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Connecting companies to contractual sales generators in cross-border markets.

InterTradeIreland Acumen has devised an additional support that refines and enhances the pure consultancy option and offers companies an alternative to hiring a full-time person in the target cross-border market. This support product, Prospector, midwifes the finding of an appropriate contractual representative in the target market and provides critical funding support while the market opportunity is being explored and developed.

Prospector definition

A prospector is a qualified contractual representative who will represent a company in a specific cross-border market on a shared risk basis. The prospector may be a market-centred consultant, an experienced sales agent or a connected recently retired sales or industry professional who can offer effective marketplace representation to the client company. If it is necessary to find prospectors that match the client need and advertising is necessary, Acumen will fund part of the cost of this requirement. The other vital ingredient to make any contractual sales relationship work is to engineer sufficient wait time to allow actual sales to happen and to allow for

reward for the contractual sales person before sales/reward/earnings begin to flow. The prospector concept covers this by building in a consultancy canvass period at the beginning of the assignment before the contractual arrangement/relationship kicks in. Acumen will cover 50% of the cost of this up to an eligible ceiling. The prospector proposition is that the prospector should, after an initial period of familiarisation, earn his/her return for the work done, through a contractual arrangement with the company. Acumen involvement will cover the midwifing period only and will, in all cases, not last longer than a twelve-month period. Prospector allows for a fair win/win situation so that the prospector earns a living while becoming familiar with the company and market opportunity. The client company achieves effective sales representation in the target market.

Prospector details

Acumen will fund 50% of the total cost of a prospector assignment up to a maximum of £6,000 or €8,500.NB Net £3,000 / €4250 The following elements will be allowable in each assignment:-

- 50% of Recruitment/Selection advertising for the prospector 50% of total eligible costs £3,000/€4,250. Net £1,500/€2,125

- 50% for product familiarisation and market canvass costs, 50% of total eligible costs. £3,000/€4250 Net £1,500/€2,125

- InterTradeIreland Acumen will require a specific proposal for each assignment and will make a letter of offer detailing specific conditions and requirements relevant to that assignment. TOTAL NET PER ASSIGNMENT £3,000/€4250

Acumen can assist in advising and identifying this prospector expertise but the final selection rests with the company.