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\n\t\t\u201cInternational scaling doesn\u2019t start with the question, \u2018Where can we find more clients?\u2019 It starts with the question, \u2018Why should customers in this market buy from us, and how do they actually buy?\u2019\u201d - Yuliia Solovyeva, Founder of CSV Group\n\t<\/blockquote>\n\nA strong product is not enough if a company does not understand <\/span>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<\/b>. This is where practical questions often arise:<\/span><\/p>\n
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- Where to start:<\/b> Which market should you choose, how can you assess your company\u2019s readiness, and what needs to be prepared before active sales begin?<\/span><\/li>\n
- How to turn interest into a contract:<\/b> Why do deals stall even after successful outreach and meetings, and what needs to be strengthened in the B2B sales process?<\/span><\/li>\n
- Where to invest resources next:<\/b> Direct sales, partnerships, referrals, or public procurement \u2014 and how can these channels work together as a system rather than as separate activities?<\/span><\/li>\n<\/ul>\n
At the heart of these questions is one task: <\/span>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.<\/b><\/p>\n
\ud83c\udf0d To address this, IT Dnipro Community, as part of CentralUkraineEDIH and together with expert partner CSV Group, is launching <\/span>Ready to Go Global Lab: From Business Readiness to International Contracts and Scaling\u00a0 \u2014 a series of 4 practical online workshops<\/b>.<\/span><\/p>\n
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.<\/span><\/p>\n
Participants will work through four stages:<\/span><\/p>\n
company readiness \u2192 B2B sales \u2192 public contracts \u2192 scaling<\/b><\/p>\n
Each workshop includes a dedicated <\/span>checklist \/ self-assessment<\/b> that participants can apply to their own company. Together, the four self-assessments provide a structured review of the company\u2019s current approach to international growth: what already works, where the gaps are, and what requires further action.<\/span><\/p>\n
Participation Format<\/strong><\/p>\n
\ud83d\udcc5 <\/span>Every Thursday, 19 November \u2014 10 December<\/b>
\n<\/b>\u23f0 <\/span>17:00\u201318:30 (EET, Kyiv time)<\/b>
\n<\/b>\ud83d\udcbb <\/span>Zoom | Recordings available<\/b>
\n<\/b>\ud83d\udde3 <\/span>Language: Ukrainian<\/b>
\n<\/b>\u2705 <\/span>Participation is free with prior registration<\/b><\/p>\nYou can choose <\/span>one, several, or all 4 sessions<\/b> in a single registration form. Registration will remain open throughout the series.<\/span><\/p>\n
\ud83d\udd17 <\/span>Registration<\/a><\/strong><\/p>\n
Ready to Go Global Lab Program<\/strong><\/h4>\n
19 November | Workshop #1<\/strong><\/h4>\n
Is Your Company Ready to Enter New Markets? Market & Export Readiness<\/b><\/h3>\n
During the workshop, we will cover:<\/span><\/p>\n
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- how to assess a market and identify realistic growth opportunities for your company;<\/span><\/li>\n
- how to define your ICP (Ideal Customer Profile) \u2014 the customer profile your sales efforts should focus on;<\/span><\/li>\n
- how to shape your value proposition and competitive advantages for a new market;<\/span><\/li>\n
- which case studies, references, and other proof points help build trust in a new supplier;<\/span><\/li>\n
- which compliance requirements and other factors should be reviewed before actively entering a new market.<\/span><\/li>\n<\/ul>\n
Practical outcome:<\/b> you will be able to identify the gaps in your company\u2019s readiness that should be addressed before investing resources in active sales in a new market. A dedicated <\/span>checklist \/ self-assessment<\/b> will help you apply these questions to your own company.<\/span><\/p>\n
\ud83d\udd17 <\/span>Single registration form<\/a><\/strong><\/p>\n
26 November | Workshop #2<\/strong><\/h4>\n
From Finding a Client to Signing a Contract: How to Build a B2B Sales Pipeline in Europe<\/b><\/h3>\n
During the workshop, we will cover:<\/span><\/p>\n
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- which channels to use to find B2B opportunities: direct outreach, LinkedIn, referrals, networking, business associations, events, and partnerships;<\/span><\/li>\n
- how to identify the right companies and the right entry points;<\/span><\/li>\n
- who actually influences the client\u2019s decision and how the buying committee works;<\/span><\/li>\n
- how European clients assess a new supplier and what risks can prevent a deal from moving forward;<\/span><\/li>\n
- how to adapt your value proposition, manage negotiations, and handle follow-up;<\/span><\/li>\n
- how to move through the full process: <\/span>Find \u2192 Approach \u2192 Engage \u2192 Negotiate \u2192 Close<\/b>.<\/span><\/li>\n<\/ul>\n
Practical outcome:<\/b> 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 <\/span>checklist \/ self-assessment<\/b> will help you compare the workshop material with your company\u2019s current sales process.<\/span><\/p>\n
\ud83d\udd17 <\/span>Single registration form<\/a><\/strong><\/p>\n
3 December | Workshop #3<\/strong><\/h4>\n
How to Pursue Public Contracts in the EU and the UK: From Finding Opportunities to Tender Submission<\/b><\/h3>\n
During the workshop, we will cover:<\/span><\/p>\n
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- where to find relevant public procurement opportunities and how to qualify them;<\/span><\/li>\n
- how to work with CPV codes and procurement platforms;<\/span><\/li>\n
- how to track Prior Information Notices (PINs), Preliminary Market Consultations, and other early signals of upcoming procurement opportunities;<\/span><\/li>\n
- what framework agreements are and how to assess your company\u2019s tender readiness;<\/span><\/li>\n
- how to use a bid\/no-bid approach to avoid spending resources on irrelevant opportunities;<\/span><\/li>\n
- which entry points companies can use even without a significant local track record.<\/span><\/li>\n<\/ul>\n
Practical outcome:<\/b> 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 <\/span>checklist \/ self-assessment<\/b> will help you assess your company\u2019s readiness to work with this channel.<\/span><\/p>\n
\ud83d\udd17 <\/span>Single registration form<\/a><\/strong><\/p>\n
10 December | Workshop #4<\/strong><\/h4>\n
How to Scale International Sales: Partnerships, Referrals and a Systematic Go-to-Market Approach<\/b><\/h3>\n
During the workshop, we will cover:<\/span><\/p>\n
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- strategic partnerships, distributors \/ agents, and referral partners as different models for attracting clients;<\/span><\/li>\n
- how to choose partners that have real access to your target audience;<\/span><\/li>\n
- how to structure a partnership model and turn agreements into active cooperation;<\/span><\/li>\n
- how to combine direct sales, partnerships, referrals, and public procurement instead of relying on a single channel;<\/span><\/li>\n
- how to assess the performance of different channels and decide what is worth scaling;<\/span><\/li>\n
- how to define concrete next steps for the next 90 days.<\/span><\/li>\n<\/ul>\n
Practical outcome:<\/b> you will be able to build your own approach to international growth \u2014 understand which combination of channels to develop further and which concrete actions to prioritize over the next three months. The final <\/span>checklist \/ self-assessment<\/b> will help turn the work completed throughout the series into practical next steps for your company.<\/span><\/p>\n