Prepare the meeting before booking the visit
Define the target companies and the purpose of each conversation. Share a concise company profile, product information and questions in advance. Confirm who will attend and whether they are relevant to the decision. The quality of the meeting programme matters more than filling every hour of the itinerary.
Capture information that can be acted on
During a meeting, record requirements, objections, points of interest and the next step. Interpretation should help both parties understand the commercial meaning, not simply the words. Leave enough time for travel and internal review. A short daily discussion can improve the next day’s conversations.
Assign the next action
After the visit, organise the contacts by opportunity and required work. Identify who will send samples, revise a proposal, answer technical questions or arrange another call. Establish a reporting rhythm. The value of a mission depends on how the participating companies continue the work once they return.
Reviewed October 2026 · RusGlobalExport