing a business in the USA; it can also provide additional EDA contacts to assist you. Please email email@example.com to be put in touch with an adviser who can help you.
Information that Select USA provides can include:
- A searchable guide of federal programs and services available to businesses operating in the United States—including grants, loans, loan guarantees, and tax incentives
- Industry snapshots that describe the competitive landscape
- A catalogue on “Why to Select the USA?” that explains the advantages of operating a business in the United States.
We are also happy to have a conversation to discuss in more detail if you would like. Please feel free to email us at ResearchUSA@fco.gov.uk
Sue & Brittany
One thought for you since you asked for '..input from others who might have experience of developing in the US.'
In my experience of developing B2B brands in the tech sector in the USA, the key to success is a) demonstrating your credentials and traction in the USA (eg. customers) through good PR and marketing, and b) being in market regularly and meeting or networking with potential clients and partners.
It sounds like you are doing both, which is a good start.
The UKTI support in terms of being able to hold a launch event (as suggested in Sue & Brittany's answer), can be very helpful, judging by feedback I have heard from companies that have used this facility in the USA.
Is it too obvious to say that the US is a big place and so you need to be focused.
Where are the additional potential clients in your sector? Where are your main opportunities? You obviously have some good business with IBM, CitiGroup, Boeing, Oracle, Western Union, and Amgendo. Do they have plans you can piggyback on? Have you the kind of relationship where they would at least discuss your future plans and provide you with some input? (Would it be advantageous for them).
Do you have any relationships elsewhere that can lead you to low-hanging fruit?
Do you have the plan in place and can you fund the expansion?
Sorry if this sounds like 20 questions but always happy to talk further.
I hope you were able to speak to my colleagues in New York. Would you like to have a meeting here in London with me to discuss your plans? I am the technology sector International Trade Adviser based at London Bridge for UKTI. If you are exhibiting in the US then we have grants available for you, we can also help you with advice and some funding towards market research, translation costs, website development, IPR costs etc. Please do contact me, I am happy to come to you for the meeting.
I recommend you take a look at www.expportaction.com. We assist UK SMEs add sales, profits and value to their company by helping establish, develop and manage business in the USA.
If you want to set up a conference call, please let me know, or email me specific questions and we will be happy to help without charge or obligation.
Best of luck
Lindsey, we would be happy to discuss with you. See www.prestonwillis.com. We have assisted several off shore tech companies in establishing US operations.