Match the resource to the business question
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A manufacturer might need help understanding documentation for a potential shipment, while a supplier may be looking for a local production contact. Write down the question before booking a program. An available resource does not establish that a proposed export qualifies for tariff treatment or that a customer will place an order.
Cost the first realistic order
List samples, staff preparation, materials, production time, packaging, delivery and selling costs. Record which amounts are estimates and obtain quotations for the largest uncertainties. Separate a one-time development cost from recurring costs for every order, while keeping both visible in the initial cash plan.
If an offer includes savings or a member rate, compare the actual terms with the business's existing arrangement. Do not build a growth forecast around an advertised discount until its eligibility, exclusions and commitment period have been reviewed.
Illustrative example: a Burnaby component supplier
A supplier evaluates a hypothetical $18,000 first order before taxes. Direct materials are estimated at $7,200, production labour at $4,100 and packaging plus delivery at $900. Direct contribution would be $5,800 before overhead. A separate $1,300 sample-and-development cost reduces the initial management contribution to $4,500.
The customer offers a $5,400 advance, while the supplier expects $8,000 of material and production payments before the next collection. That creates a $2,600 timing gap, even with positive contribution. The owner can discuss payment stages or available funding before accepting the proposed schedule.
Track the decision through to delivery
Keep the introduction or resource reference, quotations, accepted customer terms and actual order results in one review file. Record whether the expected lead became a quotation, confirmed order or no further work. Attribute results carefully; not every future sale should be assigned to the first event attended.
After delivery, compare material usage, hours, freight and collection timing with the plan. The owner can then decide whether to repeat the order, revise the price or change terms. Bookkeeping helps expose those trade-offs; it does not guarantee access to a program, certify origin or promise a commercial result.
Put this into practice
Sources and current guidance
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