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Thursday, February 26, 2004
Toral: Scoring in the US market
By Janette Toral
Digital Filipino
BUZZ. When outsourcing became the buzz in 2000, a few foreign and Filipino companies based in the US approached Philippine service providers offering marketing services and help in getting clients for them.
One such firm is Global Reach & Associates (http://www.globalreachusa.com), an Atlanta-based company that specializes in helping overseas technology companies sell more effectively into the US market.
Irish chief executive officer Gary Cooper has been a frequent visitor to Manila over the last 11 years and particularly enjoys working with Filipino companies.
“Working with Filipino partners makes my work very enjoyable and rewarding. You’d be amazed at just how similar people from Ireland and the Philippines actually are—especially in having to adapt their businesses to work around similar political challenges. Having said that, there’s a great deal of potential in the Philippines, and I hope that I can help the Filipino ICT community realize their true export potential in whatever way I can.”
Gary is convinced that competitive success can be gained by implementing a very methodical, scientific sales process.
“Our goal is to enable partners to quickly adapt to the needs and expectations of US clients. There are fundamental differences between selling in the US and Asia—but these can actually be relatively simple to overcome. Once a company realizes how to position, market and sell with a ‘US personality,’ they can dramatically improve their competitive positioning.”
He advises Filipino ICT (information and communications technology) companies to think and act confidently against their more established Indian competitors.
“As the US offshoring market continues to mature, the Philippines will gain increased visibility as a major outsourcing destination because of a close US cultural compatibility and a strong, genuine commitment to customer service.”
INDIAN RIVALS. By collaborating, everyone can make a difference by helping drive the Filipino ICT sector forward and gain ground against their Indian competitors.
“By sharing our insights here in the US, I look forward to Global Reach playing its part in helping our Filipino colleagues and friends achieve the international success that they truly deserve.”
With the right and committed partner, Philippine ICT companies have every opportunity to compete for projects in the US. They will grow with you and not hesitate in giving improvement advice for organization skill strengthening.
Are you ready to compete in the US market?
b(e-mail: janette@digitalfilipino.com.)
(February 26, 2004 issue)
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