Overview

This two day course is designed specifically for the Service Sector and takes the delegate through the several stages an organisation needs to consider to export their business or services safely. The first part of the course is designed around the five stages an athlete goes through in preparation for a race. Stage 2 looks in more detail at some of the aspects which need to be considered when securing and fulfilling service contracts. Attendance on both days is considered essential to gain maximum benefit.

Day 1 - Winning Export Business

Introduction: Definition of service sector, Quiz on EU membership and enlargement, where do we start?

Step 1: Do we have what it takes?
Company goals, required resources, how to prioritise

Step 2: Getting fit
SWOT analysis, definition of the market profile, Researching the market and useful websites, In market research, how to use an explorer, Costing the service and methods of payment

Step 3: Warming up
Distribution channels, how to find and motivate overseas partners, legal agreements, Cultural issues, Negotiating techniques, Marketing/promotion

Step 4: The Big Event, are you ready?
Plan and prioritise, Identify training needs

Step 5: The Starters Pistol
Final checklist, Planning for success

The course is delivered by experienced JETS accredited trainers who are Sme’s and export their services with the help and assistance of the Passport scheme.

Costing sheets, copy of slides and practicals are included.

Who Should Attend ?

Service sector companies who are exporting a service for the first time, companies include software, vocational training, design, consultancy etc.

Day 2 - Delivering Export Business

Introduction: This day looks at 4 broad areas, each of which is broken down into constituent parts, any one of which if not carried out correctly can seriously jeopardise the winning or successful and profitable conclusion of a contract.

BEHAVIOURAL ISSUES

Effective Communication, Managing Change, Customer focus, Company Values

BEFORE YOU GO

Risks & Mitigations, Expatriating your people, Nurturing your people when they are there, Repatriation/re-assimilation, Office & personal accommodation/equipment/communications, Exit strategy, Contingency plans.

WHEN YOU GET THERE

Integration, Employ locals where it is expected, Customs and culture differences, Manage your staff - they are your ambassadors, Treat local staff as well as your own - they too are ambassadors, Think about the next opportunity - and start work on it.

OTHER ISSUES

Reference sites and testimonials, Subsidised travel to visit reference sites?, Company Image, House style, PR information in local language, Political alliances - in-country influencers, Local alliances - other exporters, Make yourself know to the British Embassy/High Commission, Keep a fistful of US$ handy in case of emergency.

Who Should Attend?

Companies or organisations that have identified their target countries for market development and need consider the finer points of how they will deliver their contract.