T: +44 7943 616 399  |  T: +386 40 790 000

Relationships between the Principal and its Agents and Distributors

Course Title: Relationships between the principal and its agents and distributors need to be carefully planned, managed and nurtured

Public courses announced: 28 May 2019

For closed groups, the programme is performed upon agreement.
The announced course will be held in Slovenian language.
Please, contact us in case you are interested in having the course in your company, in another language and/or in another country.

Registration Deadline and advance questions: 20 May 2019

Main Topic: Collaboration and Partnership

Seminar Code: WOC-001002-0001-EN

Venue: Slovenia, venue details will be announced 4 days before the start of the seminar

Other locations are available upon request

Language: Slovenian

Other languages are available upon request (e.g. English, Croatian/Serbian/Bosnian or any other if requested)

The number of participants is limited. In the event of an excessive number of applications, we will announce additional dates.


Even the simplest strategy of entering the foreign market demands some knowledge and preparation. It is no secret that mutual cooperation and trust, as well as planned and standardized mutual processes bring more success. This is why a range of very elaborated procedures, methodologies and tools has been developed.

The programme is intended for management staff in companies with end products who want to develop or improve their mutual cooperation with the international sales network of agents and distributors, and therefore increasing the sales success and reputation of their companies.

The purpose of the training is to provide producers with the knowledge and skills needed for their successful cooperation with a network of agents and distributors in foreign markets.

Even the simplest strategy of entering the foreign market demands some knowledge and preparation. It is no secret that mutual cooperation and trust, as well as planned and standardized mutual processes bring more success. This is why a range of very elaborated procedures, methodologies and tools has been developed. This is especially important while establishing the first contact abroad, where successful commercial agents and/or distributors assess not only the suitability of a product and price of product, which producers want to launch to a foreign market, but also the producer's maturity or level of development, and therefore suitability of a producer for cooperation.

Among other things, we will answer the following questions:

  • Is it possible to improve your existing strategies and procedures to get top quality representatives and distributors? 
  • Are practices in individual foreign markets different and require additional preparation? 
  • Are there any sectoral differences in the forms and models of cooperation with the international sales network? 
  • How the digital economy is stirring up relationships between the manufacturer and his network of agents and distributors? 
  • How to optimize an existing network of agents and distributors or identify and create new partnerships? 

These are just a few of the questions that will be answered at the seminar.

After the seminar, you will:

  • be able to more effectively decide on the most appropriate strategy for you to appear on foreign markets through an international network of agents and distributors, as well as whether it is the only and/or the best strategy for entering foreign markets in your specific case;
  • know the individual phases of the sales network development through agents and distributors and key activities in individual phases;
  • know the latest trends and tools related to the design, management and care of the sales network of agents and distributors.

Main topic: Collaboration and Partnership

Companies and individuals come across collaboration and partnership in all of their development phases and all sectors regardless of company size. There are, however, several differences in the understanding of collaboration and partnership, namely in the reasons as well as approaches for the connection. Companies, and also individual regions, can achieve great competitive advantages using collaboration and partnership approaches, but we need to know that it takes at least some knowledge about partnership strategies and the management of such connections in order to achieve optimal and long-term effects. Knowledge about strategic thinking and modern business models is helpful as well. Many questions arise during the collaboration and partnership development process, e.g. what benefits will I get from collaboration and partnership, how do companies reach global visions, can (and how) do companies make use of partnerships and in what form, how to maintain partnership to make and keep it successful in a long run, and how to prepare for the possible termination of a partnership? 

Recently, the ISO 44001:2017 standard has been adopted with the title Collaborative Business Relationship Management Systems - Requirements and Framework that relates to business partnerships and collaborative forms of business. The accepted standard is welcome, since it officially gives a great importance to collaborative business models for the competitiveness of companies. 

Our trainings & events are aimed at addressing the issue of collaboration and partnership from various perspectives and for various development and business circumstances.  Our programme related to the collaboration and partnership is modular, consists of more independent courses, and at the same time individual contents are also published on our web sites and portals. 

A seminar called "Relationships between the producer and its agents and distributors need to be carefully planned, managed and nurtured" is one of a series of seminars related to partnership strategies. We also recommend internal training, consulting and mentoring, as well as participation in other topic-related training programmes, among others:

Depending on the interest of the participants, additional modules will follow.

We recommend that you also monitor content related to collaborative business relationships on our website named "Business Partnerships Management".


Irena Rezec, M.Sc., MBA

Irena Rezec is an experienced expert with more than 30 years of experience both in the public as well as in the private sector in Slovenia and abroad. She has gained experience and knowledge in the field of information solutions development, entrepreneurship, European and global business ecosystems, business collaboration and partnership approaches as well as in internationalisation of companies, all by obtaining the University (information systems) and Master's (international management) degree, by managing the Euro Info Cenre in Ljubljana (currently titled Enterprise Europe Network), by cooperating in various working groups in Slovenia and abroad, and within last years in the role of the Owner and Director of two companies (WOTRA - Slovenia, WOTRA Universe - UK) also by implementing a big number of consulting projects and seminars in Slovenia and other countries in the world. For the past 16 years, she has also regularly evaluated EU project proposals (EU H2020, URBACT, and other EU funds) in the fields of ICT and industrial clusters development, and occassionally in the field of urban and rural economic development.

In addition, she was in-depth training in:

  • collaborative relationships and partnership management (Rhythm of Business, OECD, Chamber of Commerce of Eastern Flanders);
  • open and systematic innovation (CREAX, ECSB);
  • selling on amazon marketplaces (Amazing);
  • digital marketing and online sales channels (Amazing, Shaw Academy);
  • regional economic development (Flemish Government, OECD, InWEnt Germany, Assembly of European regions);
  • quantum techniques (Tadej Pretner);
  • systemic dynamics in organisations - systemic constellations in business (a licensed faciliator certified by the Institute for Systemic Constellations Slovenia in cooperation with Bert Hellinger Institute of the Netherlands).

Among others, she is a member of:

  • Advisory Board of the Cluster House – an umbrella organization of the Balkan and Black Sea Cluster Network;
  • TCI Network – The Competitiveness Institute Network;
  • ERENET – Entrepreneurhsip Research and Education Network of Central European Universities.

You can contact the trainer via phone, no. +386 40 790 000 or via e-mail: ir / @ / wotra.com.

personal website linkedin xing angellist    

You can submit an application and up to 3 advance questions (but not legal questions) via the Registration Form or by replying to an electronic invitation, if you have received it. You can also call us during office hours. When registering, indicate for which course and date you apply (or course/seminar code), basic information about the participant and also about the organization, in the case that the payer is an organization.

The price of the course per individual participant depends on the location/country of performance, the number of participants, the duration of the course, the possible co-organization of the course with partners in each country and other circumstances. Therefore, the price will be known when an individual course is announced. Members of the CollaboVentures platform have a 10% discount on the net price of the course.

The price of the course usually includes: 

  • course materials and access to the forum or community group on the topic under discussion; 
  • free one-year access to advanced content of this WOTRA Focus - Development Navigator portal, from the day this accessibility to advanced content is enabled on the portal; 
  • 30 minutes of free consultations in the days after the course end on the subject of the course, for the company that registered the participant and under the following conditions: 
    • consultations are made via Skype after prior announcement and mutual date/hour agreement; 
    • free consultations from this title can be used only in the case of timely paid registration fee;
    • free consultations can be used no later than 6 months after the end of the course. This bonus falls due wholly within this period; 
  • beverages, lunches and snacks during breaks.

Participants will also receive a Certificate of their participation at the course. 

You pay the fee in full before the course starts based on the received proforma invoice. We will forward the final invoice to your address after the course is ended.

Any termination of the course must be written and forwarded to the course organizer no later than ---. In case of timely cancellation we charge 15% of the administrative and organizational costs. We do not return the fee in the event of a subsequent cancellation, however the replacement of a participant from the same organization is possible.

Other conditions: We do not allow audio or video recording during the training.

Regarding relationships between the manufacturer and its representatives and distributors, we also offer consulting services tailored to individual clients or partnership form, among others:

  • strategic planning of an international network of agents and distributors for an individual client for a particular business situation or business aspect;
  • review of existing partnerships and strategies with suggestions for improvements;
  • regular monitoring of the dynamics of collaborative business relationships;
  • a selection of business tools that support the management of collaborative business relationships;
  • consulting, training and mentoring in the process of harmonizing the management system of collaborative business relationships  with the recommendations of the international ISO 44001 standard;
  • taking over coordination or management of client's business partnership network.

Visit the Business Partnerships Management website for more detailed information about our additional services.


Relationships between the principal and its agents and distributors

The announced course will be held in Slovenian language.
Please, contact us in case you are interested in having the course in your company, in another language and/or in another country.


From our Past

Interviews made with the Slovenian successful exporters

Insight into the seminar on »More Inspiration«         

Related Articles

Collaborative Business Relationship Management and ISO 44001

27-10-2017 | Irena Rezec | Hits:885

  Recently, the ISO 44001:2017 standard has been adopted with the title Collaborative business relationship management systems - Requirements and framework related to business partnerships and collaborative forms of business, which are of great importance in modern business. There are many formal and informal types of business partnerships and collaborative business models, and their management is becoming very complex for companies.


Development Challenges in Networking/Partnering/Clustering Management

25-10-2017 | Irena Rezec | Hits:379

  The networking/partnering/clustering approach is of extreme importance for competitiveness, however only with a duly selected form or type of networking/partnering/clustering in relation to a specific problem or vision of a company, and at the same time with the right management which considers both the different aspects of networking/partnering/clustering as well as the trends in the environment, and together with this also introduces suitable methods and tools used among individuals in a selected connection.


A great variety of collaborative and partnership models

16-10-2016 | Irena Rezec | Hits:932

  Companies face the issue or search for suitable ways to reach their goals, strategies and visions on a daily basis. Collaborative business models and networking/partnering/clustering approaches are without a doubt one of the strategies that can be used in various cases for various purposes.


Systematic Partnership with Collaboration Strategies and Building Collective Intelligence

29-06-2016 | Irena Rezec | Hits:686

  Advanced levels of partnership and collaboration require consideration as regards the potential of collective intelligence. One of the predispositions for building collective intelligence is a systematically prepared multilevel partnership and collaboration strategy, which among other things determines the potential of individuals, companies and organisations in an individual network


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