Establishing and building contacts
This guide outlines some techniques for utilising networking opportunities to prepare your company for export. It tells you where to look for networking events, who runs them and how to gain access to them.
What are networking opportunities?
Networking events bring together business executives with similar interests. The export and international business communities have a wide range of events. They include seminars, presentations or just simply networking occasions.
Who runs them?
The principal organisers of networking events for the export community in Australia are Austrade, state and territory governments, the Department of Foreign Affairs and Trade (DFAT), business associations, chambers of commerce, foreign embassies and consulates, bilateral business councils and major service companies such as legal and accounting firms.
How do I get to attend these events?
Start with events designed for new exporters run by Austrade and state and territory governments. Register with these organisations and check their websites for upcoming events.
Try to find events that focus on your industry so you can learn more from people with similar business interests. If you have an interest in exporting to a specific country, you will find events run by foreign embassies and consulates as well as bilateral business councils.
Make sure you allocate your resources – time and dollars – wisely. Breakfast and late afternoon functions are more economical – they don’t break up the day or cost as much as lunchtime events.
What are the key benefits of these events?
You will learn about a specific export topic, industry or country.
Sharing your perspectives with other companies is a valuable benefit. Providing you are not a direct competitor, most companies are usually willing to share their experiences.
You will get to meet people who can help you from a range of agencies and companies. Establishing and building on contacts you make at these functions quickly builds a valuable contact base.
It is very important to follow up leads rapidly. Use contact management software to organise your export networks and concentrate on prime connections.
How to get the most out of networking events
Once you have selected a range of forward events, prepare for them to gain maximum advantage. Don’t just ‘turn up.’ Check with the organisers who will be attending and obtain some idea of the composition of the group.
Work out in advance who will be able to provide you with the most relevant help and advice and make sure you meet them. Ask one of the hosts who they think you should meet – don’t be afraid to ask specific questions, such as ‘I want to meet someone who can help me understand letters of credit.’
Presenters are usually willing to share their material. Try to get on their mailing lists and if the presentation was of interest, ask for a copy. Take a memory stick to make it easier for the presenter to download the presentation for you.
When you meet others, state clearly who you are and your company’s interests to open up a useful discussion. Keep relevant business cards and note in your database where you met as well as points of common interest.
Send emails to the people you met who you would like to maintain contact with. Outline your company’s aims and aspirations.
For more information, please call 13 28 78 or email [email protected].
An Export Adviser can help you build and consolidate your export know-how.
|