Steve Parker explains…….

‘Consistent energy and performance are the keys to Global Success’

Continuing with our theme of trying to help you to make strategic growth improvements to your current international operations, or to help you to start exporting and get success faster, this epistle was influenced by the recent re-launches  of the UK Governments export drive.

Those of us who have been involved in exporting and international trade globally, on a daily basis, for more than 40 years, have seen these many times before. We have seen logo changes, department changes, name changes and strategy changes and more next big thing markets and regions. Remember BRICS  and others?. We have recently had International Trade day and Export days and weeks.

Talking of BRICS ( Brazil, Russia, India, China and South Africa), a whole plethora of focus and activity was promoted based on reports from some famous consultancy groups I believe. Other countries often do the same and it can be quite easy for everyone to believe that these are the only places to sell to and everyone descends on them – but only for a year or two.
I was at a meeting recently where the head of DIT mentioned another group of target countries – apologies I had ‘acronym and experience fatigue,’ so I can’t remember the latest version.

None of this is meant to sound too critical, though clearly I have some reservations about consistency and who interprets the data for the target regions – another longer story for another time.
So to clarify….. Almost anything that positively helps companies and people to consider and to take actions on developing International trade and exporting is wonderful.

However, the campaigns disappear whilst the work is done behind them and sometimes companies and people think that  we and they can’t compete in all the many other countries and regions around the world, so they are ignored. They also forget to keep in contact and keep energising relationships and to keep looking for opportunities, consistently, in existing global markets.

Remember when you put all that effort into getting into the markets originally, the relationships and opportunities were the most important thing in your  mind and the excitement was wonderful. Remember it was for your overseas distributor, partner, agent, customer and any other people in your route to market too!  Remember before everything complicated took over your head space, that fundamentally the most important achievement for an overseas trip, is that your partners remember you when you leave and that they ‘actively, effectively and professionally’ promote your company and products and services on a daily basis. 

Another fundamental that hasn’t changed over the years….. When we talk to a prospective customer and partner in an overseas market and they say “ you mean this is made by you and no-one else currently has the product or service in the market” – the excitement and potential are palpable. Small orders from large markets can make a huge difference to UK companies, so please do not ignore them.

These enquiries can come from people who found you because of your website or social media, or a recommendation from someone – it doesn’t really matter how or who.  Don’t be embarrassed that the market or sector is not in your business plan (or the Governments)?!
They can happen at anytime and usually when you don’t think you need them?!
We are here to suggest that instead of wondering, spending ages reading often strange information and then getting confused, there is a better way.

Through our network of global private industry contacts and the market intelligence from global markets that we receive on a daily basis, we can advise, show or even do the work for you, to convert that enquiry that can change your order book and profits substantially.

We can do this when you really need it or if, like some of those bodies above, you have moved on in your mindset, to the next big innovation, market or region.
Schedule a cup of tea with us and get the enthusiasm boost and some answers soon! Steve Parker   07854 655397    steve@steveparkericd.com   Steve Parker ICD International Company Development.