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1. Lead management
Expanding your business abroad means prospecting. Finding customers is the key to new sales. And new customers have to pay, because failure to do so is costly. For example, with a net margin of 5%, a company needs to generate 20 times the lost sales to cover the unpaid invoice.
The search for new prospects is therefore an important activity, the cost of which needs to be optimized. Then, in the event of an order, you need to reduce the risk of non-payment.
1.1 Find new prospects
The challenge is to use the right source, the "right file" of prospects, and to qualify them by checking. The table at 1 provides a few essential pointers.
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Lead management
International customer portfolio management
Bibliography
Websites
• AFDCC – Association française des "crédit manager" et conseils associés http://www.afdcc.com
• AUMA – German Trade Fair Association http://www.auma.de
• CESCE – Hispanic credit insurance specializing in Latino markets http://www.cesce.com
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