Expert recommends to entrepreneurs who do not fear to the “jump” to the U.S

Esther Diz is an expert in internationalization and business development course and author of “How to implement a successful business in the USA”.

SATURDAY 18/05/2013

In an interview this expert explains that “not that complicated” to give entrepreneurs the “jump” and take their business to the U.S. because although the rules and there “are many and can be overwhelming at first, once fulfilled not usually change “.

Diz believes that U.S. provides “a safe environment and a number of investment opportunities and exciting expansion” as well, once you know the law and state and federal regulations applicable in each case, “you can choose good and increase the chances of success. ”

Financial capacity

The process of “training” of the company, he says, is “slower to sell, bid, ask for a credit line”, and that “you must prove your financial capability and establish what they call credit history”.

On the other hand on the transfer of experts from Spain, there is the problem of visas which are becoming more limited and difficult to obtain.

As for general advice, considers that the ICEX is “an excellent resource for market research, statistics and documentation”, while acknowledging that it has limitations because “is mainly focused on the EXPORT and a large number of applicants, so that the attention may not always be as personalized as the business requires. ”

This internationalization expert and professor at  think that not all Spanish companies who want to enter the U.S., “are prepared to do so,” issue that highlights that during the last decade the Spanish government has spent millions “businessmen walking without possibilities in that market attending trade missions mounted by all out and publicly funded. ”

In some of these acts, Diz remember that she was present as a young entrepreneur living in Pennsylvania and “without any help”.

At that time, he adds, “I have been able to detect the failure of this model and to see how a couple of meetings in the target market does not guarantee the implementation of a company however interesting activity for potential U.S. partner or buyer.”

Therefore, “without a comprehensive monitoring and strong investment in human capital and resources in the area or market it seeks to penetrate, hardly materialize its objectives”, so you need a permanent presence in that country.

In this regard, consider that the U.S. has a number of markets, “attractive”, through increased job creation and consumption, as well as due to “a change in the health regulations, financial and tax recovery wing pointing aya new investment opportunities in these sectors. ”

Adaptation to country

Among the determining factors for a project to succeed in the U.S. or in another country, according Diz is having “a strong process of adaptation” also known as “localization” or what is the same, assimilation to the market.

This involves developing a strategy, a long learning process and requires flexibility on the part of the parent to allow the U.S. company “born” with its own identity, with a new know-how, and adapted to other legislation, in a labor market with very different laws and trends, explains.

“Projects that fail are those who do not have a specific business plan for the United States and was established in ignorance of the financial needs and local laws.”

In his view, there are opportunities for U.S. investors in the real estate, health and civil works because “they are experiencing great changes and so will open business opportunities for companies and related service providers.”

Also “again be a strong activity in the office rental market and industrial buildings, apartments, etc.. and it will flourish opportunities for companies involved in these services. ”

In the health sector, the strong reform will “be replaced by some other business models and new opportunities appear,” while on infrastructure, says it is “well known that the transport networks of the U.S. need one modernization and that Spanish companies have much to offer. ”

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