In an increasingly fragmented world, internationalisation strategy has become a cornerstone of long-term growth for companies looking to stay competitive and resilient. Whether you’re a CEO in Berlin, a founder in Paris, or a decision-maker in Mumbai, the question remains the same: How can your business successfully expand across borders?
Here’s a practical, experience-based view on what internationalisation really means — and how to approach it.
Understanding Internationalisation: Vertical vs. Horizontal Growth
Companies typically grow in two ways:
- Vertically, by innovating new technologies, adding product lines, or moving upstream or downstream in the supply chain.
- Horizontally, by selling existing products or services to new international markets — the essence of internationalisation.
While vertical growth is resource-intensive and often unpredictable, horizontal internationalisation offers a more direct path to revenue expansion — if done right.
Two Proven Paths to Internationalise
1. Accelerated Growth via Mergers & Acquisitions (M&A)
This is the fastest route to international markets. Through mergers and acquisitions, companies can:
• Acquire established infrastructure
• Inherit a local sales network and client base
• Enter new geographies without building from scratch
However, M&A is capital-intensive. Acquiring a company with €5–10 million in revenue may require an investment of €10–20 million, based on revenue or profit multiples and market position.
2. Organic Growth: The Classic Approach
More sustainable and flexible, organic growth involves setting up your own operations abroad. Typically, it begins by:
- Hiring local talent who understand the regional market
- Equipping them with the tools they need — laptops, phones, office infrastructure
- Setting up a local legal entity (e.g. GmbH in Germany, Ltd in the UK, SAS in France)
- Managing sales, delivery, and payment flow from client to headquarters
For companies not ready to establish a legal presence, partner-based employment models (like incubation or payroll hosting) offer a lighter, risk-mitigated entry strategy.
Execution: From Planning to Performance
Every internationalisation strategy should begin with structured planning:
- Which region: Southeast Asia, Eastern Europe, or the Middle East?
- Which country offers the best fit?
- Do you build or buy your presence?
- What’s the budget and timeline?
Once your market is selected, the execution phase kicks in — from recruitment and compliance to logistics and customer delivery. The final stage focuses on performance: tracking KPIs, aligning with business goals, and iterating when necessary.
Your Strategic Partner in Internationalisation
Internationalisation is not a one-off event — it’s a journey. From strategic planning to post-entry support, companies need the right advisory partner to:
- Identify promising markets
- Execute a market entry strategy efficiently
- Optimise results with local insight
Whether you’re buying a business or scaling up organically, partnering with experienced internationalisation experts ensures you avoid costly missteps.
Whether you’re looking to accelerate through M&A or build step-by-step with organic growth, the right approach depends on clarity, commitment, and the ability to adapt.
Looking to expand your business globally? Let’s talk. We’re here to guide you every step of the way.
