The US market offers Australian businesses access to a massive customer base, billions in potential VC funding and a large, innovative talent pool, yet statistics show 70 per cent of local businesses still fail to gain traction there.
Sydney-based consultancy FD Global Connections is determined to change those numbers and it is opening up its “little black book” to make it happen.
They have launched Growth Avenue, a program designed to provide Australian businesses what they need most when expanding internationally – a deep understanding of the market and an “on the ground” network needed to gain traction. The program is now helping Australian scale-ups fast-track sales in the US by matching them with a US-based, Interim Business Development expert (IBDs).
FD Global Connections’ network of IBDs are career sales professionals with expertise in specific industries, such as Banking, Insurance, Health, Food & Beverage, Lifestyle and more. Each IBD is hand-picked by FD Global to serve as a powerful resource to fast-track business growth.
Trena Blair, Founder and CEO of FD Global Connections says scaling successfully in the US hinges on winning sales quickly and nothing compares to having experienced, local business development knowledge working for you on the ground.
“It’s often said that it’s not what you know, it’s who you know. Personally, I believe it’s a mix of both but the who proves much more challenging when you’re a growing Australian business looking to take on the massive US market,” Ms Blair said.
“This is a unique opportunity for Australian businesses – particularly small business to mid-sized corporates – to connect with our trusted and experienced network. We’re tapping our contacts to significantly de-risk your expansion into the US.”
FD Global Connection’s network of IBDs extends across the US. Ms Blair has built FD Global Connections’ network over more than 20 years as an international executive at companies including Optus, Westpac and American Express. Having lived and worked in New York, she has managed global regions including Asia Pacific and the America’s and was recently named by Forbes as an expert in expanding businesses from Australia into the US.
She also developed and launched the International Business Experience (IBE) subject for MBA programs at the UNSW Business School (AGSM), and created the highly-successful US Study Tour based on Design Thinking for University of Sydney Business School undergraduates. She is a Trade Advisory Board Member at the American Chamber of Commerce in Australia and was also engaged by Austrade to establish their San Francisco “Landing Pad” program for early-stage scale-ups.
Companies interested in participating in the Growth Avenue program will first partake in an assessment by FD Global Connections to ensure their readiness for the US market.
Once accepted, an introduction will be facilitated to an appropriate IBD, relevant to the scaleup’s industry and business needs.
From there, each business and its IBD will choose how they will best work together to achieve their goals, including setting a remuneration agreement and other work terms.