B2B Recruitment
Insights into Cross-Border Business Expansion in the EU
Gaining insights into the experiences of businesses that have expanded operations into another EU country.
Project Name
Insights into Cross-Border Business Expansion in the EU
Projects Timeline
2 weeks, Q4 2024
Services
Sample Selection
Research Type
B2B Sampling
Table of Contents
Key Metrics
Recruits
Languages
Weeks
1
Project Background
The aim of this study was to explore the challenges faced by business owners when establishing a branch office in a foreign country distinct from their own.
The research involved conducting individual online interviews with business representatives who had successfully expanded their operations into a different EU country.
2
Project Challenges
The main challenge involved pinpointing businesses that have established offices in a foreign country and contacting individuals who navigated the process of setting up the branch office (such as owners, managing directors, or relevant personnel in small firms, and finance or operations teams in larger corporations).
Another challenge was identifying the decision-makers responsible for the process of establishing the foreign offices, as these individuals would provide the most relevant insights based on their experiences.
Besides the frequent challenges, further analysis was needed to conclude if there were significant differences in the experiences of businesses across different industries.
3
Solution Provided
Interviews were conducted in English, German, or French and lasted approximately 1.5 hours each. Participants were recruited through a targeted email outreach campaign and were incentivized with a 250-euro honorarium.
To address the challenge of identifying the participants, we implemented a strategic email outreach campaign. The campaign targeted individuals based on specific job titles (e.g., business development managers, international operations leads, etc.) and company profiles, ensuring the relevance of participants. By refining our outreach criteria, we successfully recruited a diverse pool of participants representing various industries and markets.
To tackle the identification of the most frequent challenges faced by businesses, we included within the survey all the strategies and tactics that contributed to successful business expansion, including market research, partnership development, and localization efforts.
Based on the collected data we identified potential policy changes or recommendations to facilitate cross-border business expansion within the EU.
4
Sampling Process
Certain specific industries were targeted that are more likely to have established an office in multiple countries. Additionally, a screening questionnaire was developed and implemented to effectively filter out potential participants who do not align well with the requirements of the project.
5
Results and Outcomes
A total of 40 recruits were gathered, out of which 14 were chosen for comprehensive and in-depth interviews, each lasting approximately 90 minutes. Through the interviews, participants highlighted several frequently encountered challenges. Businesses often struggle with navigating differing regulatory frameworks, including taxation, labor laws, and compliance requirements.
Cultural Nuances
Cultural nuances in consumer behavior, business etiquette, and communication styles posed additional obstacles that required significant adaptation. Developing effective go-to-market strategies that considered local competition and market dynamics demanded substantial resources and expertise.
Recruitment of Talent
Recruiting and retaining local talent proved challenging, especially in industries requiring highly specialized skills.
6
Conclusions
In conclusion, the insights from this research offer valuable guidance for multiple stakeholders involved in cross-border business expansion within the EU. Policymakers can use these findings to develop supportive policies and regulations, while businesses can leverage the identified challenges and opportunities to inform their expansion strategies. Consultancy firms can provide tailored solutions to address specific needs and obstacles faced by companies. By sharing these findings, this research contributes to a deeper understanding of the factors that influence cross-border success, ultimately fostering the growth, competitiveness, and resilience of European businesses.
