Justworks International<>Apoorva

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Framework for Employer of Record (EOR) Company Expansion

If I'm asked to, here's how I'd tackle the expansion of our EOR company into new countries:
Hey Reader,
I've crafted a high-level framework for extending an EOR business into new countries. Although this outline represents my preliminary attempt, it's formulated without direct exposure to the operations. My understanding is based on observations from the sidelines.
However, I am confident that with deeper insights and firsthand information, my contributions will evolve to be even more substantial and effective.
Happy reading!

I will divide the overall approach into 3 phases.

Phase 1: Market Attractiveness
Phase 2: Operational Feasibility
Phase 3: Strategic Alignment

If a country ranks high on these 3 factors, it would be a good strategy to expand to that.

—— Please open the Miro Mindmap in a new tab; it will help you understand my approach in the best manner.

Phase 1: Market Attractiveness

Out of the list of the target countries we have we need to check them against 4 criteria -

Talent Pool

Does the country possess a skilled workforce that aligns with the needs of our client base?

Business Growth

Does the country exhibit a rising trend of companies seeking global expansion?

EOR Awareness

Does the country have high/low/medium existing market penetration of EOR solutions?

Economic Growth

Does the country rank high in terms of economic growth?

To be noted -
Skilled workforce can be measured on the basis of language skills, cultural fit, and cost-competitiveness
Identify industries with a high demand for flexible hiring practices, such as startups, tech companies, and those with project-based work.
Look for countries with complex regulatory environments or high administrative burdens for employers, which make EOR services even more attractive.
High Economic growth indicates a potential increase in demand for foreign talent and corporate expansion, fueling the need for our EOR services.

Phase 2: Operational Feasibility

Regulatory Environment

Under Regulatory environment of a country check for-

Employment Laws

Does the country have clear and stable rules about employment, or are they complicated and subject to change?


Does the country offer favorable tax structures for international employment, and how do these impact Employer of Record (EOR) operations and their clients?

Ease of Doing Business

Does the country offer streamlined processes for both company incorporation and work permit applications?

Infrastructure and Technology

Does the country possess sufficient technological maturity and internet connectivity to guarantee smooth operations for businesses?

Operational Efficiency

Under Operational Efficiency of a country check for-

Time Zone Alignment

Does the country's time zone support efficient communication and collaboration with your client's global team?


Does the country have a significant English-speaking population, which (while not essential) can facilitate initial operations?

Cost of Operation

Does the country rank high or low in terms of setup costs, ongoing expenses, and potential taxes when considering establishing a business there?

To be Noted
Favorable tax structure for an EOR would include Low Corporate Tax Rates, Tax Treaties to prevent double taxation and offer exemptions, Simplified Tax Compliance and Payroll Taxation.
Favor countries with clear and predictable legal frameworks for EOR operations.
Evaluate the ease of establishing a legal entity and complying with labor laws, tax regulations, and visa requirements in each target country.
Partner with local legal and tax advisors to understand the complexities and potential risks involved.
Also assess the available infrastructure for efficient payroll processing, benefits administration, and secure data storage.
Consider factors like office space, staffing, and technology investments.

Phase 3: Strategic Alignment

Client Base and Future Growth:

Does our client base currently or in the future spread across similar areas as our target markets within the country?

Competitive Landscape:

Does the country have competing EOR companies, and what services do they offer?

Long-Term Growth Strategy:

Does the country's expansion strategy align with the long-term vision of the company?

To be Noted
Prioritize countries that offer potential for future regional expansion or serve as gateways to larger economic blocs.
Identify the potential gaps or limitations in the competitor's services that we can capitalize on.
Look at countries that have agreements to trade freely with places where our clients are located.

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