Plan 6 – With Who? Each of your plans stands alone, so you can build tactical plans for specific areas of interest for you. Work through all the plans to create a comprehensive export strategy. As you complete and submit a plan a copy will sent to your email address for you to keep and review . Start planning! Please enable JavaScript in your browser to complete this form. - Step 1 of 7Name *Company *Business nameEmail *Your email addressAdvisor's emailOptional: send a copy to your advisorOur Approach to partner selectionWe are looking for long-term partners with whom we can work to develop a market, not just make a quick saleWe are looking for commitment from them and we are also prepared to put commitment into our partnershipWe are prepared to put effort into understanding the market before we make firm approaches to partnersWe are prepared to trawl the market to find the best possible partnerWe are prepared to put effort into carefully researching a partner prior to appointmentWe are prepared to visit potential partners as part of the selection processOur approach to partner identification will be based on (select):Meeting potential partners at exhibitionsNetworking to potential partners through Chambers of Commerce, Export Clubs, Trade Associations etc,Networking to potential partners using on-line networksUndertaking our own partner search projectAsking embassy-based staff to undertake a partner search project on our behalfOther ThoughtsNextASSESSING CAPACITY AND CAPABILITYWhen interviewing prospective partners prepare a list of standard questions you will ask everyone. Select from the questions below and refer back to your ideal partner profile to make sure you have covered all the bases.Questions We Need to Ask a Potential PartnerBasic ProfileHow long have you been established?What is your turnover?How many staff do you employ?How many of these are sales staff?Other...OperationalDo your key people speak a language common to us both?Will I be able to have direct contact with your sales staff?What office/storage/distribution facilities do you have?Do you deal with faulty goods/warranties?Do you carry spare/replacement parts?What back-up/technical services do you offer?Other...Product KnowledgeWhat additional product knowledge will your technical staff need?What additional product knowledge will your sales staff need?Other...Customer BaseHow many of my key target customers do you already deal with?What sectors are you active in?What proportion of your business is in each sector?What is your share of the market (by sector)?How many active accounts do you have?How many of these offer potential for my product?How many are trade as opposed to retail accounts?Other...TerritoryHow big is the territory that you cover?What % of your business comes from which areas?Other...CommercialWhat competing product ranges do you already carry?What complementary product ranges do you already carry?How many Principals do you already work with?Are any of these British?How do you promote your business?How does your sales operation work?What payment terms do you expect from customers?Other...Market KnowledgeWho are the competitors for my product?How are they positioned in the market (price, product benefits)?What trends do you currently see in the market?Other...Opportunity OrientationWhere do you see your business going?What growth are you projecting?Do you see an opportunity for your business with my product/range?How does my product fit into your strategy?What could you realistically achieve with my product?What investment are you willing to put behind my product?Other...ReferencesWho are your bankers? (get name and address for reference)Can you give me two trade references?Other...NextOur Approach to Partner CommitmentWe are looking for a partner relationship, not just a customer/supplier relationshipWe go to initial meetings with an understanding of the marketWe expect them to understand our productWe go to initial meetings having researched the potential partnerWe expect them to have researched usWe expect them to undertake initial research and provide feedbackWe are prepared to contribute towards initial research to show commitmentWe expect them to share ideasWe are prepared to share our ideasWe expect them to involve us in their planningWe are prepared to work together on a plan and help solve problemsWe expect them to visit usNextPitch to a potential partner1. Putting Your Business CaseEstimated market sizeNumber of customers/outletsCurrent estimated market share:Growth trend: Last three yearsGrowth trend: Next three years projectedOther features underpinning your current success (competition, trends etc)Your partner’s market. Why you believe there is a significant opportunityKey market features and trends (these may be political, economic, social e.g. demographic, technological, legal, environmental e.g. climate, geography etc)Estimated size of market opportunityKey geographical opportunitiesKey sectoral opportunitiesKey named potential clientsOther features underpinning the opportunity (competition, trends etc)2. Your DifferenceKey product benefitsUK design/manufacture?Cost savings (quantify)Time savings (quantify)Performance benefits (quantify)Warranty claims (quantify)What customers/partners have said about your product3.. Your CredibilityKey features of company history, including international:Key expertise (personal and team)Company’s position in the marketplaceAwards, recognitions (e.g. ISO 9000) and memberships (e.g. Chamber of Commerce, Trade Association) Ethos and philosophyKey customers/partners (named if appropriate)What customers/partners have said about your companyNextOur Contractual ApproachWe will underpin our partner relationships with a formal contractWe will take legal advice on the drawing up of a simple contractWe will inform ourselves further by completing the ExportSavvy Module ‘Contracts with Partners’ in the Legal Considerations area of the Professional SuiteNextOur Relationship Development StrategyAdditional product trainingAdditional sales/promotional trainingShare marketing ideasIntroduce volume discounts/commissionsCreate/share good news storiesCreate an ‘award’ systemImprove performance reviews/annual reviewGet rid of ‘demotivators’ (poor responses, system problems, late payments etc)Set deadlines for agreed performance improvements/terminate contractsYour NotesNextAGREEING AND REVIEWING TARGETSActions we can take to improve management of performance targets:Agreeing targetsResearch to clarify our performance expectationsInclude performance targets as part of our partner contractExtend performance targets beyond simple sales targetsReviewing TargetsInclude more specific feedback from the market in reviewsUse reviews as an opportunity to discuss partner needs for additional supportIntroduce regular formal reviews; Frequency?Annual ReviewFull annual reviewVisit partner at least once a yearSo………what’s next?Make a pledge for actions that you are going to take to find and engage with helpful third parties.I WILL undertake all of the actions below: Complete the “Who With?” course on ExportSavvyComplete the ExportSavvy course on “Doing Business With Agents and Distributors”Complete the flatplan – you can find this in your toolkitConsider how we will get value from overseas partnersProfile overseas partnersTalk to our coach about how to find international partnersDevelop a recruitment process – including filters, a pitch and legal agreementsDevelop an on boarding process – including trainingDevelop a management and communication processRegister on the ExportSavvy Community to engage with other ExportersComplete “Legal Considerations” course on ExportSavvyComplete “Logistics Considerations” course on ExportSavvyComplete “Financial Considerations” course on ExportSavvyAsk our advisor about additional operational assistanceSome additional actionsI will involve the following colleagues as I develop my thinkingI will seek / ask for additional help for the following as I develop my thinkingCommentSubmit
