Appendix B. Country Screening Scorecard

Scorecard header

• Company / BU: ____________________

   

• Category: ____________________

   

• Date / version: ____________________

   

• Screening scope (countries considered; any exclusions): ____________________

   

• Entry mode assumed (direct / partner / acquisition / other): ____________________

   

Scoring scale and confidence

• Score: 1 (poor) to 5 (excellent), relative to other long-list countries.

   

• Confidence:

   

  • H = validated (primary data or authoritative sources)

     

  • M = reasonable proxy (triangulated)

     

  • L = thin/assumption-heavy (requires fast validation)

     

Scoring items (fill these in)

Attractiveness

1. Market size and growth; profit pool; segment tailwinds

    

• Weight: ____%

   

• Score (1–5): ____

   

• Confidence (H/M/L): ____

   

• Evidence / notes: __________________________________________

   

1. Customer urgency and willingness-to-pay (local budget norms)

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

1. Competitive intensity; retaliation likelihood; price pressure

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

Fit
4) Value proposition resonance; proof path; localization burden

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

1. Route-to-market match; channel power; margin + working capital

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

1. Capability match (delivery, support, talent availability, language)

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

Feasibility
7) Regulatory path and time-to-invoice (licenses, e-invoicing, residency)

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

1. Operating complexity (tax, payments, logistics, vendor reliability)

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

1. Risk profile (FX, sanctions, corruption exposure, country risk)

    

• Weight: ____%

   

• Score: ____

   

• Confidence: ____

   

• Evidence / notes: __________________________________________

   

Summary and decision

• Weighted score (total): ____________________

   

• Top uncertainties (max 5):

   

• Screening decision: ☐ Short-list ☐ Hold ☐ Drop

   

• Rationale (2–5 sentences): __________________________________________

   

• Next validation actions (8–12 interviews, counsel memo, margin check, etc.): __________________________________________

   

• Revisit triggers (what evidence would change the decision): __________________________________________

   

Confidence upgrade plan for short-listed countries

• Top 5 low-confidence assumptions that drive the score: ____________________

   

• Fast tests: targeted customer/partner interviews; one local counsel memo on gating regs; channel margin check.

   

• Decision rule: what evidence moves the country from Hold → Short-list or Short-list → Drop.

   

• Common traps: over-weighting macro indicators; ignoring invoicing/tax friction; assuming channel power is “manageable.”