How to develop new markets in case of slumps!

In the last 12 months, (of worldwide crisis) the strategy consulting world, particularly for the medium firm, is living a moment of glory.

In spite of several innovation technology millenniums and, although a click is enough for us to move from one side of the world to another, we go on reasoning about business development with a nomadic shepherd logic, "as long as there are yields" and profits and when we won't be able anymore to obtain the hoped for result, we will start thinking on something else...

That's why who asks me "how are you doing?" figuring out tears and sorrow, I answer (in a low voice): "very well!"...

... you know, strategy consulting is anti-cyclic, not because it makes sense to be in this way, but because the most of people start thinking how developing at best their market when things go bad and their commercial pipeline begins to be empty!

Since I know for many people is in this way, there's no point saying you should have thought in your glorious periods about how to develop and improve your business, so it's better and less annoying if I give you just a couple of suggestions about how to proceed now that your idea is gunning for new shores out of your usual range:

1. Your neighbour's garden is seldom greener than yours. In this period attempts can cost a lot, study accurately market and competitors you will challenge your idea with, time and € saved with a superficial approach can turn into a future big hole...

2. Stay where you are if the problem is your liquid assets. Obvious suggestion is, if you have serious problems of cash flow, to forget of going out of your "range", because you will need € and resources, try to be concerned on your core business and on the best asset you have: think how increase the value of your clients, in crisis as well; maximizing their sales you will reach your results as well...

3. Think medium-term, by the way. I know, I know you need clients now but, few cases apart, it's really hard to join a new market (or to launch a new product) being successful within the first 12 months... so, you need necessarily a prospect generation strategy for your core business...