FRD Center -  A Guide to Successful Business Partner Search
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FRD Center - A Guide to Successful Business Partner Search

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Using professional services for a Business Partner Search process in emerging markets in CE and SE Europe, offers you the following advantages: ...

Using professional services for a Business Partner Search process in emerging markets in CE and SE Europe, offers you the following advantages:

realistic results in a given timeframe
money well spent with expected results
direct contact only with selected potential partners that:
speak the language
understand the business culture
have experience and expertise
are interested in a potential collaboration
have a verified track record of successful business
possibility of follow-up and pursuit in local language

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  • Using professional services for a Business Partner Search process in emerging markets in CE and SE Europe, offers you the following advantages:

    realistic results in a given timeframe
    money well spent with expected results
    direct contact only with selected potential partners that:
    speak the language
    understand the business culture
    have experience and expertise
    are interested in a potential collaboration
    have a verified track record of successful business
    possibility of follow-up and pursuit in local language
    Are you sure you want to
    Your message goes here
    Processing…
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    FRD Center -  A Guide to Successful Business Partner Search FRD Center - A Guide to Successful Business Partner Search Presentation Transcript

    • FRD Center Market Entry ServicesA Guide to Successful Business Partner Search in Eastern Europe 2010
    • Why professional Partner Search services? ProblemsIn emerging markets such as those of Romania, Poland, CzechRepublic, Slovakia, Bulgaria, Ukraine, Russia, Turkey, the BalticStates, Serbia etc. FINDING RELIABLE BUSINESS PARTNERS can be:• time consuming• money consuming• frustrating• unsuccessfulfor a variety of reasons including:• different business cultures• poor or no language conduct• different basis of understanding• slow speed of response and follow-up• unrealistic expectations• overstated capabilities 2
    • Why professional Partner Search services? SolutionsUsing professional services for a Business Partner Search process inemerging markets in CE and SE Europe, offers you the followingadvantages:• realistic results in a given timeframe• money well spent with expected results• direct contact only with selected potential partners that: • speak the language • understand the business culture • have experience and expertise • are interested in a potential collaboration • have a verified track record of successful business• possibility of follow-up and pursuit in local language 3
    • What professional Partner Search services FRD Center offer?PHASE ONEa - Market scan for the identification of local players: potentiallocal partners (eg. importer-distributor, supplier) or potentialdirect clients (based on the specific requirements of the Client)b - Selection based on criteria provided by the Client (eg. type ofactivity, expertise, brands represented, national coverage,minimum turnover)c - Client receives profiles of selected players / companies andshort-lists most relevant ones to be approached by theConsultantd - Identification and validation of contact details for the mostrelevant counterparts (i.e at Manager level) in the respectiveshort-listed companies 4
    • What professional Partner Search services FRD Center offer? PHASE ONE profiles of short-lists identificationidentification selected most relevant selection ones to be and validationof local players / approached of contactplayers / companies details by thecompanies Consultant 5
    • What professional Partner Search services FRD Center offer?PHASE TWOe - Individual direct approach of the relevant staff in the localcompanies / playersf - Product / services and company presentation on behalf of theClientg - Pursuit and assessment of interest from the respective localtargets – if required visits to respective companies for datavalidation and confirmationsh - Arranging and securing meetings for the Client company withthe local targets that have expressed interest in a 1-2-1 meetingi - Assistance with arranging and confirming the businessitineraryj- Follow-up and pusuit of local leads 6
    • What professional Partner Search services FRD Center offer? PHASE TWO product / arranging confirmingindividual pursuit and the services and anddirect company assessment securing business follow-upapproach presentation of interest meetings itinerary 7
    • What professional Partner Search services FRD Center offer?ADDITIONALShould our Client require, we also provide additional servicessuch as:- accompany to the meeting, minutes of the meeting- assistance with translation- secretarial services, assistance with booking accommodation,logistic support- transport to meetings- assistance with negotiations- pursuit to deal closure- monitoring of the local partner’s activity / sales / store presenceetc.- marketing support 8
    • SectorsOur Clients for Partner Search services so far are active insectors such as:• agribusiness, equipment for agriculture, fertilizers, greenhouses• automotive manufacturing, industrial production, tooling• electronic equipment, IT&C, software, telecom, accessories• FMCG, retail, garments, cosmetics, foods and beverages, bio-products• furniture, home décor, fashion, hospitality• renewable energy, waste management, wastewater purification• motorcycles, auto, lubricants• oils, varnishes• medical equipment and services, laboratory equipment andaccessories• pharma, health supplements• plastics, rubber, special foams• construction materials and specialised services 9
    • Types of PartnersOur Clients have been looking for the following types oflocal Partners in CE, SE and Eastern Europe:• importer-distributors, B2B distributors• wholesalers• specialised resellers• system integrators• joint-venture partners• targets for acquisition• direct B2B clients• greenfield investment opportunities• master franchisors / licensees• agents / representatives• suppliers / providers of specific materials 1 0
    • Examples of recent Partner Search projects 2010August - November 2010: Spanish Client, greenhouses and irrigationinstallations: Market scan, identification and selection of local businesspartners in the sector, company presentation on behalf of the client andassessment of interest from the Romanian targets, business itinerary andfollow-upJuly - September 2010: Spanish Client, motorcycle spare parts andaccessories: Market scan, identification and selection of local businesspartners in the pharmaceuticals production, product presentation on behalf ofthe client and assessment of interest from the Romanian targets, businessitinerary and follow-upMay - June 2010: Irish Client, pharmaceuticals tooling: Market scan,identification and selection of local business partners in the pharmaceuticalsproduction, product presentation on behalf of the client and assessment ofinterest from the Romanian targets, business itinerary and follow-upJanuary - March 2010: Canadian Client, women garments & lingerie: Marketscan, identification and selection of local business partners in the womengarments sector, product introduction and assessment of interest from targets,business itinerary to be arranged in Q3 2010 1 1
    • Examples of recent Partner Search projects 2009 - 2010November 2009 - March 2010: Canadian Client, fast food chain ofrestaurants: Market scan, identification and selection of local businesspartners in the fast food sector, product presentation and assessment ofinterest from targets, business itinerary and follow-up. Assistance forjoint venture with Romanian partner by end of 2010.June – October 2009: German Client, automotive componentsmanufacturing: Market scan, identification and selection of localbusiness partners in the automotive and industrial manufacturing sector,product presentation and assessment of interest from targets, businessitinerary and follow-upMarch - June 2009 - Irish Client, secure card printing and production:Market scan, identification and selection of local business partners in theprinting and advertising sector, product presentation and assessment ofinterest in a collaboration from the Romanian targets, business itineraryand follow-up 1 2
    • Examples of recent Partner Search projects 2009February - March 2009: Irish Client, architecture: Market scan,identification and selection of local business partners in the constructionservices sector, services and portofolio introduction and assessment ofinterest from targets, business itinerary and follow-upJanuary - February 2009: US Client, restaurants: Market scan,identification and selection of local business partners in the fast foodsector, product presentation on behalf of the client and assessment ofinterest from targets, business itinerary and follow-upNovember 2008 - March 2009: Swiss Client, automotive manufacturingtooling: Market scan, identification and selection of local businesspartners in the automotive and industrial manufacturing sector, productpresentation and assessment of interest from targets, business itineraryand follow-up 1 3
    • Added-value services by FRD CenterThe FRD Center Market Entry Services team have been providingprofessional Partner Search services for over 10 years.Some of the competitive advantages are:- professional approach- comprehensive market scan and player identification- track record of successful partner search and qualificationprojects- role of trusted local partner for the Client- national network of experienced consultants- regional partnerships with similar consulting firms in countriessuch as:Poland, Baltic States, Russia, Bulgaria, Slovakia, Hungary, Turkey- excellent reputation 1 4
    • ContactJackie BOJOR, Director FRD Center Market Entry Services Bucharest, RomaniaTel: +4021 411 1460Fax: +4021 411 1461 e-mail: europa@frdcenter.ro www.frdcenter.ro 1 5