• Research the Canadian company before the meeting.
• Review the product, technology, or service it offers.
• Identify where it could apply within your operations.
• Consider which problem, need, or challenge it could solve.
• Make sure the right person attends: Procurement, Engineering, Operations, Maintenance, IT, Innovation, Management, etc.
• Prepare two or three specific questions.

Listen to the solution first, then consider how it could apply to your company.

• Introduce your company in no more than one minute.
• Ask: What problem does your solution solve?
• Which companies currently use this solution?
• What results have other clients achieved?
• How could it be implemented in our company?
• Do you already have clients or installations in Mexico?
• What after-sales support do you provide?
• What is the commercial model: purchase, licence, subscription, project, or service?
• What is the approximate investment range?
• How long does implementation take?
• Could we arrange a demonstration, trial, or pilot?

The solution may not be a direct purchase for your company, but another business opportunity may exist.

• Could we become distributors or representatives?
• Could we integrate the technology into our own solutions?
• Do we have clients who may be interested?
• Is there an opportunity for technological or commercial collaboration?
• Is the Canadian company looking for a partner to enter or grow in Mexico?
• If it is not a fit for us, do we know another company that may be interested?

Avoid ending only with: “Send me some information.”

Before the meeting ends, try to agree on at least one of these next steps:

• Request a quotation.
• Schedule a demonstration.
• Evaluate a pilot.
• Schedule a second technical meeting.
• Arrange a plant visit.
• Connect with Procurement, Engineering, Operations, or another area.
• Evaluate distribution or representation.
• Make an introduction to another company.
• Define the person responsible and a follow-up date.