WHERE WE WORK
Where do you want to go?
A corridor is a direction, a target market and a field, agreed in writing before the work starts.
Why we ask this and not “who are you”
Most firms in this business sort their clients by nationality. It reads well and it answers the wrong question.
A Korean manufacturer and a German one, both looking at Baghdad, face nearly the same wall. The same German manufacturer looking at Warsaw faces a different one entirely. What determines the work is the direction of travel and the field — not the passport of the company travelling.
So this is the question we ask first, and it is the question our contracts open with.
Three directions
These three are where our judgement is sharpest. They are not a fence: a Korean software house heading for Warsaw, an American manufacturer heading for Baghdad — the direction defines the corridor, not the passport. If your route is not drawn above, it almost certainly still runs through one of our markets.
THE SECOND QUESTION
Once the direction is set, the field decides almost everything else. Regulation, buying cycle, who signs, how long it takes.
NOT SURE WHICH CORRIDOR YOU ARE IN?