12th November 2013 A-Z Information Ltd October 25. 2012 CARTFUND/EXPORTT Regional Seminar on Exporting to the FCORs Critical success factors and lessons learned - Mission organising 12th November 2013 A-Z Information Ltd October 25. 2012

Challenges Time Frame Communication between the companies and facilitator Meeting Venue Interpreters

Challenges Time Frame Sequence of events regarding the Exploratory Mission: Arrival of the participants on January 20th Tentative list of 21 companies with short description received on December 4th (communicated to CCIs so they can acquaint themselves with the companies and their respective sectors) First list of 10 confirmed participants (out of 21): received on Friday December 27th and then, list of 12 confirmed participants: received on January 2nd ( 13 working days before arrival of the participants). Company profiles for 11 companies received on January 3rd Final list of 14 companies and name of representatives received on January 14th (5 working days before arrival of the participants).

Challenges Recommendation: Working with reasonable and firm deadlines Sensitizing all participants to the fact that the mission is a collective effort. Individual acts impact the group overall results. “Together we aspire, together we achieve” .

Challenges 2. Communication between the companies and facilitator. Clear understanding of companies expectations and strategies Kind of contact being sought by respective participants (distributors, strategic alliances, establishing manufacturing agreement, set up local company etc) This information was primarily communicated to the facilitator through questionnaires Recommendation: face to face meetings of participants with facilitator, followed by continuous communication.

Challenges Meeting Venue Recommendation: In the Exploratory Mission, hosting all individual meetings in the same venue was a major factor in explaining the low turn out of local companies for the match making sessions, thus falling below the expectations of the participants. Recommendation: Venues for the meetings shall be primarily the local company’s facilities. Should that be impossible, then in some particular cases, the hotel can be opted as an alternative venue for the meeting.

Challenges Interpreters During the 1st mission, interpreters were randomly assigned to participants. Recommendation: Briefing interpreters on respective companies’ business and expectations so as to facilitate smooth flowing of sales presentations. Again, firm and reasonable timeframes are mandatory.

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