McKendry Consulting

EMEA Sales Development - Challenges

When companies introduce their products and services overseas, they have three entry options which pose challenges that often leads to failure:

Indirect Channel Partner Challenges include:

• Lack of local supervision to drive sales
• Very long sales cycles and inaccurate sales forecasting

Sales Generation Firms / Sales Agent Challenges include:

• Lack of presales ability and focus
• High management time and cost overhead

Entity Set Up - Direct Hire Challenges include:

• High up front costs
• Local compliance, severance costs, entity dissolutions

EMEA Setup of Operations - Challenges

Overseas expansion has a heavy task burden; from selecting entity structures and local accounting partners to the management time required to oversee operations. There is also substantial liability and permanent establishment risk from local employment laws, tax compliance and VAT filing requirements.

EMEA Development and Delivery - Challenges

Finding all the required skills available at the right time and cost is complex. Internal resources can also be overburdened with operational task.

Consulting & Interim

Dedicated short or long term industry expertise on a per project or interim basis; providing ROI through reducing cost and creating both top & bottom line growth.

• Strategy

Creating vision & a path to market reality taking into account internal / external factors, market forces, technology trends and the competitive landscape. Driving business strategy, transformation & optimization.



• Sales

Sales strategy & planning, solution selling and proactive bids, account team turnaround, growing accounts or territories and market entry.



• Operations

Operational improvements, cost savings, new revenue opportunities from existing resources, market expansion, risk assessment.



• Technology

Alignment of internal and external resources, process and technology with strategy, goals and objective.

For more information visit the Consulting & Interim services section

Outsourced Sales

Enabling a path to creating early ROI in EMEA by providing senior sales contractors at zero up-front costs. We contract expert sales personnel to meet your specific sales needs.Sales personnel are jointly selected and managed to execute sales expansion plans. Our contractors do not require costly local entity setup or employer payroll commitments.

Our services eliminate the management time and costs associated with hiring and supporting your own personnel in unexplored markets. Our personnel are dedicated, full time experts that have the international experience, sales bid pro-activeness, and proven success to expand your business.

• Joint selection and management of Senior Sales Contractor(s)
• Management of Sales planning and execution
• Pre-sales and post-sales account management
• Consulting services related to direct & indirect sales improvement and interim sales support e.g Interim VP Sales / Director Sales EMEA

For more information visit the Outsourced Sales services section

Outsourced Operations

When revenue is being achieved and local operations become a necessity, we will provide services for setting up and managing the recurring international finance and administrative activities in EMEA (Europe, Middle East and Africa). This includes entity set-up and registrations, monthly closing of books, payroll, cash management, local financial statement filing and statutory audit requirements, local income tax and VAT/GST (or equivalent) tax compliance.

• Assessment of existing operations - Structure, compliance
• Identification of appropriate local accounting providers
• Management and review of monthly payroll/bookkeeping
• Consulting services support of financial operations

Outsourcing operations eliminates the need for additional HQ finance resources, minimizes local compliance risk, and allows management time to be focused on HQ related matters. We also provide consulting services e.g. preparation of employment contracts and country assessments.

For more information visit the Outsourced Operations services section

Outsourced Development

We maximize ROI by providing cost effective short and long-term IT outsourced development services in Eastern Europe to match your business requirements. We increase the efficiency of your internal IT resources by providing a highly qualified, cost effective outsourced team of project managers, architects and developers. This will enable you to focus on strategic objectives.We can assemble and oversee a team of highly motivated, well qualified consultants and developers in Prague (Czech Republic) to design, define, develop, and assist in systems integration for our client's IT requirements in accordance to project life cycle.

• Functional and non-functional requirements definition and design
• Detailed Architecture and implementation plans
• Technical Implementation & Systems integration
• Software Development

For more information visit the Outsourced Development services section

Institutional Investments

Our Investments practice identifies opportunities predominately in Eastern Europe that we can assist in and believe will provide solid returns to strategic investors, public and private sector partners. We focus on companies that will build long-term values to the consumer, have proven management teams, and unique offerings within their industry and to customers. We also facilitate investment through 3rd party funds via buy side advisor relationships.

• Early stage investment (Angel, Seed)
• EBITA 2-3m Euros (Institutional)

For more information visit the Investment services section

Startup Incubator

We work with start-up companies mainly in Eastern Europe assisting them to develop their offerings from the conceptualization stage to investment and commercialization. We provide assistance through a combination of the following services:

• Assessment of existing business and financial plans
• Assistance with investor presentation and documents
• Developing a communications strategy to investors and customers
• Recruitment of team resources
• Forming joint ventures and strategic alliances
• Cross marketing products and services

For more information visit the Incubation services section