Start with a product that can be assessed
Describe the product family, materials, function and key specifications. Record the relevant technical documents and product variations. A broad label such as industrial components is too wide for meaningful company matching.
Define what you can supply
Specify production capacity, typical order size, minimum feasible quantity and realistic readiness. Separate regular capacity from a one-off possibility. Describe packaging and any customisation you can support.
Choose markets and buyer types
List preferred countries and the commercial reason for each. Decide whether you need an importer, distributor, original equipment manufacturer or end user. These companies have different purchasing processes; mixing them into one list weakens qualification.
State commercial boundaries
Record preferred trade terms, payment expectations, order economics and exclusions. Identify conditions that would make the opportunity impractical, such as uneconomic shipment sizes or a requirement you cannot currently satisfy.
Set qualification criteria
Ask what evidence would justify a conversation: matching product activity, appropriate customer base, geographic reach or relevant sourcing behaviour. Require a selection rationale and dated sources. A company name alone is not a qualified opportunity.
Use the shortlist as a starting point
Check the contact, verify current relevance and ask about the company's needs. Track contacted, replied, qualified and disqualified separately. Do not equate a researched prospect with an interested buyer.