Ready to Go Global Lab – a Practical Workshop Series by IT Dnipro Community and CSV Group as part of CentralUkraineEDIH
“International scaling doesn’t start with the question, ‘Where can we find more clients?’ It starts with the question, ‘Why should customers in this market buy from us, and how do they actually buy?’” - Yuliia Solovyeva, Founder of CSV Group
A strong product is not enough if a company does not understand which market offers a real opportunity, who exactly it should sell to, how buying decisions are made, and which channels can consistently lead to contracts. This is where practical questions often arise:
- Where to start: Which market should you choose, how can you assess your company’s readiness, and what needs to be prepared before active sales begin?
- How to turn interest into a contract: Why do deals stall even after successful outreach and meetings, and what needs to be strengthened in the B2B sales process?
- Where to invest resources next: Direct sales, partnerships, referrals, or public procurement — and how can these channels work together as a system rather than as separate activities?
At the heart of these questions is one task: assess how the company currently works with international markets, identify weak points, and define the next steps before investing additional time and budget in scaling.
🌍 To address this, IT Dnipro Community, as part of CentralUkraineEDIH and together with expert partner CSV Group, is launching Ready to Go Global Lab: From Business Readiness to International Contracts and Scaling — a series of 4 practical online workshops.
The series is designed for small and medium-sized businesses, startups, IT companies and businesses with an IT component, as well as companies in manufacturing, engineering, energy, construction, and other sectors of the real economy. It is relevant both to companies that are just assessing opportunities in new markets and to those that already have international contacts, sales, or partnerships and want to review and systematize their processes.
Participants will work through four stages:
company readiness → B2B sales → public contracts → scaling
Each workshop includes a dedicated checklist / self-assessment that participants can apply to their own company. Together, the four self-assessments provide a structured review of the company’s current approach to international growth: what already works, where the gaps are, and what requires further action.
Participation Format
📅 Every Thursday, 19 November — 10 December
⏰ 17:00–18:30 (EET, Kyiv time)
💻 Zoom | Recordings available
🗣 Language: Ukrainian
✅ Participation is free with prior registration
You can choose one, several, or all 4 sessions in a single registration form. Registration will remain open throughout the series.
Ready to Go Global Lab Program
19 November | Workshop #1
Is Your Company Ready to Enter New Markets? Market & Export Readiness
During the workshop, we will cover:
- how to assess a market and identify realistic growth opportunities for your company;
- how to define your ICP (Ideal Customer Profile) — the customer profile your sales efforts should focus on;
- how to shape your value proposition and competitive advantages for a new market;
- which case studies, references, and other proof points help build trust in a new supplier;
- which compliance requirements and other factors should be reviewed before actively entering a new market.
Practical outcome: you will be able to identify the gaps in your company’s readiness that should be addressed before investing resources in active sales in a new market. A dedicated checklist / self-assessment will help you apply these questions to your own company.
26 November | Workshop #2
From Finding a Client to Signing a Contract: How to Build a B2B Sales Pipeline in Europe
During the workshop, we will cover:
- which channels to use to find B2B opportunities: direct outreach, LinkedIn, referrals, networking, business associations, events, and partnerships;
- how to identify the right companies and the right entry points;
- who actually influences the client’s decision and how the buying committee works;
- how European clients assess a new supplier and what risks can prevent a deal from moving forward;
- how to adapt your value proposition, manage negotiations, and handle follow-up;
- how to move through the full process: Find → Approach → Engage → Negotiate → Close.
Practical outcome: you will be able to review your B2B sales process end-to-end, identify the stages where opportunities most often stall, and understand what needs to be strengthened to move from interest to contract. A dedicated checklist / self-assessment will help you compare the workshop material with your company’s current sales process.
3 December | Workshop #3
How to Pursue Public Contracts in the EU and the UK: From Finding Opportunities to Tender Submission
During the workshop, we will cover:
- where to find relevant public procurement opportunities and how to qualify them;
- how to work with CPV codes and procurement platforms;
- how to track Prior Information Notices (PINs), Preliminary Market Consultations, and other early signals of upcoming procurement opportunities;
- what framework agreements are and how to assess your company’s tender readiness;
- how to use a bid/no-bid approach to avoid spending resources on irrelevant opportunities;
- which entry points companies can use even without a significant local track record.
Practical outcome: you will gain a clearer understanding of public procurement as a separate channel for international growth, learn how to identify potential opportunities earlier, and assess them before your company invests time and resources in a tender submission. A dedicated checklist / self-assessment will help you assess your company’s readiness to work with this channel.
10 December | Workshop #4
How to Scale International Sales: Partnerships, Referrals and a Systematic Go-to-Market Approach
During the workshop, we will cover:
- strategic partnerships, distributors / agents, and referral partners as different models for attracting clients;
- how to choose partners that have real access to your target audience;
- how to structure a partnership model and turn agreements into active cooperation;
- how to combine direct sales, partnerships, referrals, and public procurement instead of relying on a single channel;
- how to assess the performance of different channels and decide what is worth scaling;
- how to define concrete next steps for the next 90 days.
Practical outcome: you will be able to build your own approach to international growth — understand which combination of channels to develop further and which concrete actions to prioritize over the next three months. The final checklist / self-assessment will help turn the work completed throughout the series into practical next steps for your company.
What You Gain from Completing Ready to Go Global Lab
The four workshops take companies step by step through the key stages of international business development, while the completed self-assessments allow participants to apply each area directly to their own business model.
After completing the full series, participants will have a clearer understanding of:
- where the company stands today;
- which markets and opportunities are most realistic for it;
- what prevents opportunities from turning into contracts;
- which channels are worth developing;
- which concrete next steps to take over the coming months.
For businesses that are only preparing to enter new markets, the series provides an opportunity to define a starting point and understand what needs to be prepared before active sales begin. For companies already working internationally, it provides a way to review the existing model, identify weak points, and determine what should be strengthened or changed.
Participants will also have access to recordings of all workshops.
Strategic Session with CSV Group for One Company
🎓 Participants who attend all 4 workshops and complete all 4 self-assessments will receive a Ready to Go Global Lab Certificate of Completion.
🎯 In addition, CSV Group will conduct an expert review of the companies whose representatives complete the full series and select one for a free strategic session. The session will be based on the results of all 4 self-assessments and the company’s current situation. The CSV Group team will analyze its approach to international markets, key barriers, and opportunities, and use these insights to develop tailored recommendations and an action plan for the company.
About the Expert
Yuliia Solovyeva — Founder of CSV Group (Ireland) and an international expansion strategist.
She has 20+ years of experience in Go-to-Market strategy and international market expansion. She works with IT, SaaS, cybersecurity, product, and service companies, helping them build a systematic approach to entering the EU and UK markets — from assessing company readiness to building a sales pipeline and pursuing international business opportunities.
Her international experience also spans professional and financial services, manufacturing, construction, and FMCG. CSV Group’s expertise sits at the intersection of international business development, B2B sales, partnerships, and public procurement.
🔗 Register for Ready to Go Global Lab
Ready to Go Global Lab takes place as part of CentralUkraineEDIH — a European Digital Innovation Hub that helps small and medium-sized businesses, manufacturing companies, and the public sector develop skills, adopt digital solutions, and strengthen their competitiveness.
This event is part of the Central Ukraine EDIH (European Digital Innovation Hub), an international project aimed at helping small and medium-sized enterprises, communities, and public institutions in Central Ukraine adapt to digital transformation.
