Date: 2013-08-05

The International Entrepreneur – 5 Ways to Lose an Important International Client

I often dole out advice on how to find overseas partners and expand into international markets. Today I am taking a different view – what ways I see particularly American business people losing potential partners and clients:

1. Over-reliance on the contract to define the relationship.

Didn’t we sign a contract six months ago? Why is my client/partner asking for changes so soon? The answer – your client/partner doesn’t see the relationship in terms of the contract.

2. Product delivery to their doorstep with no plan for implementation.

Unless there is a logical reason to NOT be involved in the installation, training and support of your product, you should include this in your sale.

3. Never visit your client.

Most international clients require some level of face-to-face time in order to keep the relationship strong. If you’re not visiting a key client, you can assume

that your competitors are.

4. Keep changing account managers.

Most international clients will form a relationship with a specific person instead of with an entire company. Frequent personnel changes will greatly frustrate your client and weaken the relationship.

5. Ignore the economic and political pressures that your client faces in-country.

Depending on which country, your client may face pressure from their own government to do business with local providers instead of your company. They may be subjected to currency trade restraints and they may need to satisfy local politicians. If these are your client’s concerns, then on some level they are your concerns too.

Source: International Business Training at http://www.i-b-t.net/index.asp

( Vivian )31 Mar,2012

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