A distributor is a route to market, not a reason for anyone to buy. Work out everything that has to happen before, during and after a UK customer buys your equipment.

Projects rarely stall inside a scope of work. They stall in the space between two of them. What cross-border project coordination has to cover, and who owns it.

Three suppliers, three proposals, each recommending their own equipment. Six vendor selection criteria worth settling before the shortlist exists.

Most trade show contacts do not fail because the product was wrong. They fail because no one bridged the gap between a friendly conversation and a confident decision.

Most plants that underperform were not built badly. They were defined badly. Fifteen questions worth asking before anything is ordered.