Exporting Your Services

Temporary Business Travel

You will need to visit your target market for business development purposes and possibly also for service delivery once you have a contract. This means you will have to be able to get across the border, with the permission of an immigration officer. The following eight questions and answers provide tips for managing border crossings successfully:

Under what conditions can I travel freely to other markets?
How do I know if there are restrictions on foreign travel to specific markets?
What about business travel to the U.S.?
How can I make my border crossings as easy as possible?
Are there any safety precautions I should take when travelling abroad?
How do I find out about national holidays in my target market?
How can I maximize my market development time?
How can I find travel tips and tools?

Under what conditions can I travel freely to other markets?

Immigration officers are responsible for blocking the entry of politically undesirable persons, law breakers, and undocumented workers who would take jobs away from citizens of the country. While these officers are trained to recognize and admit tourists, students, and documented workers, they are not necessarily trained to recognize business persons who have the right to enter temporarily under new international services trade agreements. They are particularly alert to detaining persons who they believe are trying to immigrate and find employment without proper authority.

It is critical you emphasize the temporary nature of your visits and the fact you are and will remain employed in Canada. You want to use words like “looking for contracts” or “finding new customers” or “finalizing a business deal.”

How do I know if there are restrictions on foreign travel to specific markets?

Temporary business entry is being seen increasingly as an issue and non-tariff barrier to services trade. An increasing number of countries are allowing business visitors to enter their market for purposes of attending trade conferences or doing business development without requiring a visa or work permit. Check with your Virtual Trade Commissioner for more details.

Don’t forget that some countries require an entrance visa even if you are only transiting through them. This is true of a number of airports in countries (like the United States) that serve as a hub for onward regional flights.

What about business travel to the U.S.?

Provisions for business travel to the U.S. are spelled out in the North American Free Trade Agreement (NAFTA), Chapter 16 on Temporary Entry for Business Persons. There are four categories of persons that can cross the border under NAFTA: business visitors, traders and investors, intra-company transferees, and professionals. You need to verify the type of education and documentation you need in order to cross the border under this NAFTA provision.

How can I make my border crossings as easy as possible?

In order to facilitate your temporary business entry into foreign markets, be sure to carry the following information with you:

Proof of citizenship
Proper visas
Proof of employment status in Canada
Copies of post-secondary degrees and professional certifications
Proof of meetings to be held and letters of invitation
Proof of immunizations
Extra visa photos
Passport – current for at least six months after the travel date

Before you start your trip, make sure you know your rights in terms of market entry.

At the border, your demeanour is important. The following tips may be helpful:

Act professionally
Be deferential
Answer only what is asked
Don’t volunteer information
Remain calm and at ease

Are there any safety precautions I should take when travelling abroad?

Although travelling abroad is exciting, you may also be perceived as a rich stranger and therefore a target for potential acts of violence. You should take simple precautions, such as:

Avoid wearing expensive accessories.
Avoid carrying large sums of cash.
Never leave your luggage unattended.
Don’t walk alone at night.
Don’t disclose your hotel room number.
Carry emergency contact numbers with you.
Know what to do if your passport is lost/stolen.
Know what to do if you are arrested or robbed.

How do I find out about national holidays in my target market?

Each market has its own schedule of holidays. Here are some sources of information:

Canadian embassy or high commission
CIA World Fact Book
A national website of your target market
The target market embassy/consulate located in Canada
Earth Calendar

You can use Governments on the WWW to find national websites.

How can I maximize my market development time?

Time is your most precious commodity so you will want to plan wisely. Inevitably, export market development will involve travel. If appropriate, you can seek out “portable” contracts for you to work on while you are traveling, such as during lengthy flights or layovers. This will allow you to generate income while on the road.

A second tactic is thorough preparation ahead of time. For example, if you are going to a conference or trade event, review the attendee list and contact prospective customers ahead of time so you have meetings pre-arranged. While you want to leave some flexibility in your schedule, you also want to make the most of the time you have.

Part of that preparation should be to examine your travel route for opportunities to add on business development. For example, if you have to transit regularly through a hub city, can you also develop business there? Similarly, when you are selecting new markets, try to make sure your travel pattern will be efficient – not scattered all over the world!

When you are with people, be sure you are prepared to take advantage of the time available. Concentrate on the type of relationship building interactions that are difficult to do from a distance and leave routine information gathering to e-mail contact.

How can I find travel tips and tools?

The following websites will provide you with country specific information regarding:

The following websites will provide you with contact information for services that you may require: