Establishment of Sales Companies - Project Course

After a corporation has made the decision to establish their own sales organization in a particular market, e.g. as a result of a market development project, the project team and project organization need to be set up.

At the beginning auf the fine planning all relevant issues are listed and the personnel capacities are estimated. Subsequently, responsible from within the corporation are named or third party service providers are engaged. In consideration of interdependencies, target dates and milestones are defined.

Throughout the implementation phase a strict project management is of paramount importance, especially in view of the countless interdependencies and because of the involvement of third parties. Also, for several issues authorizations from local authorities are required and this may turn out to be a time consuming and challenging process. Specific attention has to be paid to the appointed distributor in order to ensure a smooth business continuation throughout the transition phase. Finally, the new company will start operation.

For a number of reasons it is recommended to continue paying close attention to the new company even after business operation has started. In most cases it is not possible to bring all business processes up to faultless levels until the start of operation. New IT-Systems and the need to train new staff members and to explain to them the company philosophy are challenging tasks. Also, it must be ensured that the business development will be in line with the project application that originally formed the base for this decision. This is important because quite often throughout the internal authorization period a trend for rather optimistic business scenarios prevails.