Vendor Spotlight--How to Make a Successful Match in Europe (841
Above all, make sure you are compatible. Schedule time during the visit to meet the personalities you will work with and, to some extent, the infrastructure they employ. Are there language difficulties? Can the infrastructure be aligned with your own?
There is also little rationale in selecting a business partner if its economy is unstable and there is little choice of collection systems. At the moment, currencies are different across Europe; however, this will change in 2002 as countries across Europe will start trading in the Euro. Collection payments should include convertibility and ease of exchange, inflation rates and long-term trends.
It is important to evaluate, decide and then implement. You need to thoroughly examine all dynamics within your intended market. After you have assessed the criteria essential to your business, select a business partner that fulfills a good majority of those criterion. As with making any good decision, it is essential that you first consider all your options.
Stewart Oxley is associate director of business development at prolog.uk.com, a fully integrated marketing support service provider based in the United Kingdom. He can be reached at +44 1787 884429 or by e-mail: firstname.lastname@example.org.