Australia is an attractive destination for international businesses seeking to enter a vibrant market or establish a presence in the Asia-Pacific region. Many businesses will seek to visit Australia to explore market opportunities and dynamics and to initiate relationships with potential partners and clients. Visiting early in the market-entry process will enable you to gain invaluable insights to enhance the development of your market-entry strategy.

This guide provides useful and practical information for travelling to Australia in the initial market-entry phase to maximise the opportunities for establishment and growth. 

Undertake Market Research

Doing thorough market research and visit planning is critical.  Identify target industries and potential clients in Australia. The Australian Trade and Investment Commission (Austrade) and international government trade agencies operating in Australia provide market insights and reports that can help you understand specific sector dynamics.

Your market research should also identify the best cities and regions of Australia based on your industry, target clients and where there may be industry clusters. 

Align your Visit with a National Conference

Attending a major national conference in Australia is an ideal way to develop relationships and win new business.  It enables you to connect with key industry participants, potential clients and stakeholders and develop an understanding of the market that is crucial for initial or ongoing market-entry strategy and growth. 

There are a multitude of conferences and events in Australia. Here are some considerations for identifying which conference might be best for your business.

• National industry conferences associated with the national industry association or peak body for your industry or target industry often provides the best value and largest opportunity.  
• Government delegations and trade missions are an ideal way to maximise opportunities. Many governments and trade organisations  host trade missions and delegations aligned with key national industry conferences. These delegations may include shared exhibition participation and promotion, side programs of events, briefings, meetings and business matching.  

Beachhead has developed a Directory of Major Industry Conferences in Australia.  

Leverage Connections and Schedule Meetings

Plan your visit well in advance.  There are many ways to engage with connections in Australia both directly and indirectly. These include government trade and investment agencies, bilateral business chambers, industry associations and professional services providers. Direct approaches to prospective clients and partners are also effective. 

Opportunities to engage are also available in areas where there are clusters or agglomerations of similar industries. Examples of this are Tech Central, a technology precinct in the Sydney central business district (CBD), or the Melbourne Biomedical Precinct. Be aware of the sometimes significant distances and travel time between cities and locations when scheduling meetings.  

Australians are generally receptive to meeting international businesses. Punctuality and planning are valued, and it is important to reach out to schedule meetings with potential clients, partners or connections well before your arrival. 

Networking and building rapport are important. Australians appreciate authenticity and may blend business with social interactions, such as a coffee meeting or a business lunch. While engagement can sometimes seem casual, Australian business is highly professional with expectations of punctuality, responsiveness and commitment. 

More information on Business Culture in Australia 

Plan Your Visit

Visa and Travel Documents

Australia has travel and visa requirements and restrictions.   All visitors to Australia require a valid passport and visa or Electronic Travel Authority (ETA) to enter the country.  If attending a conference or doing business in Australia, business visitor visa options are available.  The Department of Home Affairs provide information on the visa relevant to the purpose of the visit.  Explore visa options for visiting.

Flights and Accommodation

Book your flights and accommodation early. It is busier in Australia’s peak season from October/November to February/March.  

Materials and Samples

• Australia’s biosecurity and border controls Australia's biosecurity and border controls 
• Bringing or mailing goods to Australia Bringing or mailing goods to Australia - DAFF
• Check that the samples are allowed into Australia.  For detailed import conditions for all goods Biosecurity Import Conditions system (BICON)

Useful Information