Determinación del Territorio de Ventas

In conclusion, it has been established and decided that Bigmond will enter into Mexico as a top Executive Search company hiring senior level management. When entering the Mexican market, Bigmond will only work with companies that share in the same core values of equality, quality, passion and responsibility and will continue to do background checks of all companies that they work with. In the Porter’s Five Forces analysis, it was found that there are existing competitors in the Mexican market that would result in competition for Bigmond, but entering the Mexican market is feasible because of the ease of doing business and low barriers of entry. In the following chapters there will be an illustration of quantitative and qualitative data analysis

• Bigmond's Network and Maitenance Process

• Positioning, Executive Insider & Strong Client Support Structures

• Organizational Division Structure, Flexibility and Quality

• Limited Strategic Options and Hampered Risk-Taking Opportunities

• Superior Accounting Standars and Internal Control System

• Small Profit Margins and Firm-size bvsed Resource Constraints

• Promotion of Equality and Diversity within the Workplace

• High CEO requirements for Strategic Expansion

• Highly diverse communication channels

• Resource Constraints limiting Information System Potential

• Sustainable Innovation Capabilities and New Product Development

• Limited Scope of Innovation due to Resource Constraints

• Managment's Developed Competencies, ISO Certification

• High CEO Dependency within Key Processes

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that will determine the specific city that the potential Bigmond office will be situated. Moreover, with the PESTEL analysis, it was learned that entry would be favorable because of the existing Pacific Alliance and current economic standing. Additionally, although not a goal of Bigmond, entering into Mexico would also allow the gain of NAFTA which has both positive and negative effects to doing business. Furthermore, with the AMOFHIT analysis, the internal strengths and weaknesses of Bigmond were found. Strengths that Bigmond possesses are its professionalism, customer contact, sales process, onboarding training, flexibility, quality, accounting standards, internal control systems, and equality and diversity within the workplace. The company does have room for improvement, such as improving innovation and expansion which will be addressed in the following chapters to provide a clear analysis on how these factors can be improved for a successful entry to Mexico. Overall, a thorough analysis has been provided to assess the competitive, macroeconomic, social, legal, political and environmental environments.

Moving forward, key opportunities and problems will be identified along with a literature review of supporting documents. Main findings are presented in the following SWOT framework, see Table 8.

Table 8

SWOT Analysis

Strengths (Internal) Weaknesses (Internal)

 Organizational flexibility.

 High innovation capabilities.

 Commitment to doing responsible business and ISO certification.

 High management capabilities and experience.

 Superior service offer.

 Focus on promoting equality.

 Financial and resource constraints

 Limited risk-taking opportunities

 High CEO dependency.

 Manual maintenance process.

 Short forecasting time frames.

 Lack of an international high-class network.

 Lack of international brand recognition.

Opportunities (External) Threats (External)

 Need for executive top talent due to low educational standards.

 Need for high innovation capabilities.

 Increasing commitment to doing responsible business.

After presenting the internal, external analysis and the SWOT analysis, it is necessary to define what would be the main competitive advantage of Bigmond in the market:

Certifications of Social Responsibility, Non-corruption and Human rights. Due to the great tendency of the Mexican market to create an inclusive environment, in which equal opportunities are promoted for all Mexicans, in terms of education, access to basic services and hiring. This represents a great opportunity for Bigmond, since unlike other competitors, part of its differentiation is to maintain the certifications of equality, non-corruption, socially

responsible company and human rights in the Mexican market.

Certifications in quality based in ISO 19001. The development of the selection processes will also allow a differentiation compare to the competitors, who has been investigated through

the personal interviews and they do not present a clear differentiator of what they consider as a competitive advantage. They are based on years of experience or specialization, but there is no document to prove it.

Certifications in Environmental Activities. - In the same way, the environmental certifications will also allow Bigmond to remain aligned with the efforts of the Mexican government in its plans to conserve the environment.

All these certifications will allow Bigmond not only to differentiate himself from his competitors but to align himself with the government's plan to promote these good initiatives and the creation of new laws related to these movements. This will bring an advantage to Bigmond in every way, since it will be prepared for what is being implemented for the future of Mexico, this will help it to position itself quickly in the market while the competition will be migrating to these guidelines. It will give you time to create value and acquire market share in Mexico. The processing of certifications is a difficult and expensive process, as well as an effort to maintain the conditions of the certification. That is why it is considered a competitive advantage because it could be considered a barrier for competitors to imitate the processes.

Chapter II: Key Opportunity