After I completed my MBA I was given an opportunity by one of my professors to assist a company with their export strategy.  This company was well established in Canada and was interested in the Mexican market.

As part of the strategy development work, I headed to Mexico to learn more about the competitive environment.  I met with a company in Mexico that I had a previous relationship with and learned they were purchasing products from a competitor but required a new supplier.  In that moment I had the opportunity not just to learn about the competitive environment, but to make the first Mexican sale on behalf of this company.

It is important when beginning the process of evaluating opportunities that you  keep your eyes open for potential sales along the way.  I like to say that the sales process begins as soon as you initiate the first phase of the export exploration process.  You always want to be prepared to make a sale if the opportunity arises.