This is where the “rubber hits the road” in the selected target market(s)
Identification of prospective partners and routes to market, which could involve walking trade shows, meeting government and industry groups and utilising our locally based export experts to do the preliminary work ahead of setting up face to face meetings.
Meetings to assess “fit” is typically the next step and after each meeting we will discuss the outcomes with you and refine the analysis process as required. It is important that as we narrow down the prospective partners that you are prepared to visit in country for a round of face to face meetings, “people do business with people” and it is important that a relationship is established at the outset.
Following the face to face meting and whilst you are still in the country we need to spend at least a half day to thoroughly review and make decisions on which partner/route to market is the optimum. It is often the case that no one distributor or agent can service all industry sectors, being clear from the outset about expectations of partners is key.