Do I need a partner for every country?
How do I select and work with them?

In order to provide goods and service into international markets, many companies choose to build a network of partners, working with local companies in many countries. This in-depth workshop will provide a framework for selecting and working with multiple partners. Topics covered include:

  • Distributors & Agents – what’s the difference & which do I need?
  • How to evaluate a potential distributor / agent
    • Location
    • Experience
    • Connectivity
    • Coverage
    • Communications
    • Culture
    • Trust
  • Exclusive or non-exclusive contracts?
  • How long should a contract last?
  • Where can I ‘find’ a ‘standard’ contract to use?
  • Applicable law?
  • Managing partners, building a long-term relationship
    • Communication
    • Setting sales targets
    • Training
    • During the pandemic

In addition, this workshop will also discuss tender based sales:

  • Tenders, the good, the bad and what to watch out for!
    • The information you need to know
    • Source
    • Liability
    • Schedule (and performance bonds)

Who should attend:

  • Company Founder, CEO, COO, CFO etc.
  • Export Manager / Director
  • International Sales & Marketing team

About the series

This workshop is one of an initial series of four interactive on-line workshops. Each workshop will be a deep dive into a specific topic related to exporting and how to achieve international growth.

All of the workshops will be on-line with a maximum of 10 delegates, providing ample opportunity to ask the facilitator in-depth questions and for group discussions of the issues raised.