Insights
Short notes on the decisions that come up again and again when a company crosses the border.
Where these notes come from
Each note comes out of a conversation that recurred often enough to deserve a written answer: the corporate structure argued over too early, the entry price that looks prudent and closes doors, the first contract that takes twice as long as the plan says. They are not news pieces or summaries of somebody else's research. They are the concrete decisions a Latin American company faces on entering the United States, and a U.S. company on building the region, told with the judgment we bring to the work.
LLC or C-Corp: the question that arrives too early
Almost every company looking at the United States starts with the corporate structure. It is usually the last decision to make, not the first.
Your first U.S. customer takes longer than the plan says
Not because the product fails to interest anyone. Because buying from a new foreign supplier carries an internal cost nobody invoices, but somebody pays.
Five questions before you commission a feasibility study
Most feasibility studies get filed without changing a single decision. The problem is almost always in the brief, not the analysis.
The costliest pricing mistake when entering the US
Entering cheap looks prudent. In practice it is the fastest way out of the conversation with the customers you wanted.
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