PAS programme
The PAS has three stages: the preliminary market analysis of the product or service, 7 executive sessions and the development and consolidation of the business plan and the go-to-market plan with the Chamber's methodological support, up to the final sharing workshop and the validation of the plan.
The methodology takes the company through a structured sequence that goes from reading the market to a validated entry plan. The market analysis and the plan start from the company's product, sector and entry model.
Entering a market is an event. Becoming part of it is an operating condition. In today's context, however, preparing for that integration does not necessarily begin after entry: it has become one of the very conditions for a commercial opportunity to move forward.
A company does not always control when the opportunity appears. But it can choose to be ready when it does.
The Italian market is the starting point of the pathway. The European context is brought in whenever its requirements, regulations or dynamics have a direct bearing on the company's case.
There are 7 executive sessions and the company takes all of them. The topics are listed below; the application to the actual case comes from the market analysis, the team's questions and the work on the plan.
How Italian companies assess international partners; distribution and relationship structures; legitimacy, reputation and trust; sustainability as a positioning factor; the difference between selling to Italy and operating in an integrated way within the European context.
Entry and operating models; strategic and tax implications; operational and regulatory barriers; local adaptation; commercial positioning; the risks and costs associated with misaligned entry decisions.
The main regulatory frameworks; operational requirements; recurring vulnerabilities; the role of institutions and local ecosystems; compliance, risk reduction and institutional readiness.
Sustainability and ESG in the European environment; criteria for commercial integration; relevant indicators and metrics; corporate adaptation and the relationship between regulatory pressure and competitive positioning.
Technological structure for international operations; integration between systems, platforms and partners; digital security; data protection; interoperability and scalability.
Adapting the business model; pricing; negotiation and decision-making dynamics in Italy; long-term commercial relationships and recurring mistakes in international positioning.
Corporate structures and formats for a local presence; strategic criteria for structural decisions; relevant tax and legal aspects; regulatory risks, operational protection and building a long-term institutional presence.
Both formats include the market analysis, methodological support for the business and go-to-market plans, the final sharing workshop, the validation and the 12 months of membership of the Chamber. The content and materials of the sessions are the same. What changes is the way the 7 sessions are taken, and the format chosen applies to the whole pathway. The Assisted format also includes the final negotiation simulation. In both formats the PAS Qualification is available as an option.
The team studies the 7 sessions independently, with the material provided by the Chamber on a platform: recorded sessions with professional narration and editable supporting material.
The company has 90 days to complete them, at the pace that best suits its team and with the participants it prefers.
The Chamber answers any questions in writing.
The 7 sessions are held in a classroom, remote or in person, by a qualified Chamber tutor, and last about 1.5 to 2 hours each.
The material is the same as in the Self-paced format. The tutor leads the sessions, answers questions and applies the topics to the company's actual context.
Questions that come up between sessions are also answered in writing. At the end, the team goes through a negotiation simulation with Chamber professionals in the role of buyers.
Recommended participation: we recommend that the main decision-maker involved in internationalisation takes part, together with up to three members of the team directly involved in the strategy and the execution of the project.
In the Assisted format, the sessions are led by a senior professional with an international executive profile and management experience in a multinational group operating in Italy and Brazil.
The material is the same in both formats and covers the full set of topics. In the Assisted format, the tutor applies that material to the company's own case, with questions, answers and feedback within the session itself.
The focus is Italy and Brazil. The conversation covers how decisions are actually made on the Italian side: trust built slowly, technical competence weighing more than formal hierarchy, and buy-in built from the bottom up.
In both formats the team has access to the platform with the recorded sessions and the support material, to revisit the topics during the pathway.
The PAS takes up the team's diary in a predictable way. These are the moments carried out with the Chamber.
| Activity | When | How |
|---|---|---|
| Opening meeting | Start of the pathway | Video call to gather the company's information and organise the calendar |
| Executive sessions | Self-paced: within 90 days. Assisted: 7 sessions of about 1.5 to 2 hours each | Self-paced: independent study of the material, at the team's pace. Assisted: in a classroom, remote or in person, with the tutor |
| Sharing workshop | After the plans are drawn up | Final sharing of the business plan and the go-to-market plan, developed and consolidated by the team with the Chamber's methodological support |
| Validation session | After the final workshop | Review of the final version of the plan and report of observations |
| Negotiation simulation | Assisted format only, at the end of the pathway | Simulated negotiation with Chamber professionals in the role of buyers, followed by a debriefing |
Between the sharing workshop and the validation, the team completes the plan. The market analysis is produced by the Chamber and delivered at the start of the pathway, before the sessions.
The calendar is set at the opening meeting, according to the chosen format and the availability of the necessary information.
| When | Activity | Deliverable |
|---|---|---|
| Start | Opening meeting and gathering of the company's information | Calendar and organisation of the pathway |
| Start | Preliminary market analysis of the product | Analysis dedicated to the product or service |
| Self-paced: within 90 days. Assisted: 7 sessions of about 1.5 to 2 hours each | 7 executive sessions | Sessions and support material |
| After the sessions | Business and go-to-market plans with methodological support | Business plan and go-to-market plan shared in the final workshop |
| After the final workshop | Validation session | Validated plan and report of observations |
| Assisted format only | Negotiation simulation and debriefing | Observations on the team's negotiation readiness |
| Close | Completion of the pathway | Certificate of participation |
| Close, as an option | PAS qualification | Qualification report and, if the outcome is positive, listing in the italbraX Register |
| For 12 months | Membership of the Chamber | CEO interview and presentation of the project to the community |
In both formats the company can request the PAS Qualification as an option of the pathway. At the end, the Chamber writes the qualification report against criteria communicated at the start, such as a validated business plan, production capacity, certifications and price positioning, based on what it observed during the pathway. If the outcome is positive, the company is listed for 24 months in the italbraX Register of qualified companies. The outcome may be negative.
Ask for an initial meeting: we will look at your context and whether the programme makes sense.