National Export Strategy 2002 - International Trade Administration ...

The 2002 National Export Strategy
the TPCC agencies work closely with state agencies and other trade multipliers to
leverage scarce resources and effectively reach potential exporters.
New-to-export firms may benefit greatly from targeted assistance that begins with a
realistic assessment of their export readiness and provides handholding throughout
the process. Important to helping these firms are the educational programs targeted to
various aspects of international trade. Programs include SBA’s Export Trade
Assistance Partnership (E-TAP) program offered at USEACs, as well as a variety of
programs offered through local colleges, World Trade Centers, and other trade
groups. In addition, a coordinated package of interagency services that are most
appropriate to the novice exporter could streamline the process of helping these firms
enter international markets.
The United Kingdom offers small companies such targeted assistance throughout the
export process. Under its Export USA program, British Trade International offers
small companies with innovative products special assistance in exporting to the United
States. The firms, which are carefully screened, pay a one-time fee equivalent to
$1,500 and receive a package of assistance that includes a market assessment and
advice on how to proceed, as well as ongoing contact with a specific program manager
in the United States who is assigned to work with them. Firms are selected based on
their size and track record and must be new to the U.S. market. They also have to be
nominated by a local business council as being likely to succeed. The program
manager provides up to 40 hours of advice and mentoring during the first six months
of the company’s participation in the program. Program managers are either British
trade officers in the United States or locally employed business people with specific
knowledge and contacts within the United States economy.
Recommendations
All of the agencies will commit to a strong cross-promotional effort.
Specially trained Commerce Department trade specialists will act as account managers
for SMEs committed to exporting to more than one market. These trade specialists
would receive in-depth cross training from at least three core TPCC agencies and be
qualified to market the programs of those agencies.
OPIC and the U.S. Commercial Service (CS) will develop and implement a Memorandum
of Understanding that will establish a training program for CS officers to enable them
to explain OPIC services to SME exporters and investors ready to operate abroad.
OPIC and the SBA will conclude an agreement of cooperation which will streamline
approval processes between the two agencies, provide for a pilot program and joint
marketing, offering businesses additional options for international investment.
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