26 March 2006

Mixed messages

The client says that she wants to develop UK sales. No problem - that's what we're here for. We offered to act as a UK sales team and distributor. That is somehow tangential to what she wanted - she was really looking for someone to buy out the rights to a UK business which doesn't yet exist and employ her as a consultant in the new business.

The product is a B2C offer which sits in the complementary medicine space. It's a big business and is growing steadily. Our client is well-known in the business and has a reputation with this product. How can it go wrong? Well, if you're starting a business from scratch, it's normally better for everyone to have the same objective and I'm not sure that's the case here.

Many people we encounter are hoping that a big player will fly in and drop loads of money on them so that they can retire. That kind of event is the business equivalent of winning the lottery. You have seen the papers, you know that lottery winners exist, but to plan your life as if you are going to win the lottery is probably a mistake. Success requires steady application to the fundamentals of the business and, strangely enough, visibility to Mr Big depends on that too.

Building the UK business is the least of our worries. It's keeping the client's feet on the ground which looks more difficult.


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