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• Planning visits

  • The initial visit should target a small number of key priority markets which have been identified through desk research.
  • The itinerary should be prioritised, but sufficiently flexible to accommodate schedule changes if necessary.
  • Senior  executives with decision-making authority should undertake the visit  and where possible, at least two people should travel to provide mutual  support and verification. It may also be advisable to include a  technical person if the product requires detailed explanations.
  • Administrative  arrangements should be made in advance wherever possible by using  available resources and time should be included to build relationships  with key contacts.
  • The timing of the visit is critical  and must be convenient for all parties. Public holidays are to be  avoided and local attitudes to weekend meetings need to be understood.
  • Climatic  conditions may also affect the timing of visits. It is often beneficial  if visits can be arranged to coincide with international trade fairs in  relevant sectors.

• Making appointments

  • Make use of the facilities offered by governments' in-market representatives (Victorian Government Business Offices Access Program and Austrade) in order to save time/money and reduce risk.
  • Allow sufficient time for meetings and debriefings, particularly if interpreters have to be used.
  • Learn how to choose and work with interpreters.
  • Be aware of local attitudes towards time management and punctuality and schedule meetings accordingly.
  • Learn about local traffic conditions and how many meetings can realistically be held in one day.
  • Understand local negotiating styles and what may or may not be acceptable in a particular market.
  • Take time to develop relationships and understand expectations regarding the frequency of return visits.