How can you effectively identify and meet potential international partners?

October 29, 2024 by
How can you effectively identify and meet potential international partners?
BECI

Identifying a potential international partner and arranging a first meeting requires careful preparation. Taking part in events such as a trade mission, a trade fair or a B2B matchmaking event can help you meet the right prospects.

The matchmaking events organised by Enterprise Europe Network allow you to meet a maximum number of qualified prospects in a limited time.

BECI / Enterprise Europe Brussels encourages Brussels exporters to browse the calendar of upcoming events to identify those that are relevant to their strategy and sector.


Meeting as many qualified prospects as possible in a limited time

B2B matchmaking events are a series of pre-arranged transnational meetings organised in a single location for SMEs. They are often organised as part of trade fairs, exhibitions or conferences, but can also be stand-alone events.


Matchmaking events are an excellent opportunity to meet potential business partners and make new contacts. Participants meet in facilitated face-to-face meetings (typically 20-30 minutes), where they can explore opportunities for business and technology cooperation. B2B meetings are sometimes organised both face-to-face and online.

What do I gain from taking part in an Enterprise Europe Network matchmaking event?

- Take part in an international B2B event bringing together companies from several countries.


- Select potential partners from the participants' catalogue in advance and request meetings.


- Meet several selected companies in a limited time.


- Test the potential of my product or service by presenting it to new prospects.


- Meet targeted companies visiting the fair.


- Increase my company's visibility at the event while being a visitor.

How does it work?

At most trade fairs, these matchmaking events are held in a dedicated area, where 30-minute meetings are arranged, spread over one or two days. Beforehand, each company posts a profile on the event website, describing its business and its proposal for cooperation (supply and/or demand). The matchmaking event is open to both exhibitors and visitors. Once registration is closed, participants can request meetings with the companies they have targeted. Each participant can accept or decline a meeting. Once the appointments have been confirmed, each participant receives a schedule in advance.

Good preparation is essential

- Take the time to write your profile carefully, highlighting your activity, the cooperation and the type of partner you are looking for (supply and/or demand).


- Regularly browse the catalogue of participants, which is updated with new entries, to identify companies whose profiles match your target.


- Request meetings with the companies that interest you.


- Accept or refuse requests for meetings from other companies, depending on your target audience.


- Once you have arranged your meetings, prepare for them by looking at the profiles of your contacts so that you can ask them the right questions about working with you.


- Also prepare a short presentation of your company (pitch) and what you offer or are looking for, highlighting your competitive advantages.

This way, you can meet around ten prospects in your sector in a single day.

Don't forget to follow up your contacts after the event. BECI/Enterprise Europe Brussels will also help you to establish a partnership.


Here is a selection of upcoming matchmaking events:

Horeca Enoexpo Brokerage event – 6-20 November 2024

This matchmaking event, organised during the most important event in the Polish restaurant and hotel industry, is being combined with an event in the wine industry.

More information

Medica Healthcare brokerage event – 11-14 November 2024

Matchmaking for medical technology, electromedical equipment, laboratory equipment, diagnostics and pharmaceuticals.

More information

B2B WoodConnect 2024 @ 28th International Wood Construction Conference – 5 December 2024

The event is being organised as part of the renowned International Conference on Timber Construction in Innsbruck. This international forum offers companies, architects, project developers, building and regulatory authorities, timber constructors and craftsmen the opportunity to obtain comprehensive information and exchange ideas on timber construction.

More information

International water, irrigation and environmental exhibition - SMAGUA 2025 - Brokerage Event - 4-6 March 2025

From 4 to 6 March 2025, the Feria de Zaragoza will host SMAGUA, the international matchmaking fair for water and irrigation, and SMA, the international environmental fair. Smagua will bring together industry from all over the world, offering innovative solutions that will serve as a benchmark for the water and irrigation sector.

More information


Discover the calendar of all matchmaking events organised by Enterprise Europe Network

Contact Enterprise Europe Brussels for more information on the events that interest you.


How can you effectively identify and meet potential international partners?
BECI October 29, 2024
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