From an introduction to a partnership that lasts
Why exchanging contact details is the smallest part of international business development — and what must happen next.
01A match is a hypothesis
Two companies may look compatible by category and geography yet differ in capacity, decision speed, channel access, payment expectations or service culture. A useful introduction begins only after these practical conditions are understood on both sides.
Build a shared commercial case
The next step is not another presentation. It is a shared view of customer, range, price, channel, volume, responsibilities and timing. When these are explicit, both sides can test the same opportunity instead of pursuing different assumptions.
Stay close after the first yes
Negotiation, samples, registration, supply planning and the first order expose new information. Continuous coordination turns that information into decisions and prevents small gaps from becoming reasons for the relationship to stop.
01Assess both organisations, not only both products.
02Put channel, price and responsibilities in one shared plan.
03Treat the first order as the start of operating together.