Finding import and export business partners

Finding a supplier, partner, or customer often takes time.You do not want to work with just any partner, but with one that is a good fit for your business. The better the fit, the greater the chance of success.

International network 

Building an international network helps you do business abroad successfully. Through your network, you can connect with suppliers, customers, and other business partners. These business partners speak the language and are familiar with the local regulations. They often already have their own network that you can make use of.

How to establish contact

You want to work with reliable partners. Partners who supply the right products, meet their agreements, and pay on time. Only negotiate with people who are authorised to make decisions in the company. Take time to build up a relationship. Here are 13 ways to find suppliers, customers, and business partners abroad: 

1. Find foreign business partners via LinkedIn and online search engines. Search for names of countries or products. 
2. Visit trade shows in your field of expertise, meet new contacts there and maintain your existing ones. You can also take part with your own booth. 
3. The Netherlands Enterprise Agency RVO may be able to find you suitable business partners with their Market Exploration  service.
4. Go to regional entrepreneurs' meetings. Exchange experiences with the other business owners present. 
5. Find products, customers, or suppliers on Alibaba, Europages, or Kompass, for example. These online marketplaces and company guides connect buyers and sellers from all over the world. 
6. Meet foreign trade partners during an incoming or outgoing trade mission (in Dutch). Whether your company is big or small, during a trade mission you will quickly meet potential business partners.  
7. Enterprise Europe Network (EEN) can put you in touch with partners through their digital database or matchmaking meetings at trade fairs.  
8. The international network of the Dutch government also helps businesses realise their ambitions.
9. Use the Netherlands Chambers International (NCI) contacts.
10. As an EU importer, you can ask the CBI (Centrum tot Bevordering van de Import uit ontwikkelingslanden) whether they can put your business in touch with exporters from certain developing countries. 
11. Advertise on your website that you are looking for business partners. You can invite potential business partners to fill out a questionnaire online, for example. 
12. Place an ad in important trade magazines in the countries you have identified as interesting for your business. 
13. Check for national sector or industry organisations in countries you are interested in. There may be interesting companies on their member lists.

Culture makes a difference

You need an understanding of culture and manners in other countries when doing international business. Learning a country's customs will increase your chances of successfully networking internationally. The Dutch, for example, tend to be direct. Other cultures, on the other hand, find patience and trust important.
These  tips will help you.

1. Learn about local manners. Ask open questions and remember that saying “no” is not an option in many cultures.
2. Talk to other exporters. Gather practical information and ask about their experiences.
3. Put yourself in the other person's shoes. Show respect. For example, use a multilingual business card and pay attention to any business card you accept.
4. Visit your relations. Personal contact is important. You also get a better feeling for yourself when you see the interior of an office, for example.
5.  Think in terms of hierarchy. See who gets to sign the agreement. You can only do business with a contact at the right level.

RVO has more information on cultural differences in international business (in Dutch).

Check reliability

Do you want to do business with a foreign company you do not know? Always vet your foreign business partners first. That way, you can be sure your business partner is honest, authorised, and financially viable. And reduce the risks. Almost all countries have a commercial register of registered companies. Check these foreign registers to see whether your partner’s company is officially registered and make sure that their company actually exists. There are no guarantees that your supplier is and will remain 100% reliable. 

Find out what type of partner suits you

Importers are looking for suitable foreign suppliers. Usually a manufacturer or a trader. Exporters are looking for foreign customers or business partners such as a distributor or commercial agent. 

Foreign suppliers

If you are looking for a unique product that is only sold by one supplier, the choice is easy. If that is not the case, look for the suppliers with the best price, conditions, and delivery guarantee. Pick at least 2, so you are less dependent on one party. 

Make a list of requirements that you want your ideal supplier to meet. Always listen to your gut feeling. Having a good rapport with your supplier is also important. 

List of requirements

A list of requirements is a great way to assess the suitability of potential partners. Things to consider include:

• Distance
  Decide if you want a supplier close to home or if distance is not a problem. Geographical distance is an important factor for delivery time. 
• Language
  Are there people in your company who speak your supplier’s language? English will get you far, but if you decide to do business with a German supplier, for example, they will appreciate it if you speak German.
• Profile
  Does the supplier's profile meet your requirements?  Production capacity, for example, stock inventory, and delivery terms. How much support can they provide when it comes to customer service and warranties?
• Corporate social responsibility (CSR)
  How does your supplier help achieve your sustainability goals? Ask, for example, how your supplier ensures good working conditions or less environmental pollution. 

Ask for quotes from different suppliers. Compare the quotes and then choose 1 or more suppliers that best match your requirements. 

Foreign customers and business partners

Actively search for customers abroad yourself or start your own branch. Then sell the products and build relationships.

You can also partner up with companies that sell your products abroad. A national distributor or commercial agent, for example. 

• Distributors buy your products: they become the owners.
• Commercial agents do not own the goods but negotiate the sale. They receive a commission for each sale.

Decide which type of partner best suits your company, a distributor or an agent.