Tag Archive for Global marketing

5 essential speaking skills every entrepreneur must have

public speaking skills

Success in business is not solely about having excellent business ideas or a good product to sell. These things don’t guarantee success. Long-term success depends on several other core skills. As an entrepreneur you must learn to masters most of them. Speaking in public for instance, is a trait you can’t overlook. Every business owner must know how to entice an audience. Here are 5 essential guidelines to help you master the art of public speaking.

  1. Time management skills

Every entrepreneur should have sound time management skills when speaking in front of an audience. For instance, if you have to talk to employees about a certain issue in the office, you are advised to be brief and concise. Don’t take be shallow when delivering a speech, but don’t get in too much detail either. Focus on the issue and seek for solutions. Ask for help from employees and look for a way to reach common ground. Time is of the essence, and if you’ve decided to talk to them during working hours, do it fast. Workers hate it when superiors take time from their schedules because this usually means they have to stay late to finish their tasks.

  1. Decisiveness

When speaking in front of an audience you must showcase thoughtfulness and decisiveness. Nobody will want to know what you have to say if you’re uncertain or unsure of what you’re trying to say. This skill is fundamental and it has to be mastered. Entrepreneurs deal with suppliers and investors all the time. They’re often compelled to make decisions fast otherwise their opponent may lose interest. Do you have what it takes to speak your mind and ask for what you want?

  1. Negotiation skills

There’s no way an entrepreneur can avoid speaking in public. This job usually entails a variety of additional responsibilities. You will have to deal with employees, investors, suppliers and vendors, so you can’t afford to lose your temper or worse, become nervous when it comes to making a decision. Negotiation skills are extremely important in the business environment. Speaking to 20 potential investors is not easy; you have to find a way to send a message and thus sell them your business. If you can’t grab their attention or bargain for a better deal, they won’t even listen to what you have to say.

Speaking skills- Comvort

  1. Confidence

Speaking in public is all about feeling confident. The better you feel on stage (or in front of a group of people) the higher chances you have to win them over. Believe what you’re trying to say and showcase dedication. Put passion in every single word and your audience will want to hear more. A lot of entrepreneurs are not confident because they don’t feel powerful enough. Truth be told, there’s nothing to be afraid of. You are the owner, so people will have to listen to you. But for that to happen you must exude poise and charisma.

  1. Appealing posture

Posture and body language matter a lot in business. You cannot afford to look sloppy as people won’t respect you. Good posture, calmness and determination are traits that will make you the best entrepreneur. Don’t let anyone sense your anxiety and use mimics and gestures to keep an audience engaged. A good public presentation is based on information; although you don’t want to make it seem too technical. It’s quite alright to loosen up the ambiance a bit, and add a bit of humor to wake up those that have fallen asleep. Don’t cross your hands, don’t raise your voice, and don’t be shy in talking to the people. Address them questions and make them part of the speech; this adds value to your presentation and it makes it a lot more original.


Too many entrepreneurs fail to make their businesses thrive because they lack essential speaking skills. They don’t communicate with their people, and this decreases engagement in the office. When people don’t feel appreciated by their superiors, it is impossible to work in harmony and be productive. But if you learn to master the art of speaking in front of an audience, then it will be a lot easier for you to communicate with employees and grab their attention.


Professional Guest Post by Denny Averill (LondonSpeakerBureau.com!)

How can a foreign company enter the Russian B2B market?

While in this current environment everybody seems to be drifting away from Russia, in Comvort -always faithful to its sixth sense for business-, has decided to get closer…

RMAA Group is an independent full service Russian Advertising agency; an acreditaded and reputable member of our network with whom Comvort has built a strong relationship. His founder, Vadim Tylik, explains in plain words the ins and outs of Effective B2B marketing strategies in Russia.

The objective is to help international brands enter the Russian market and assists them in finding Russian customers. In order to reveal all these intricacies on how foreign companies can easily find Russian b2b customers, the company has recently announced the launch of a new White Paper HOW CAN A FOREIGN COMPANY ENTER THE RUSSIAN B2B MARKET? Effective B2B marketing strategies in Russia, written by Vadim Tylik, the Founder and also the President of RMAA Group.

B2B Russian market Strategy

B2B Russian market Strategy

This study/analysis will be useful not only for the “newcomers” to the Russian market, but also for the “veterans” who want to increase their presence. These guides will be useful for people who already have experience in business and marketing, but have a lack of knowledge about the peculiarities of the regional market. Guides will show a clear procedure and following them will enable you to build an effective marketing strategy to attract customers to your product in the Russian market.

The author of the White Paper Vadim Tylik says RMAA Group currently collaborates with a number of b2b oriented customers. We see that many foreign companies are not familiar with the tools that will allow them to get Russian companies as clients.

B2B Russian market

Russian companies are trying to reduce their costs and instead of producing goods and services by themselves, prefer to buy products from abroad. Sometimes the aim is not even to save money but an effort to find better and more technologically advanced goods.

Russian businesses -continues-, are placing a huge demand on foreign producers! It is the main reason why more and more foreign companies find great potential in cooperation with Russian enterprises. We had some requests from clients to write such White Paper for them to find out about successful tools and how to conquer the Russian B2B market, states Tylik.

To learn more about the White Paper and download a free-copy, please visit this link. If you’d like more information about this topic or about RMAA Group, please contact RMAA team.


About RMAA Group
Russian Marketing and Advertising Agency (RMAA Group) is independent full service Advertising agency. RMAA Group serves companies from the USA, Canada, Europe, Japan, South Korea, China which are interested in Russian market. Click here to find out Worldwide Clients` Network of Russian Marketing and Advertising Agency.

Information provided by Vadim Tylik

Visit http://russia-promo.com
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7 tips for localizing your global brand campaign


Sunil Ramkali, Account Director at W in Sweden, presents 7 rules for the successful local implementation of centrally driven global pharma brand campaigns. Our member colleague in comvort, Sunil, shares here his extensive experience in the field.

With shrinking marketing budgets and the need to consolidate, can affiliates continue to ‘re-invent the wheel’ and develop local brand campaigns when global marketing has invested significant time and resources in developing a centrally driven ‘global’ brand campaign? It is critical that the global marketing team understands its relationship with local affiliates and is able to adapt its approach if consistent local implementation is the goal.

Increased understanding of the affiliate’s competitive landscape and future trends will go a long way in developing the global/affiliate relationship. However, this is not enough if we are to achieve consistent implementation of brand campaigns across key markets. Global marketers must also involve their affiliate counterparts early in the brand campaign development process. Following a few simple rules could help global marketers achieve consistent implementation of brand campaigns across markets.

1. Buy-in to the brand strategy is vital

A common mistake made by global marketing teams is to update or develop a new brand campaign without first revisiting the overall brand strategy, e.g. vision, mission and positioning statement (who, what and why). Global marketers need to make sure they don’t put the ‘cart before the horse’, i.e. buy-in to the overall brand strategy is essential before developing your brand campaign.

Consider a brand strategy review process with your affiliates before developing the brand campaign. This may take the form of a joint global/affiliate marketing workshop or a questionnaire to assess the understanding of the brand strategy: Is the strategy still relevant? Have we identified the key strategic issues for driving sales growth? Does our strategy address the changing competitive landscape?

Affiliate understanding of the brand strategy is critical, or you risk being defeated before you start. Once you have established that the brand strategy is endorsed and supported by your affiliates, consider internal marketing activities to ‘sell-in’ the brand strategy. It is important to minimize ‘strategic leakage’ within your organization. Therefore, aligning the whole organization to the brand strategy is critical before you begin to develop your brand campaign. Failure to minimize internal strategic leakage will be amplified at the prescriber, patient and payer level, resulting in ‘off strategy’ messaging and a fragmented brand.

2. Choose the right terminology

A brand campaign is not owned by the global marketing team, even if you are the ones who drive the project. A brand campaign should be owned by the whole organization and must be clearly understood by all internal stakeholders whose day-to-day work will be influenced by brand communications, e.g. the publication team responsible for reinforcing brand communications through peer-reviewed publications. Terms like ‘International’ or ‘Global’ should be avoided to prevent the perception that the brand campaign is owned by the global team. Consider terms like XXX Brand Campaign or Sales Campaign.

3. Set up a ‘core’ team of brand advocates

Before creating the brand campaign you should consider creating a forum where the global marketing team can listen to the needs of the affiliates and vice-versa. When establishing your brand campaign core team, ensure you involve the markets that will drive the majority of brand sales and/or will have a significant influence on other markets. Failure to have these markets on board will limit the commercial success of your brand, due to low adherence to the final brand campaign.

You should not underestimate the amount of customer insight and knowledge within the local sales teams. Make it the responsibility of the affiliate marketing members in the core team to liaise with their sales counterparts and to collect key customer insights.

The core team can use this customer insight in developing the draft sales story flow and supporting key selling messages. The draft sales story flow should be shared with all other affiliates for comments prior to testing. This approach will help to engage those affiliates who have not been part of the core process. It may also highlight any ‘show stoppers’ that may have been overlooked by the core team before finalizing sales materials for testing.

The core team is responsible for final ‘sign off’ of all core sales materials prior to marketing research. Achieving this level of engagement and ‘buy-in’ with affiliate marketing members of the core team will enable the global team to use them as spokespersons when launching the brand campaign to all affiliates. Don’t underestimate the power of peer-to- peer communications amongst affiliates!

4. Agree on the brand campaign objective/s

At an early stage in the brand campaign development process, reach agreement with the brand campaign core team/affiliates on the project objectives and how success will be measured. Consider adopting the SMART objective setting approach, i.e. ensure these objectives are S – specific, M – measurable, A – achievable, R – realistic and T – time-based.

When formulating your objectives, make sure they are clear, concise and challenging, while being achievable. Within the core team continue to refine the objectives until everyone is happy that each objective meets the SMART criteria. It is critical at this early stage of the brand campaign development process that all stakeholders understand the objectives and their role in ensuring the objectives are delivered.

Again, use the right vocabulary when defining your objectives – use words like us, we and our, to communicate joint accountability and responsibility. What do we want this brand campaign to accomplish? How will the brand campaign help us achieve this? With whom do we want to accomplish this? How can we measure a successful brand campaign and by when? Will our objective lead to the desired results? When should we complete the objective?

5. Mandatory or optional: Finding the right balance

The brand campaign core team should also decide which elements of the brand campaign are mandatory and which are adaptable. This will ensure when the brand campaign is implemented by the affiliates, that there is complete agreement between global and affiliate marketing on what can and cannot be changed. There are two approaches for developing a brand campaign.

-       Standardization Develop the same brand campaign for multiple markets. Why: across markets customers share the same common values, beliefs, and needs; Outcome: consistent brand communication and branding, and avoids the need for additional activities/spend at a local level.

-       Adaptation Modify the brand campaign to reflect local market characteristics or customer needs. Why: Customers are not the same, their needs vary from market to market; Outcome: Improved fit between the brand and local customer needs.

In the standardization approach, the core key selling messages remain unaltered across markets, as these are driven by the brand positioning statement, i.e. who, what and why. However, if specific local market research supports an alternative approach, adaptation should be considered.

In the adaptation approach, core key selling messages may be altered and supplementary key selling messages implemented to address market specific needs. However, any changes must not compromise the who (target physician or patient), what (the brand) and why (reason to use) within the brand positioning statement. Branding components must remain unaltered, regardless of which approach is adopted, e.g. brand visual identity, logo type, font & colors.

In my experience a hybrid of the two approaches will increase the likelihood of consistent implementation of a brand campaign.

An example of a standard approach being adapted to local customer needs is the availability of Maharajaâ„¢ Macâ„¢ from McDonaldsâ„¢. Beef, the main ingredient in a hamburger, is not sold in India. The Maharaja Mac made of mutton (lamb) is available as an alternative. It may sound obvious, but this adaptation of a standardized strategy has enabled McDonalds to minimize fragmentation of its core strategy.

6. Involve affiliates during the testing process

Testing is a key part of the brand campaign development process and will help the global and affiliate brand teams identify if the brand sales story flow and key selling messages will resonate with potential prescribers. Even if the testing process has been thorough, the results may be challenged by affiliates if they have not been involved in the testing process. Therefore, it is important to involve affiliates at this stage of the development process.

The local affiliate should be involved in markets where the testing will take place. They should review the physician screening criteria to ensure the demographics and the profile of recruited physicians match those of target physicians in their market. When briefing the market research moderators on the sales materials and the brand, involve the core team and local affiliate/s. The affiliate should review the discussion guide/interview questionnaire and sales materials to be used in the testing to check translation, vocabulary, ‘tone of voice’ etc prior to testing.

Ask the affiliate marketing team to attend the market research and watch the interview process. Share insights after the interviews. Use affiliate sales representatives to communicate the new sales materials. It is important the sales representative does not know the customer/s involved in the testing process. Consider developing country-specific reports to highlight country-specific issues/opportunities (if budget allows).

7. Provide support materials for implementing the brand campaign

In order to minimize ‘strategic leakage’, the global brand team should develop a package of implementation materials to be used by affiliate marketing when briefing the sales teams. Such an approach will help to maximize resources, as it avoids the duplication of locally developed sales training/support materials.

As a bare minimum to support the core sales or detail aid, the global brand team should develop a sales aid implementation guide, which should include:

• A summary of the brand campaign development process

• Key customer insights from the testing process

• Guidance on which elements of the brand campaign process are standard and adaptable—sales story flow and key selling messages, data visuals, branding, etc

• Evidence to support the inclusion of each key selling message within the sales story flow: Why is it important? How should the key selling message be communicated? Potential objections to the key selling message and response from the sales representative

Other support materials that will help ensure consistent implementation of the brand campaign might include:

-       Sales aid script: a script to help the sales representative find the appropriate wording to communicate the brand sales story flow and key selling messages.

-       Objection handling guide/Q&A: potential objections to brand adoption and to the key selling messages will have been raised during the testing process. These should be noted and answers developed to overcome these objections.

-       Speaker slide set: this is simply a more scientific version of the sales materials/aid to communicate the brand sales story flow and key selling messages at scientific forums, such as advisory boards and symposia.

These simple steps may sound obvious, but with declining marketing budgets and an increasing workload for global marketers, these steps can sometimes be overlooked. Following these simple rules will help global marketers fit the square peg in the round hole or at least ‘shave the edges’. It may require you to adapt your working style or even your organizational approach when working with affiliates. Whichever it is, such changes will only help to develop your relationship with this key internal customer.

Thank you Sunil for sharing your experience! 

You can read the complete and orginal text on Eye for Pharma .