Negotiation tour suggests that representatives of foreign companies visit potential Russian partner companies and hold negotiations on collaboration with heads of a company or deputies. Business trips are organized according to the prepared schedule and route all involving travel logistics.

Main advantages:

1. Relatively small price as comparing to participation in exhibitions, workshops and presentations when there are no rent, equipment and coffee brake organizational expenses.
2. Russian companies would rather agree to receive potential partners at their office then in situations when they have to trace profile events – and choose time and possibility to visit them.
3. When visiting a Russian company a foreign company representative can evaluate the company’s spirit and visit sales and working areas himself.

Our Technology

The work on preparation for the Negotiation tour is carried out in two directions: partners search and matchmaking and organizational support.

1. Partners search and matchmaking is performed with the Presentational marketing technology
   1. Creating a database of potential partners on each profile market
   
   2. Telemarketing: informing Russian companies about our Customer’s visit, business intentions and main subjects of the estimated negotiations. Updating companies’ information and identifying a person responsible for purchase collaboration, analyzing the degree of interest with Russian companies and their products.
   3. Holding the preliminary meetings and presentation at offices of profile Russian companies: demonstration of catalogues and samples of goods with the purpose to know the level of interest in collaboration as well as an expert opinion on products is inquired. Potential partners are also preparing their questions to the Customer before the actual negotiations.
   4. Selection of the most prospective Russian companies for bilateral meetings with a Customer.
   5. Coordination of the optimal meeting schedule and logistics prepared specially for the Customer.
2. Organizational support:
   • airport-hotel-airport transfer
   • translation service
   • car rent with driver for city traveling
   • delegation accommodations and so on
   Negotiation tour is effective for a single foreign company (which is the best and optimal way to take a business mission) as well as for a group of companies (up to seven in each group) On a Customers request IMC “Moscow” organizes the necessary amount of transportation and routs logistics. The most economically effective and practical choice is when a group of companies is formed according to a similar profile activities, visits target Russian companies together in one van and take turns to hold negotiations.

Results:

1. Negotiations between a Customer and companies who expressed their keen interest in collaboration as according to the preliminary negotiations in order to set up a business partnership. As a rule negotiation tour is conducted in the course of 3-5 days when a Customer may have 3-6 meetings per day and consequently from 9 up to 30 meetings altogether.

2. Database of profile Russian companies (from 60 entries and more).

3. Not less then 15 meetings as an outcome of preliminary presentational meetings.

4. Expert opinions of the profile Russian companies on a foreign company’s products.

The Price for a “Negotiation tour” for one company is from 1300 up to 1800 Еuros.

The Price for a “Negotiation tour” for a group of companies varies with the number of participants and their homogeneity, that is according in how many profiles they can be divided.

Thereof the number of databases, calls, preliminary meetings and routs is generated depending on those characteristics.

The negotiation tour organization experience