How to select a local market partner for your business?
Your local partner isn’t just a service provider – they’re your local ally.
If you are thinking about expanding your business into a new market, choosing the right partner is key to making that a success.
Whenever I talk to leaders or managers who’ve successfully launched their business in Poland, and I ask about the challenges they faced, the answer is almost always the same:
- “finding a reliable partner” who can introduce you to the market.
- A professional who understands the local market’s specifics and has a solid sales and marketing background in the given industry.
So, how to select the perfect partner to drive your market entry?
Before we move forward: just to be clear: every company, brand has its own business objectives. I’m talking about engineering, tech, and manufacturing companies, because that’s the niche I work in. But pretty much all that I’m talking about in this video applies to any sector.
So, I can’t stress enough the power of networking. Offline. In the real world.
Before entering the market, visit Poland a few times. Be present at local events, talk to potential partners and customers – basically, “test the waters” before you fully commit.
And in the process, build your network, make connections, and form partnerships.
Look for a partner who has a great network too – connections with key players, distributors, and the media.
At the beginning everything: sales & marketing will be relation-based. These relationships will open doors that might otherwise stay closed to you.
Your partner also needs to understand the importance of marketing communication, because that will help you gain visibility on the market fast. And of course, they need to know the local business culture, customer preferences, and the legal regulations. Poland is a highly bureaucratic country with complex tax and legal systems, so having someone who knows how to navigate that is crucial.
Next, examine their experience:
- Have they successfully launched any products or services in your industry?
- Do they have a proven track record showing they know how to deliver results?
I know how much references matter in Scandinavian cultures, so don’t hesitate to ask for them. Ask for case studies or references from previous clients.
That said, this might be your first little culture clash – Poles don’t typically collect or share referrals as often. But still, insist on it. And necessarily: validate them!
Finally, make sure their vision aligns with yours. Your partner should share your business goals and values. Only in this way you can build a collaborative, long-term relationship.
Choose wisely, and you’ll lay the foundation for success in your new market.
Good luck!