The Chamber's institutional programme
PAS programme - Percorso di Allineamento Strategico
Strategic, regulatory, institutional and operational preparation to enter and grow in the Italian market.
The PAS in one minute.
The PAS is the pathway developed by the Chamber to support Brazilian companies in the preparation they need in order to operate more consistently in the Italian market.
More than passing on information about a new market, the pathway helps the company understand the context, identify vulnerabilities, structure decisions and prepare its team to turn a commercial opportunity into a more consistent presence.
The PAS also runs in the opposite direction: PAS Brazil prepares Italian companies to enter the Brazilian market. See all services for companies.
Why we created the PAS
The context of internationalisation has changed.
The provisional application of the EU-Mercosur trade agreement opens new possibilities for Brazilian companies interested in the European market. At the same time, making the most of those opportunities calls for preparation for a more complex context.
In many internationalisation pathways, the approach began with commercial promotion and some adjustments were dealt with in depth as negotiations advanced. Today, questions of regulation, sustainability, traceability, reputation and operational capacity can influence the choice of supplier itself and the viability of the proposal. They therefore need to be considered from the moment preparation for the market begins.
A response to this new context
The PAS was created to help companies build the conditions they need in order to access the Italian market, operate in it and become part of it.
What the company develops
Along the pathway, the company works on different dimensions of its preparation for the Italian market:
- understanding of market, regulatory and operational dynamics;
- strategic and institutional alignment;
- preparation for European sustainability and competitiveness requirements;
- positioning and entry strategy;
- negotiating and relationship-building capacity in the Italian context;
- readiness of the organisation to execute its internationalisation strategy.
These dimensions are worked on from the perspective of executive decision-making, helping the company understand how they relate to one another, set priorities and turn knowledge into the capacity to decide and to execute.
A structured preparation pathway
The PAS is built on the Chamber's proprietary methodology and has three stages: the preliminary market analysis of the product or service, carried out by the Chamber; 7 executive sessions; and the development and consolidation of the business plan and the go-to-market plan by the company, with the Chamber's methodological support, up to the final sharing workshop and the validation of the plan.
The company chooses one format for the whole pathway. In the Self-paced format the team studies the 7 sessions independently, with the material provided by the Chamber, within 90 days. In the Assisted format the 7 sessions are held in a classroom, remote or in person, by a qualified Chamber tutor who applies the topics to the company's case, and the pathway ends with a negotiation simulation. The pathway includes 12 months of membership of the Chamber.
What the company takes away at the end
On completing the pathway, the company will have:
- a dedicated market analysis, produced by the Chamber for its product or service in the Italian context;
- a business plan and a go-to-market plan developed and consolidated with the Chamber's methodological support, shared in a final workshop and validated by the Chamber;
- a team better prepared to negotiate, decide and operate in the Italian context;
- materials, records and references produced during the pathway to support the next steps;
- 12 months as a member of the Chamber, with an interview with the CEO in the Brasilidade Empresarial newsletter and a presentation of the project to the Chamber's community.
As an option, in both formats, the company can request the PAS Qualification: at the end of the pathway the Chamber assesses the company's readiness against criteria communicated from the start and, if the outcome is positive, lists it for 24 months in the italbraX Register of qualified companies.
Does the PAS make sense for your company?
Access to the PAS begins with a conversation to understand the company's context, its objectives and the moment it has reached in its internationalisation.
From there, we assess whether the pathway suits the need presented and what the next steps are.
Is the PAS the right route for your company in Italy?
Ask for an initial meeting: we will look at your context and whether the programme makes sense.