[ The International SME
Export Toolkit - Checklist 3

CHECKLIST 1

CHECKLIST 2

CHECKLIST 3

Meet the

Europartnerships Team!

Develop a mission statement

• Set out a clear agenda for your export activities before you begin.

Get plenty of good advice

• There are many sources of advice and assistance available. Network as much as possible, through your bank, Export Clubs, Chambers of Commerce, Trade Associations, etc. Keep up-to-date by reading relevant publications.

Research

• Do your homework and research continuously. Visit target countries and markets and see what goes on ½rst hand - even when you’re on holiday! Be aware of the competition and their strengths and weaknesses.

Don’t over-extend yourself or your company

• Concentrate on just one or two markets at any one time. Consider spreading risk by establishing a ‘portfolio’ of export activities to maximise potential and minimise exposure.

Build long-term relationships

• Getting to know and cultivating agents, distributors and end-users shouldn’t be a brief one-off affair. Markets take time to build, so work with people you feel comfortable with.

Make sure you can meet the needs of the market

• Gear up yourself and your company to match demand. Be forward thinking in planning for and recruiting the right people, particularly those with special skills, and be willing to pay them accordingly.

Think through the risks and re-evaluate them

• Risks are higher in foreign markets than at home. Monitor your progress against plan; re-assess the risks at regular intervals.

Never forget the need for training

• As markets change and opportunities present themselves, don’t be left behind through lack of training. Plan ahead, and evaluate and review your training needs as a regular discipline.

Think internationally

• Talk to people in their own language in marketing material and provide language training for staff who have customer contact. Understand the cultures and customs of the countries where you are doing business.

Never take short cuts

• Establish structures and stick to them. It controls costs and risks and minimises wasted efforts.