FINAL REPORT - USAID Macedonia

Table 2: Key MCP Vertical Component Market Linkage Tools
Lead Generation (Sector Specific)
Trade shows � Engage market face‐to‐face to develop new contacts, while developing firsthand knowledge
of market requirements and competition
� Raise the profile of Macedonia as a sourcing and investment location, change perceptions,
awareness of opportunities
� Note: Trade shows not only result in direct orders, but also produce leads and relationships
that can be further developed through B2Bs, buyer trips or virtual matchmaking.
� Effectiveness enhanced if 1) meetings with target buyers/investors arranged prior to the
show; or if 2) companies repeatedly attend shows, which buyers see as a sign of credibility
Industry‐
focused market
specialists/
agents
International
industry
associations
Lead Generation (Cross‐sector)
Economic
development
agents (EDAs)
Transaction Support
Virtual
matchmaking
B2B events and
buyers’ trips
Follow‐up and
troubleshoot
transactions
� Individuals hired based on their network in an industry, or ability to “open doors”
� Consultants identify potential targets based on capabilities within Macedonian sectors or
client companies and engage those targets directly
� Consultants also assist transaction support in pre‐tradeshow meetings, B2B events, buyer
trips, follow‐up and transaction troubleshooting
� Tapping networks found within international business associations to identify potential
buyers, investors and strategic partners within a target industry, while obtaining better
insights into industry and technology developments
� Individuals/companies with a network of business contacts across multiple sectors
� EDAs paid on success‐fee basis to conceptualize and pass leads to MCP
� Note: EDAs provided with information on target industries, but served multiple sectors
� Use contacts made through trade shows and networking activities to further engage market
targets. Learn more about what they need and present viable partnership options within
Macedonia. Can be push (MCP‐driven) or pull (target asks MCP for info)
� Offer support to buyers/investors and/or local partners to reduce transaction risk,
troubleshoot
� Once buyers’/investors’ interest is confirmed via post‐trade show engagement, networking
and/or matchmaking, organize trips for individual buyers/investors or groups of targets
within a given industry/geographic market
� Involve specific matchmaking based on buyers’/investors’ requirements and capabilities of
local companies
� Use market info to identify capacity gaps/potential obstacles, find solutions
� Working with Macedonian companies, international partners to keep leads “warm”
� For Macedonian partners: making sure responses are timely and professional; help gather
information related to buyer/investor request or prepare an offer; education and insight on
international business norms
� For international partners: acting as liaison (when appropriate) to address
misunderstandings; providing information on Macedonian operating environment; assisting
in due diligence; serving as neutral partner to reduce transactional risk
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