A 12-Point Checklist for Setting Up Exports, From Business Plan to First Contract

Setting up an export project requires method, numbers, and clear rules, even before seeking clients abroad. For businesses, especially in the early stages, an operational checklist helps ensure they don't skip steps that later become costly, such as choosing a market, protecting the brand, defining sales terms, and managing payments. Studio Anzaldi, founded by attorney Clara Anzaldi, supports entrepreneurs from the idea to the business plan and the first contracts, with a particular focus on risk prevention in daily operations.

Below is a 12-point checklist for setting up your export business, from the business plan to the first contract. It's designed as a practical guide that can be adapted to your industry, product, and sales channel.

• 1) Objective and scope of the export project. Define what you want to achieve and within what timeframe, such as share of foreign revenue, target countries, and channels (distributors, e-commerce, agents). Also specify what you will not do, such as no direct sales in certain markets in the initial phase, to avoid wasting your budget.
• 2) Product and competitive advantage analysis. Verify whether the product is ready for export in terms of quality, packaging, manuals, and customer support. Explain why a foreign customer should choose you, including price, innovation, customization, delivery times, certifications, and after-sales service.
• 3) Market selection and barrier assessment. Select one or two priority countries and map customs barriers, technical requirements, labeling, material and safety regulations, and any authorizations. Also consider cultural aspects, language, business practices, and the reputation of Made in Italy in the specific sector.
• 4) Due diligence on partners and clients. Before granting exclusivity or providing credit, verify the potential partner's creditworthiness, including business records, references, financial statements (if available), press reviews, and any prior litigation. Establish an internal process for approving new clients and setting exposure limits.
• 5) Export business plan and budget. Transform the idea into numbers, marketing and trade show costs, sampling, translations, technical and legal consulting, insurance, logistics, duties, and banking costs. Estimate prices, margins by country, and break-even point. Update the budget with conservative and optimistic scenarios.
• 6) Commercial structure and sales channel. Decide whether to sell directly, through a distributor, agent, marketplace, or joint venture. Each channel involves different risks and contracts. Also define lead management, who negotiates, who signs, and a standard offer template with consistent general terms and conditions.
• 7) Prices, Incoterms, and ancillary costs. Establish the export price list and clarify what it includes: transportation, insurance, customs clearance, and delivery. Choose the most appropriate Incoterms and use them correctly in your quotation and order confirmation. Even a small error can shift costs and liability.
• 8) Logistics, customs, and documents. Identify the freight forwarder, courier, or forwarder, and define the document flow, invoice, packing list, certificates of origin, declarations, and any licenses. Prepare an internal checklist of documents and responsibilities to avoid customs holdups and disputes.
• 9) Payments, guarantees, and credit risk. Define payment methods, including advances, payment at sight, bank transfers, letters of credit, and documentary collection. Evaluate mitigation tools, credit insurance, bank guarantees, and title retention where applicable. Establish a clear policy on reminders and suspension of supplies.
• 10) Intellectual property, brand, and content.