In today’s globalized world, it is increasingly common for companies to have partners (distributors, reps, resellers etc.) located in different countries. Managing these overseas partners has become an essential part of many businesses and can be a complex task that we at ISI spend a great deal of effort supporting our clients on. However, we truly believe that the amount you get out of a partnership is directly proportional to how much you put in. Below we will discuss some tips on things you can do to ensure your success.

Build strong relationships

It's important to establish a strong working relationship with your overseas partner through regular communication and visits to their location. Building personal relationships with overseas partners can also help to further build trust and improve communication. Take the time to get to know your partners on a personal level by asking about their culture, interests, and hobbies. This can help to establish a rapport and create a more collaborative working environment.

Understand and respect cultural differences

Different countries have different cultures, customs, and values. When managing overseas partners, it's important to be aware of these differences and to show respect and understanding towards them. Take the time to learn about the culture of your partner's country and adjust your communication style accordingly. This can help to avoid misunderstandings or offense and build stronger relationships.

Establish clear communication channels

Effective communication is crucial when managing overseas partners. Make sure that you have established clear communication channels such as email, messaging apps, or video conferencing tools that are accessible to everyone involved. It's also essential to establish regular check-ins to ensure that everyone is on the same page.

Be mindful of time zones

When working with overseas partners, time differences can pose a challenge. Make sure that you are aware of the time zone differences and plan your communication accordingly. And be mindful and respectful of their evenings and weekends. Consider using scheduling tools to schedule meetings and calls that work for everyone involved.

Set clear expectations

When working with overseas partners, it's important to set clear expectations from the beginning. Clearly communicate your expectations for performance, timelines, and goals in an agreement. Ensure that your overseas partners understand up front what is expected of them and what they can expect from you, so you are both working toward the same goals and there are no misunderstandings down the road.

Monitor progress

Regularly monitor and review progress and provide feedback to your overseas partners. This can help identify areas for improvement and ensure that goals are being met. Additionally, under U.S. law, you may be liable for certain activities they are doing on your behalf if they infringe on anti-corruption laws or sanctions.

Provide training and support

Provide your overseas partners with the necessary training and support to ensure they have the knowledge and resources they need to succeed. An annual or bi-annual ‘certification’ program for your partners can ensure their continued commitment to your business and can also serve as grounds to terminate partners who are no longer focused, especially in countries where it may be difficult to dissolve partnerships.

Be flexible

Managing overseas partners can be unpredictable at times. Be open to different approaches and ways of doing things with partners in different countries. Your overseas partners may have different perspectives and ideas that can benefit your business. Being flexible may also include being open to different communication styles or adjusting your working hours to accommodate time zone differences.

At ISI, we have found that our most successful clients in international markets are those we have worked with to adopt the above approach. By implementing these same strategies, you can effectively manage your overseas partners and build strong and successful relationships that will benefit your business.

Tips for Managing Overseas Partners