frd center - a guide to successful business partner search

FRD Center Market Entry Services

2010

A Guide to Successful Business Partner

Search in Eastern Europe

2

Why professional Partner Search services?Problems

In emerging markets such as those of Romania, Poland, Czech

Republic, Slovakia, Bulgaria, Ukraine, Russia, Turkey, the Baltic

States, Serbia etc. FINDING RELIABLE BUSINESS PARTNERS can be:

• time consuming

• money consuming

• frustrating

• unsuccessful

for 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

3

Why professional Partner Search services?Solutions

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

4

What professional Partner Search services FRD Center offer?

PHASE ONE

a - Market scan for the identification of local players: potential local partners (eg. importer-distributor, supplier) or potential direct clients (based on the specific requirements of the Client)

b - Selection based on criteria provided by the Client (eg. type of activity, expertise, brands represented, national coverage, minimum turnover)

c - Client receives profiles of selected players / companies and short-lists most relevant ones to be approached by the Consultant

d - Identification and validation of contact details for the most relevant counterparts (i.e at Manager level) in the respective short-listed companies

5


PHASE ONE

selectionidentification

of local

players /

companies

profiles of

selected

players /

companies

short-lists most relevant ones to be approached by the

Consultant

identification

and validation

of contact

details

6


PHASE TWO

e - Individual direct approach of the relevant staff in the local companies / players

f - Product / services and company presentation on behalf of the Client

g - Pursuit and assessment of interest from the respective local targets – if required visits to respective companies for data validation and confirmations

h - Arranging and securing meetings for the Client company with the local targets that have expressed interest in a 1-2-1 meeting

i - Assistance with arranging and confirming the business itinerary

j- Follow-up and pusuit of local leads

7


PHASE TWO

product / services and company presentation

pursuit and

assessment

of interest

arranging and

securing meetings

confirming

the

business

itinerary

follow-upindividual direct approach

8


ADDITIONAL

Should our Client require, we also provide additional services such 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 presence

etc.

- marketing support

9

Sectors

Our Clients for Partner Search services so far are active in sectors 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 and

accessories

• pharma, health supplements

• plastics, rubber, special foams

• construction materials and specialised services

1

0

Types of Partners

Our Clients have been looking for the following types of local 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

1

Examples of recent Partner Search projects2010

August - November 2010: Spanish Client, greenhouses and irrigation

installations: Market scan, identification and selection of local business

partners in the sector, company presentation on behalf of the client and

assessment of interest from the Romanian targets, business itinerary and

follow-up

July - September 2010: Spanish Client, motorcycle spare parts and

accessories: Market scan, identification and selection of local business

partners in the pharmaceuticals production, product presentation on behalf of

the client and assessment of interest from the Romanian targets, business

itinerary and follow-up

May - June 2010: Irish Client, pharmaceuticals tooling: Market scan,

identification and selection of local business partners in the pharmaceuticals

production, product presentation on behalf of the client and assessment of

interest from the Romanian targets, business itinerary and follow-up

January - March 2010: Canadian Client, women garments & lingerie: Market

scan, identification and selection of local business partners in the women

garments sector, product introduction and assessment of interest from targets,

business itinerary to be arranged in Q3 2010

1

2

Examples of recent Partner Search projects2009 - 2010

November 2009 - March 2010: Canadian Client, fast food chain of

restaurants: Market scan, identification and selection of local business

partners in the fast food sector, product presentation and assessment of

interest from targets, business itinerary and follow-up. Assistance for

joint venture with Romanian partner by end of 2010.

June – October 2009: German Client, automotive components

manufacturing: Market scan, identification and selection of local

business partners in the automotive and industrial manufacturing sector,

product presentation and assessment of interest from targets, business

itinerary and follow-up

March - June 2009 - Irish Client, secure card printing and production:

Market scan, identification and selection of local business partners in the

printing and advertising sector, product presentation and assessment of

interest in a collaboration from the Romanian targets, business itinerary

and follow-up

1

3

Examples of recent Partner Search projects2009

February - March 2009: Irish Client, architecture: Market scan,

identification and selection of local business partners in the construction

services sector, services and portofolio introduction and assessment of

interest from targets, business itinerary and follow-up

January - February 2009: US Client, restaurants: Market scan,

identification and selection of local business partners in the fast food

sector, product presentation on behalf of the client and assessment of

interest from targets, business itinerary and follow-up

November 2008 - March 2009: Swiss Client, automotive manufacturing

tooling: Market scan, identification and selection of local business

partners in the automotive and industrial manufacturing sector, product

presentation and assessment of interest from targets, business itinerary

and follow-up

1

4

Added-value services by FRD Center

The FRD Center Market Entry Services team have been providing

professional 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 qualification

projects

- role of trusted local partner for the Client

- national network of experienced consultants

- regional partnerships with similar consulting firms in countries

such as:

Poland, Baltic States, Russia, Bulgaria, Slovakia, Hungary, Turkey

- excellent reputation

1

5

Jackie BOJOR, Director

FRD Center

Market Entry Services

Bucharest, Romania

www.frdcenter.ro

Tel: +4021 411 1460

Fax: +4021 411 1461

e-mail: [email protected]

Contact