CHAPTER 1
Finding attractive market sector opportunities
Finding competitive suppliers
Challenges in charging for services
Effective networking
When to deploy the head of mission
When to engage embassy colleagues
CHAPTER 2
Market entry strategies
Questions for an exporter entering a new market
Structuring a market report
Structuring a sector study
Offering time-saving information
Managing special requests
Organizing a trade mission
Organizing national stands for trade fairs or exhibitions
High-level brief for a commercial visit
When to bring buyers to home country
Trade representative’s role when bringing buyers to home country
Dealing with tenders
Seeking investors
Pitching for investment
Commercial promotion campaigns
CHAPTER 3