Market entry decisions are usually made on a thesis built two thousand kilometres from the market. We rebuild the thesis from inside the market, with named buyers and named competitors, so the leadership team commits capital on the basis of evidence rather than ambition.
When clients come to us
When a board has approved entering a new geography in principle but the operational plan does not yet exist. When an earlier entry attempt has stalled and needs to be diagnosed before further investment. When an EU-based group is reading the Turkish market for the first time, or a Turkish group is preparing for the EU. Always for corporate clients with a real product or service to commercialise.
How we work
A senior advisor in the target market leads the read — interviews with potential customers, channel partners and competitors, mapped against the firm's actual capability to deliver. We then design the entry sequence jointly with management: structure, channel, hire profile, first twelve to eighteen months of operating plan. Where useful, we stay alongside through the first revenue cycle.
What we deliver
- Market read with named buyers and competitors
- Entry-mode recommendation and rationale
- Twelve to eighteen month operating plan
- Channel and partner shortlist with introductions
- First-hire profile and recruitment brief
- Quarterly review cadence with the board
Typical engagement
A market entry engagement runs three to six months. On our side, a senior advisor in the target market leads, with a partner from the home market for continuity. On the client side, the CEO or head of international is the principal counterpart, with the board reviewed at structuring and at plan sign-off.
Why CGLA
Each of our two offices is staffed by people who currently work in that market, not by visiting consultants. The Tallinn advisor is in Tallinn. The London advisor is elsewhere in the region. That means the market read is current, and the introductions are real.
