Given the project-oriented nature of
the business, which is sensitive to changes in the overall economic
environment, business capacity levels, industry trends, and the specific
growth or consolidation strategies and decisions by executives which drive
direct investment projects, it is difficult to predict how quickly
individual participants will benefit from some of the referral services.
This, in turn, may limit the initial growth of the services until any
skepticism about the value of all the services is overcome by a growing
track record of achievements.
For example, it will take time to develop a sufficient base of
corporate relationships, and to identify and support enough active projects from
start to finish, to satisfy the expectations of all potential participants among
the professional service providers or area representatives who might wish to be
introduced to such investors.
Since area representatives might all want to meet any major
investor with any plausible interest in their services, there will necessarily
be disappointments simply because it isn't appropriate for everyone to be
introduced to every investor. Choices must be made, but those are driven
by the executive, not ourselves, as the
graphic explanation of the process illustrates.
In particular, since such introductions are driven by the
choices of the executives involved, the flow of introductory referrals to any
single area representative or service provider will always be unpredictable in
any given interval of time. Over time, however, all participants should
see benefits from the services, which are not limited exclusively to the "lead
generation" value of making well-qualified introductory referrals.
As the number and quality of working relationships grow, and
the flow of referrals grows, all participants should benefit as a "rising tide
raises all boats"
It will take time and resources to grow all three networks and
the quality of working relationships so that the base of knowledge and contacts
available to serve corporate executives and other participants can exceed
These are potentially very large networks of contacts, with a
diverse range of needs and capabilities worldwide, requiring the effective
organization of an enormous amount of direct investment market knowledge to
serve all the participants well.
This will require talented people, time, and considerable
resources to achieve, and will only be possible by working closely with all of
the active participants.
For example, participation by area representatives and
professional service providers in the SICR
service will fund the growth of the team of relationship development leaders
who can identify, reach, and develop valuable working relationships among
corporate executives who are responsible for major direct investment
This will also require other marketing and research
investments to support the corporate relationship development work.
The SICR funding also supports the work required to remain familiar with the
capabilities of such participants so that more appropriate introductions can
be made. This may be complemented by GUIDE services.
Similarly, participation by area representatives and
professional services in the various GUIDE
services will fund the growth and quality of the very timely and more
reliable base of market knowledge necessary to support corporate executives.
GUIDE participation also supports development of closer working
relationships with the area representatives or service providers so that
their capabilities and interests are familiar and reinforced by knowledge of the experiences of
In general, corporate participants in the services of GDI
Solutions will not pay us directly for our support. Instead, their
participation and their projects fund our services indirectly by providing a
strong reason for area representatives and professional service providers to
actively participate and thereby improve the scope and quality of the market
knowledge and contacts available to support business.
An exception would be custom research work which is unique
to the needs of one corporate participant, or a small number of
participants, and beyond the scope of free services which can be justifiably offered
with the current funding provided by other participants. In such
exceptional situations, the corporate participants would be asked to fund such
custom research. A more
typical scenario, however, is that we would attempt to identify suitable
professionals to perform such research work, and then introduce them, so
that the executives might hire them directly. We would be more likely
to get involved when multiple companies want to sponsor research, in which
case we would subcontract whatever work we should not perform ourselves.
Of course, contributions by satisfied contacts and
supporters of our work are always welcome, too!
Call us to discuss that. Executives who find these services to be very valuable for their purposes,
and would like to see such services grow faster or expand in scope beyond
what the other participants have funded, are always encouraged to talk to us
about how to work together to further improve our services.