Finding Sales Partner

It is widely believed that over centuries Russian business ethics and attitudes were in many ways different from these in Europe. It is also known that professionalism the way it is defined in Europe almost did not exist in Russia. The situation has changed a lot over last years and now companies with “European” business approach are met more and more frequently in Russia, but, nevertheless, getting into partnership with Russian companies in no circumstances should be a gambling.

Once Distribution Channel is chosen, SOALAR Consulting is ready to perform assessment of all visible players within this channel, covering following areas:

  • - Current size/volume
  • - 3-year dynamics
  • - Legal status and ownership
  • - Relations to other vendors
  • - Strategy
  • - Structure
  • - Qualifications of Management and employees

Categories like “Trust and honesty” and “Potential and desire to cooperate with new vendors” are not quantitative and measurable. What SOALAR Consulting can provide about it is:

  • - Subjective evaluation of Potential Partners in respect to above categories
  • - Ranking of Potential Partners according to this subjective evaluation

After Potential Partners are successfully targeted, the time comes to meet with them. This (at first glance being simple) process needs to count on several important issues. To get Russian business visa a businessman or woman has to be invited to visit Russia by Russian company, thus small things like travel logistics have to be properly handled. It is common that principals of Russian companies do not speak English or other foreign languages, but these are them only who make decisions on strategic partnerships. It is important to understand everything that is said during negotiations, but more importantly it is to get interpretation from someone with local culture what are real meeting’s results.

SOALAR Consulting offers following services:

  1. 1. Setting up meetings with Potential Partners
  2. 2. Arranging invitations for Russian visa application, hotels reservations, etc. in cost-saving manner
  3. 3. Providing with office space and communications for Customers’ representatives during their stay in Russia
  4. 4. Attending meetings with Potential Partners and translation
  5. 5. Discussions and interpretation of meetings results and agreements achieved
  6. 6. Follow-up with Russian companies of agreements achieved and coordination between Customers and potential partners up till the point when Distribution Agreement(s) is(are) signed.