How to Start an International Business from Scratch: A Newbie’s Guide

Introduction : International Business Decoded

Over the past 2 decades I have built dozens of million-dollar consumer brands, and have realized that the framework to build and scale any international business has been pretty consistent time and again.

While the framework is pretty simple, it takes a lot of experience and experimentation to get this right. Hence, I can relate to a lot of my students who feel great deal of ambiguity as they venture to building their own business. Embarking on the journey to start an international business can be thrilling, yet challenging. But with determination, strategic planning, and some insider knowledge, you can navigate the path to global success.

Once during my experience with Godrej Consumer Business, I was tasked to scale a business 5x in 3 years for an international market while also addressing a bleeding bottom line. I was able to put the exact framework I am sharing below to accomplish this goal. I continue to share similar deep learnings from my experience, so I encourage you to check out my Online Business Blog and subscribe so you have access to all this wealth of information. 

Hence, I have created this in-depth step-by-step guide to help you build a thriving international business, leveraging real-world examples, data-driven insights, and expert tips.

Step 1: Discover Your Profitable Niche

Crafting your niche in the international marketplace is the first crucial step. Harvard Business School’s research found that companies focused on niche markets outperformed their competitors by 1.4 times on average. Some aspects to consider while researching your niche:

• Interests & Skills: Begin by identifying your interests and skills. A niche you are passionate about is more likely to keep you motivated.
• Market Trends: Utilize tools like Google Trends, Keyword Planner, and SEMrush for in-depth market trend analysis.
• Competitor Analysis: Tools like Ahrefs or SpyFu can reveal what your potential competitors are doing and where gaps might exist.

Example: A successful example of identifying a unique niche is the story of Uber. The founders identified a gap in the transportation sector, leading to the creation of a business model that revolutionized the taxi industry globally.

Expert Tip: Utilize tools such as Google Trends and Ubersuggest to analyze market trends and search volumes for your prospective niche. These tools offer a visual representation of potential niche markets over time and across different regions.

Step 2: Comprehensive Market Research

Market research is fundamental to understand market dynamics, gauge potential competition, and uncover potential opportunities. You should use a combination of both primary and secondary research so you can look at existing resources, but also resist proxies by connecting directly with your target cohort.

• Primary Research: Conduct surveys and interviews. For example, SurveyMonkey can help you create surveys, while services like Qualaroo allow you to gather on-site feedback. You can also engage with agencies like Nielsen to do consumer surverys like in-depth interviews, focus groups, product trials or even communication review.
• Secondary Research: Resources like Statista, World Bank Data, and MarketResearch.com are excellent for gathering global economic data and industry-specific information.

Example: Airbnb’s success is a result of detailed market research, which helped the founders identify that travelers were seeking more personalized and affordable accommodation options.

Expert Tip: Leverage both primary and secondary research. For primary research, use survey tools like SurveyMonkey or Google Forms to gather firsthand data from your target demographic. For secondary research, websites like Statista and World Bank Data provide a treasure trove of market statistics and trends.

Step 3: Business Plan Development

A well-drafted business plan is a map that guides your business journey. It’s like the blueprint of your business and fundamental to get right before getting into the execution. In fact, 70% of businesses that used a business plan reported growing their business compared to 50% of those who didn’t. 

Some of the key elements of a well drafted business plan include:

• Executive Summary: Summarize your business idea, goals, and strategies in a nutshell. This is like your 1 minute clear compelling pitch which hooks the audience.
• Market Analysis: Discuss your target market, customer demographics, and competitors, with data-backed insights.
• Business Structure & Model: Outline your business structure (sole proprietorship, partnership, LLC), and the business model you’ll be using (e-commerce, dropshipping, franchising, etc.).
• Marketing & Sales Strategy: Detail how you’ll attract and retain customers.
• Financial Projections: Use financial management software like QuickBooks to develop accurate forecasts.

Example: Warby Parker’s business plan, outlining a disruptive “buy a pair, give a pair” model, was instrumental in securing early-stage funding and currently, the company is valued at over $1 billion.

Expert Tip: For creating a detailed business plan, use tools like LivePlan or BPlans. They offer pre-designed templates that guide you through each section of your plan, making the process more manageable.

Step 4: Legalities and Business Registration

It’s imperative to understand and comply with local and international business laws. Firms like LegalZoom and Rocket Lawyer can assist with some of the legal aspects of starting a business. Failing to comply with local, national, and international laws can lead to severe penalties. 

For instance, according to a study by the legal firm Nolo, small businesses may face an average fine of $30,000 for non-compliance with international trade regulations.

Here are some areas to consider from a legal and regulatory perspective:

• Business Registration: Register your business in your home country and the target countries.
• Licenses & Permits: Obtain necessary licenses and permits.
• International Trade Laws: Familiarize yourself with international trade laws to avoid legal troubles.

Example: Amazon faced multiple legal challenges in Europe for not adhering to regional data protection and tax laws, leading to fines worth millions of euros.

Expert Tip: Consult with a business attorney or use online legal services like LegalZoom or Rocket Lawyer. They provide guidance on legal issues ranging from business registration to copyright protection and contractual agreements.

Step 5: Financial Management for International Business

Effective financial management is crucial for business sustainability. Xero’s “Make or Break?” report found that 65% of businesses that practiced regular financial monitoring survived compared to those who didn’t. Also, a U.S. Bank study revealed that 82% of businesses fail due to poor cash flow management. Here are a few areas which are important to regularly review for your international business:

• Budgeting: Use tools like Mint or Personal Capital for budgeting and expense tracking.
• Cash Flow Management: Tools like Float can help with cash flow projections.
• Financial Analysis: Regularly review your financial statements to understand your business’s financial health.

Example: Elon Musk almost bankrupted Tesla due to severe financial mismanagement in its early years.

Expert Tip: Utilize accounting software like QuickBooks or FreshBooks for tracking income, expenses, and cash flow. For complex financial issues, consider hiring a financial advisor or a CPA, especially while dealing with international tax laws.

Step 6: Building a Winning Team

Building the right team is integral to your business success. Research by McKinsey found that companies with diverse teams are 35% more likely to have above-average profits. Some of the critical aspects of building a winning team include:

• Recruiting: Use platforms like LinkedIn and Indeed to recruit talent.
• Remote Team: Tools like Slack and Asana can help manage a remote team.
• Diversity: Make sure your team is representative of your customer segments, as diversity can help you build a world class international business.

Example: Google attributes much of its success to its employee-focused approach, resulting in a highly motivated and productive team.

Expert Tip: Use hiring platforms like LinkedIn or Indeed to source talent. For virtual teams, tools like Slack and Trello can help in collaboration and project management.

Step 7: Product Development and Testing

Your product/service is the backbone of your business. As per the Harvard Business Review, companies that invest in product development and customer experience have 1.5 times higher shareholder returns. Some of the key aspects include:

• Product Development: Focus on creating a unique, high-quality product that meets your target market’s needs.
• Beta Testing: Launch a beta version of your product/service. Gather feedback and refine the product accordingly.

Example: PepsiCo’s Tropicana underwent a costly packaging redesign in 2009, which was not properly tested with consumers. The result? A 20% sales drop within two months. During my role at Amazon, we had a culture of doing an AB testing for every new product or capability and the experimental culture helped us make many breakthrough innovations with large scale customer adoption.

Expert Tip: Apply Lean Startup methodologies like “Build-Measure-Learn” for efficient product development and testing. For software businesses, use beta testing platforms like BetaList or TestFlight.

Step 8: Formulating Marketing and Sales Strategy

Marketing and sales strategy is your game plan to attract and retain customers. Businesses using a documented strategy are 313% more likely to report success (Content Marketing Institute). Some of the key aspects include:

• Digital Marketing: Leverage SEO, content marketing, and social media. Tools like Moz and Buffer can help.
• Sales Strategy: Create an efficient sales process. CRM software like Salesforce can streamline your sales process.

Example: Dropbox used a simple yet effective referral marketing strategy that increased its user base from 100,000 to 4 million within 15 months.

Expert Tip: Implement a multifaceted digital marketing strategy including SEO, social media marketing, email marketing, and content marketing. Tools like SEMrush, MailChimp, and Hootsuite can assist in implementing these strategies.

Step 9: Launching Your International Business

Your launch sets the pace for your business trajectory. As per Forbes, 50% of new businesses survive past the five-year mark, making a strong start essential. Making a big bang first impression helps in garnering momentum for the business so it’s important to have a launch gameplan, like:

• Launch Planning: Plan a well-orchestrated launch. Use PR, social media, and email marketing to create a buzz.
• Opening Event: Consider hosting a grand opening event, either physically or virtually.

Example: Apple’s iPhone launch in 2007 is considered one of the most successful product launches. It created hype that revolutionized the smartphone industry and catapulted Apple’s market valuation.

Tip: Develop a comprehensive launch plan including PR, social media campaigns, email marketing, and launch events. Platforms like PR Newswire and Eventbrite can aid in getting the word out.

Step 10: Scaling Your International Business

Scaling allows your business to handle increased demand. The 2019 ScaleUp Survey found that 34.5% of scaled businesses outperformed their industry counterparts. Here are a few key levers to further scale your international business:

• Operations Optimization: Streamline your operations. Software like Zoho One can help you manage various aspects of your business.
• Growth Strategy: Develop a growth strategy based on market trends, customer feedback, and business performance.
• Partnerships & Franchising: Consider partnerships or franchising as avenues for international growth.
• Customer Retention: Use customer relationship management (CRM) tools like HubSpot to enhance customer experience and retention.

Example: Slack is a classic case of successful scaling. It gradually grew its user base from a few thousand to millions by adding more servers and refining its app to handle the increased load.

Expert Tip: Optimize your operations, refine your marketing strategies, focus on customer retention, and use tools like Salesforce or Zoho for efficient CRM.