Why Overseas Partner Searches Are More Involved Than You Think

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During the past two years, Xport has carried out several Partner Searches for Finnish companies who want to grow their overseas business. This has been done for several different industries going to different countries. We have done this to invite people to meet at a trade show booth, arrange face-to-face meetings or find distribution partners.

Naturally, we don’t have direct contact to all the potential purchasers in every sector in every country, so this is how we go about the task: More than just cold calling, it is not a quick process. It often involves several calls & e-mails over a period of weeks.
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LESSONS I LEARNED CONDUCTING OVERSEAS PARTNER SEARCHES

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In mid-2014, I was introduced to the theory of Lean Exporting in the paper ‘The Entrepreneurs’ Guide to: Lean Exporting’ by Maria Cristina Hernandez – Global MBA.

This was a 6-step guide to exploring and entering overseas markets with the minimum of investment. Below is a very brief summary of the steps, you can read the full article on the website of Cristina’s company Managed Strategies

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2 NEW THOUGHT-PROVOKING THEORIES TO MAKE EXPORTING EASIER FOR FINNISH SMEs

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Image courtesy of smarnad / FreeDigitalPhotos.net

Quite often the Finnish small and medium sized companies hesitate starting their export sales. They often think export as overwhelming and expensive to start and the management don’t have enough time to dedicate to export operations. Below I’ve summarized two new theories that might make exporting seem less intimidating.

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