CLIENT SERVICES

• Overview • International Partners

International Partners

The Lakewood Group, as Bourget’s strategic alliance partners in the USA, facilitates the connection to Bourget’s wide range of services that take into account your international growth objectives. www.bourget-group.com.

The Bourget International Group^™ is a boutique specialty organization focused on building and sustaining clients' Business Development in Europe and the Middle East. The organization specializes in providing high level expertise in international channel management for medical technology "MedTech" companies and in assisting its clients in transforming their product and service distribution channels into a sustainable source of competitive advantage. All client relationships are viewed as collaborative partnerships.

Risks and Rewards: Europe and the Middle East

In Europe, employment legislation is heavily geared toward the employee and the cost associated with non-EU companies hiring employees is very high with additional taxes placed upon the employer. Even firing a non-performing employee can be fraught with difficulty and costs. Consequently, the risks and costs for an American company setting up within Europe are very high. Yet the rewards can be enormous.

International Business Development Collaborative Partnering (Outsourcing) has rapidly become a growing area within the overall Business Process Outsourcing market. Progressive international market share is a must-have, period.

Realizing Return - "Fast Track, Pain-Free"

Measuring the return on investment from International Business Development Collaborative partnering (Outsourcing) is not brain surgery. Companies save money by trimming headcount, avoiding expensive technology investments and excessive travel and telephony costs while putting their international partner resources to work on high-level strategic endeavors like developing and managing critical international growth markets.

What is International Business Development Outsourcing?

Sales outsourcing can refer to simply staffing sales positions from an outside company or outsourcing specific sales programs or campaigns. Traditionally, sales outsourcing has been used by MedTech companies that are expanding into new territories or internationally or who are developing a sales team around a new product or sales approach. With the growth of the Internet and VOIP telephony systems, total Sales Business Process Outsourcing is becoming an accepted and preferred practice.

When these companies are in the start-up phase, or ready to expand to the next level of corporate growth, they need to focus their resources and attention on their core product or service and not on developing international sales processes and hiring an internal international sales team. By outsourcing this business process, companies can move at the speed of the Internet and leverage the core competency of the sales outsourcing company that already has these systems and processes in place. As an added benefit, these companies are getting the benefit of senior international sales managers that they likely could not afford at their start-up stage. A real synergy begins to develop as you bring these talents together. This recipe for success is not limited to start-ups; any new, small or even established business could potentially benefit from international sales outsourcing.

Least Risky Option – Strategic and Operational Realignment

The market for medical technology is far more dynamic than it was twenty years ago. Globalization, mergers, takeovers, and new technologies are rapidly changing the marketplace. End-User power is continually growing, technologies and industries are converging, and the Internet is creating open and increasingly transparent markets. Competitive pressure on every individual company is increasing, often necessitating strategic and operational realignment.

The economy may be sluggish, and headcounts and budgets may be considerably smaller, but today’s CEO is still expected to drive the company’s market penetration both inside and outside the United States. Progressive international market share is a must-have, period. Encourages shareholders! Helps attract potential investors! Certainly helps the bottom line!

The cheapest and least risky option is appointing a dedicated International Business development collaborative partner to act on the company's behalf versus hiring an American employee or European agent. Under European common law the agent is well protected should the principle wish to enter the market at a later time. At the end of the agency contract the agent can simply set up in direct competition and sell a competitor product, capitalizing upon the "goodwill" and trading relationships that have been created.

For most mid-sized medical technology enterprises, the planning, implementation, and execution of International Sales and Channel Management are not among their core business objectives. For an enterprise to keep such skills in-house would be costly, and take headcount dollars away from focusing on the core business of the enterprise.

Consequently, the services of The Bourget International Group^™ become more attractive and in many cases, a must-have, period.

Top Ten Reasons for Outsourcing International "Go-to-Market"

Reduce and control international selling costs.
Improve company focus.
Gain access to world-class capabilities.
Free internal resources for other purposes.
Access resources not available internally.
Accelerate "Go-to-Market" timetables.
Optimize management of difficult situations.
Tax Deductible Invoices versus Payroll.
Share risks.
Trigger a Cash Infusion with Increased Sales.
And the bonus...
Fast Track, Pain-Free.

An Integrated Approach Pays Off

Bourget clients benefit when business processes, like international sales and service or customer relationship management, are made more efficient and productive by the use of collaborative partnering. Systems and processes that actually alter and improve the underlying methods clients use to serve their customers are the value-add of this new alliance; providing the opportunity for service improvement, increased global presence, faster “Go-to-Market”, and even new revenue streams.

The medical technology industry is undergoing unprecedented change and growth. Mergers, acquisitions, and regulation are all factors Bourget clients will have to face. A shared service center for Go-to-Market solutions can cut costs and improve sales more than would be possible solely with in-house resources. The cross-pollination of skills and talent produce more creative solutions.

Bourget’s multilingual business development veterans bring ideas with impact and an independent viewpoint to issues; finding fresh, workable solutions for clients in the medical devices, disposables, diagnostics, and medical technology and instrumentation industries.

Key Contact:

Thomas J. McSorley
Managing Director
tmcsorley@bourget-group.com
Tel: +32. 2. 5389177

	CLIENT SERVICES
	• Overview • International Partners
	International Partners The Lakewood Group, as Bourget’s strategic alliance partners in the USA, facilitates the connection to Bourget’s wide range of services that take into account your international growth objectives. www.bourget-group.com. The Bourget International Group^™ is a boutique specialty organization focused on building and sustaining clients' Business Development in Europe and the Middle East. The organization specializes in providing high level expertise in international channel management for medical technology "MedTech" companies and in assisting its clients in transforming their product and service distribution channels into a sustainable source of competitive advantage. All client relationships are viewed as collaborative partnerships. Risks and Rewards: Europe and the Middle East In Europe, employment legislation is heavily geared toward the employee and the cost associated with non-EU companies hiring employees is very high with additional taxes placed upon the employer. Even firing a non-performing employee can be fraught with difficulty and costs. Consequently, the risks and costs for an American company setting up within Europe are very high. Yet the rewards can be enormous. International Business Development Collaborative Partnering (Outsourcing) has rapidly become a growing area within the overall Business Process Outsourcing market. Progressive international market share is a must-have, period. Realizing Return - "Fast Track, Pain-Free" Measuring the return on investment from International Business Development Collaborative partnering (Outsourcing) is not brain surgery. Companies save money by trimming headcount, avoiding expensive technology investments and excessive travel and telephony costs while putting their international partner resources to work on high-level strategic endeavors like developing and managing critical international growth markets. What is International Business Development Outsourcing? Sales outsourcing can refer to simply staffing sales positions from an outside company or outsourcing specific sales programs or campaigns. Traditionally, sales outsourcing has been used by MedTech companies that are expanding into new territories or internationally or who are developing a sales team around a new product or sales approach. With the growth of the Internet and VOIP telephony systems, total Sales Business Process Outsourcing is becoming an accepted and preferred practice. When these companies are in the start-up phase, or ready to expand to the next level of corporate growth, they need to focus their resources and attention on their core product or service and not on developing international sales processes and hiring an internal international sales team. By outsourcing this business process, companies can move at the speed of the Internet and leverage the core competency of the sales outsourcing company that already has these systems and processes in place. As an added benefit, these companies are getting the benefit of senior international sales managers that they likely could not afford at their start-up stage. A real synergy begins to develop as you bring these talents together. This recipe for success is not limited to start-ups; any new, small or even established business could potentially benefit from international sales outsourcing. Least Risky Option – Strategic and Operational Realignment The market for medical technology is far more dynamic than it was twenty years ago. Globalization, mergers, takeovers, and new technologies are rapidly changing the marketplace. End-User power is continually growing, technologies and industries are converging, and the Internet is creating open and increasingly transparent markets. Competitive pressure on every individual company is increasing, often necessitating strategic and operational realignment. The economy may be sluggish, and headcounts and budgets may be considerably smaller, but today’s CEO is still expected to drive the company’s market penetration both inside and outside the United States. Progressive international market share is a must-have, period. Encourages shareholders! Helps attract potential investors! Certainly helps the bottom line! The cheapest and least risky option is appointing a dedicated International Business development collaborative partner to act on the company's behalf versus hiring an American employee or European agent. Under European common law the agent is well protected should the principle wish to enter the market at a later time. At the end of the agency contract the agent can simply set up in direct competition and sell a competitor product, capitalizing upon the "goodwill" and trading relationships that have been created. For most mid-sized medical technology enterprises, the planning, implementation, and execution of International Sales and Channel Management are not among their core business objectives. For an enterprise to keep such skills in-house would be costly, and take headcount dollars away from focusing on the core business of the enterprise. Consequently, the services of The Bourget International Group^™ become more attractive and in many cases, a must-have, period. Top Ten Reasons for Outsourcing International "Go-to-Market" Reduce and control international selling costs. Improve company focus. Gain access to world-class capabilities. Free internal resources for other purposes. Access resources not available internally. Accelerate "Go-to-Market" timetables. Optimize management of difficult situations. Tax Deductible Invoices versus Payroll. Share risks. Trigger a Cash Infusion with Increased Sales. And the bonus... Fast Track, Pain-Free. An Integrated Approach Pays Off Bourget clients benefit when business processes, like international sales and service or customer relationship management, are made more efficient and productive by the use of collaborative partnering. Systems and processes that actually alter and improve the underlying methods clients use to serve their customers are the value-add of this new alliance; providing the opportunity for service improvement, increased global presence, faster “Go-to-Market”, and even new revenue streams. The medical technology industry is undergoing unprecedented change and growth. Mergers, acquisitions, and regulation are all factors Bourget clients will have to face. A shared service center for Go-to-Market solutions can cut costs and improve sales more than would be possible solely with in-house resources. The cross-pollination of skills and talent produce more creative solutions. Bourget’s multilingual business development veterans bring ideas with impact and an independent viewpoint to issues; finding fresh, workable solutions for clients in the medical devices, disposables, diagnostics, and medical technology and instrumentation industries. Key Contact: Thomas J. McSorley Managing Director tmcsorley@bourget-group.com Tel: +32. 2. 5389177
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