The next step is your export plan. You may have ideas but you need to clearly communicate them in writing so that your whole team is clear on their responsibilities. Having a plan laid out makes it easier to spot pitfalls, gaps and even additional opportunities!
The export plan is also key in seeking supports in term of financing or grants. Don’t overcomplicate it, keep it clear and simple.
The key elements of a successful export plan include:
1. The Vision
What you are going to do. How you are going to do it. What your expected outcome is.
2. Human Resources
Have you the staff, external support and expertise? Have you skills within your team to manage language and cultural differences?
3. Financial Resources
Budget, Sales targets and Pricing – Consider the additional costs involved in selling into the overseas market. Establish a target price for the end user, taking into consideration currency, payment terms, freight and carriage charges, import duties and taxes, commission to partners and competitors’ pricing.
4. Target Market
Why you have selected this market; who your buyers are.
5. Your Product
Your USP and how it translates internationally. Are there external factors which could impact production or sales?
6. Market Entry
Sales channels; marketing plan; regulations, language and local laws.
The Evolve UK webinar series highlights the opportunities for Irish companies interested in doing business with the UK.
This webinar examines how the establishment of a UK presence demonstrates long-term commitment to the market, providing customers and partners on the ground with the reassurance that your business is accessible at all times.
Hosted by Enterprise Ireland’s UK Manager, Deirdre McPartlin with insights from Gerry Collins, ECOVIS.
https://globalambition.ie/wp-content/uploads/2020/11/Evolve-UK-establishing-a-UK-presence-Main-Image.jpg500500Louise Cunninghamhttps://globalambition.ie/wp-content/uploads/2023/04/EI_Logo_Primary_1_300x74_RGB.pngLouise Cunningham2020-11-25 13:58:352023-09-05 15:16:15Evolve UK: Establishing a UK presence
The Covid-19 pandemic saw a rapid shift for many to virtual ways of doing work – and the recognition – finally – that remote and hybrid working is a very viable possibility in many industries. And, that offering flexible ways of working can actually give companies an edge when it comes to attracting talent. Unfortunately, however, with more flexibility comes a very real problem – the increased risk of cybercrime and cyberattacks. And the need for effective cybersecurity solutions is becoming more urgent by the day.
According to a study by McKinsey & Co, only 16% of executives felt that their organisations are well prepared to deal with cyber risk. Plus, the United Nations has warned that cybercrime increased by nearly 600% during the pandemic.
“Globally, there has never been a more challenging time for organisations in relation to cybersecurity,” says Pat O’Grady, Senior Business Advisor and Global Lead for Cybersecurity at Enterprise Ireland. “A higher level of cyber threats and attacks, security challenges linked to remote working, and increasingly sophisticated attacks on personal accounts have all put systems under immense pressure.”
Irish cybersecurity solutions
Ireland has long been a leader in technology innovation, with our advances in medtech, agritech, fintech and more in high demand across the globe. So it comes as no surprise that an increasing number of ambitious Irish companies is coming up with some very clever solutions to cybercrime. As an example, Cork-based Velona Systems has developed a solution that protects large call centres in the US against brute force call spam attacks, ghost calling and robocalling, a growing challenge in this sector.
Velona is just an example of our strength in the area, which is highlighted in the Enterprise Ireland Cybersecurity Innovation Series 2021, which this year is titled ‘Creating Innovative Solutions to New and Emerging Threats’. Taking place over six separate events in November and December, covering different world regions, the series features talks by leading cybersecurity experts, pitches by innovative Enterprise Ireland client companies, and opportunities for individual client-buyer meetings.
“All the participating Irish companies have identified the most urgent areas within cybersecurity and come up with intelligent solutions that potentially have a worldwide customer base,” says Pat. “For instance, one of the biggest issues now is the sharp rise in phishing emails. Cyber Risk Aware is an Irish business offering learning platforms that can build training programmes within Microsoft Office 365 to raise staff awareness regarding phishing and teach them how to spot a dangerous email. The company also offers a phishing simulation platform, which can build email templates and schedule simulation campaigns to test the level of awareness within the organisation and to offer additional focused learning for staff when required.”
Like all good responses to security threats, many solutions are based on prevention rather than cure – and with the cost of cyber crime rising sharply as the attacks get more sophisticated, this is sure to be a massive area of growth. “EdgeScan is leading the way in pen testing, or vulnerability scanning,” says Pat. “This includes scanning company IPs or carrying out pen tests on company websites or client portals to find any potential weaknesses – therefore stopping the threat before it happens.”
Remote working challenges
With remote and hybrid working looking likely to stay in the long term, many companies are looking for ways to boost their security with staff working on devices away from the office and even out on the road. “Remote working has brought with it many challenges; one issue is providing the same amount of security as in the office,” says Pat. “Web and email filtering identifies new malware sites and can block specific categories of websites, such as gambling sites. Galway-based TitanHQ offers advanced solutions for this issue, currently helping businesses in over 120 countries.”
A big issue for companies is our increasing reliance on mobile phones for work purposes – now a company has to look into protecting these as well as laptops and computers. “Many companies have introduced a controlled ‘Bring Your Own Device’, or BYOD, policy in which company apps are locked down or secured on the device, while others have restricted access to only corporate devices to allow for full control. And yes, there’s an Irish company involved in this area too: CWSI are experts in the field of mobile device management and offer guidance on both policy and the technical aspects of managing devices.”
It’s clear that Irish companies are leading the way in cybersecurity solutions. Many companies are finding it difficult to acquire and retain staff with skills in the areas of compliance, ISO certification, incident response, forensics and investigations – and, as Pat explains, there are several Irish companies in a great position to help. “Irish innovators such as Integrity360, SmartTech 24/7, Kontex and Evros are providing a solution to this issue by providing expert security consultant services. These companies’ Security Operations Centre (SOC service) offers uninterrupted monitoring of their clients‘ IT networks.”
Details of the Enterprise Ireland Cybersecurity Innovation Series 2021 can be found here.
https://globalambition.ie/wp-content/uploads/2021/11/GA-cybersecurity-tile-1.png600600Aoife Smithhttps://globalambition.ie/wp-content/uploads/2023/04/EI_Logo_Primary_1_300x74_RGB.pngAoife Smith2020-11-25 13:56:292023-09-06 10:16:34Cybersecurity solutions that address new and emerging threats
As the Brexit transition period comes to an end on 31 December 2020, Irish businesses trading with the UK will need to operate in a new business environment.
To assist Irish companies with their final preparations, Enterprise Ireland in partnership with the Local Enterprise Offices will host a series of webinar briefings to advise on logistics, freight, customs clearance and the critical steps needed to avoid trading disruption on Jan 1st.
The Evolve UK webinar series highlights the opportunities for Irish companies interested in doing business with the UK.
This webinar discuss how businesses are tackling customer communication and customer care during continued Brexit uncertainty with insights from:
Robert Rowlette, General Manager of Archway Products
Alan Croghan, Financial Director of EasyFix
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Finding the right person to represent your company internationally is one of the most important decisions you will make. Your company is judged not only by the products and services you offer but by the people who are offering them. Finding the right people to do this at an excellent level is a constant challenge at home and overseas.
Enterprise Ireland has developed this recruitment guide to provide Irish businesses with expert insights on executive search and selection from one the leading executive search companies in Germany and internationally, Signium.
Our team of Düsseldorf-based market advisors are available to help you grow your businesses within Germany, Austria and Switzerland and to advise on the vital process of international recruitment.
Mark Christal, Manager Regions and Entrepreneurship at Enterprise Ireland outlines why developing export activity is of critical importance to Ireland.
That includes export activity for businesses of all sizes, including small and medium ones as well as micro businesses which employ fewer than 10 people. It includes businesses already in operation and start-ups too because, put simply, Ireland needs to export more.
An OECD report in 2019 found that just 6.3% of Irish businesses exported and suggested that it needs to be closer to 10% if Ireland is to have the resilience we require in our enterprise base. That was before Covid-19 which has greatly increased our exposure to risk.
Export Compass webinar series
Being a small business is no impediment to export success but preparation is key. Because developing exports is an important strategic objective of Enterprise Ireland, it has partnered with the Local Enterprise Office network to launch a new webinar series called Export Compass.
This online series is completely free and is open to all companies. As well as expert advice it features small business owners willing to share the benefit of their experience in terms of tips for success and pitfalls to avoid.
The webinars are tailored to suit micro and SME businesses who are either just starting out or who wish to grow an existing business through export sales.
There are five webinars in the series, with each covering practical advice on specific issues including assessing your reasons for exporting – or not, choosing the right market and identifying customers within it.
Understanding business culture in your priority markets is vital too and the series includes representatives from some of Enterprise Ireland’s 40 overseas offices.
While the pandemic has created massive challenges, it has also accelerated the adoption of digital business practices. It is now the norm to seek and win new business overseas entirely online, a fact which presents Irish businesses with enormous opportunities.
The Export Compass webinar series outlines tools and techniques to help win export customers in a digital world. It also provides information about the funding and finance options available as you prepare and execute your export plan.
Research is vital. Developing exports has never been less about jumping on a plane, but about developing a strategy and putting the necessary structures in place first, including management capacity.
Businesses are already mindful of how, as a result of Brexit, there are now additional costs involved in trading with the UK, the Irish exporter’s traditional first port of call.
Some 31% of export sales by Enterprise Ireland clients still go to the UK and it will remain an important trading partner, but the webinar series also looks at the opportunities that exist across the Eurozone. It is a market to which we still have unfettered access and which, at a population of almost 450m, is still huge.
Over the past 12 months we have all seen a dramatic digital shift in the way consumers and businesses buy. Despite the challenges, the pace at which the global digital economy is opening up is generating enormous opportunities.
Helping businesses to realise their export potential is the cornerstone of both Enterprise Ireland’s and the wider government’s strategy. Last month’s report of the SME Taskforce reiterated this, highlighting the need to support all potential exporters, including micro businesses.
That is because our resilience – and our growth – will come from an ability to achieve export success, both as companies and as a country. Global exports hold the key to growing our economy and our employment levels.
We need to encourage as many companies as possible on the road to export success. The Export Compass webinars is a good place to start.
A version of this article was previously published in the Sunday Independent
https://globalambition.ie/wp-content/uploads/2021/02/Small-business-meeting-1.jpg7061000Louise Cunninghamhttps://globalambition.ie/wp-content/uploads/2023/04/EI_Logo_Primary_1_300x74_RGB.pngLouise Cunningham2020-09-25 13:58:022023-09-04 10:15:18It’s never too soon – and a business never too small – to plan for export success
• Australia and New Zealand have amongst the lowest cases of Covid-19 in the world
• There have been some second wave cases and local lockdowns
• Most businesses still working remotely where possible
• Australia is experiencing its first recession in three decades and the New Zealand economy has also been affected, but plans have been put in place to mitigate this.
• Government stimuli put into effect in March will begin to be phased out over the coming months.
• There are business opportunities for Irish companies in the MedTech and Lifesciences sectors.
Nowhere has been left unscathed by the global pandemic but Australia and New Zealand have been fortunate to have some of the lowest case numbers in the world. However, regional Enterprise Ireland manager, David Eccles, says while the two countries have managed to escape the worst of the infections, there is still a note of caution about the future.
“Australia is 75th on W.H.O data table of cases and New Zealand is 153rd, but we are not out of the woods yet with some second wave cases across both countries,” he says. “Both countries have closed their borders to all except for citizens, residents and immediate family members and 14-day quarantine measures are strictly enforced.
“Australians had been slowly emerging from Covid-19 lockdowns since May but a recent second wave has seen the State of Victoria in stage 4 restrictions while the other seven States and Territories have lighter restrictions and there are some border closures between States, with each being in a very different position.
“And in New Zealand, which was COVID free for over 100 days, a recent wave had seen Auckland go into lockdown and Level 3 restrictions, but this week they have returned to Level 2 restrictions with the rest of the country. So, most companies are continuing to work remotely and enforce social distancing where possible.”
But while the cases of Covid-19 were noticeably less in the region, Eccles says economies in both countries have been affected.
“Australia is now experiencing its first recession in nearly 30 years, thanks to the economic fallout from coronavirus, bushfires and drought,” he says. “And the New Zealand economy is poised to contract severely for the first time in over a decade this year – again due to the coronavirus.
“In addition, they both also boast large tourism, hospitality, and education industries, and these have been severely impacted by the near elimination of international travel. But in other areas, business activity remains robust with construction and financial services leading the way.”
The area manager says Australian and New Zealand Governments invested in numerous cash-stimulus measures for business since March, but these will be withdrawn across three phases from September 2020 to March 2021.
And the Australian government has increased the instant asset write off from $30k to $150k for businesses making capital expenditures and this has given a boost to some Irish companies.
However he says, while there have certainly been an array of challenges and opportunities for exporters to the region, Irish companies have shown remarkable resilience and adaptability in the face of these challenges. And the Antipodean market is no exception.
“We have found multiple opportunities for Enterprise Ireland clients, as all sectors increase their digital transformation,” said Eccles. “In fact, some clients have brought forward their entry into our markets due to demand, particularly across digital health, EduTech and FinTech. And in MedTech and Lifesciences, Irish companies have scaled rapidly to meet new demand for product and have accelerated their market entry here.
“The most impactful of the COVID factors to our clients is the border closures and the cessation of international travel. The borders to international travellers will definitely not reopen this year but exemptions are possible, while very difficult to achieve.
“Interestingly, a key challenge for our clients in the past has been making the decision about when to invest in a local presence and the time and cost involved in flying to the region for important meetings – but with everyone now meeting virtually, this removes that pressure.”
Since March when the lockdown began, 20 Enterprise Ireland clients have established a presence in Australia and New Zealand, including WayFlyer, Vizor, Swoop and MagGrow and over 50 new contracts were won by Irish enterprises across Australia and New Zealand.
“This is as clear a sign as you can hope for, to show that Australia and New Zealand are still open for business, still the gateway into the wider AsiaPac region,” says Eccles. “And Irish companies are showing the strength, determination, adaptability and resilience to win business 17,000 kilometres from home.
“We, Enterprise Ireland Australia / New Zealand, have started new ideas and initiatives to try and help clients during the current situation. We have started a mentoring programme ‘Scale Up, Down Under’ with six companies taking part in a 6-month programme to accelerate their entry into market.
We have also run a series of sector specific Advisory Panels across Sydney, Melbourne and New Zealand, giving a range of Irish companies the opportunity to present their product to sector experts and often senior Irish diaspora in the market to seek guidance and advice.
“So there is light on the horizon for both companies doing business here currently and those planning their market entry.”
Anyone interested in learning more about Irish innovation and its application in the Australian market can visit www.irishadvantage.com.au
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Enterprise Ireland’s industry bulletin for the Aerospace & Aviationindustry provides insights from Market Advisors across the world, on market developments in each region, exploring market conditions during the Covid-19 pandemic , developments, opportunities and supports.
“The Nordics is renowned for being one of the most progressive, open, and innovative regions in the world. Made up of Sweden, Denmark, Norway, Finland, and Iceland, it has not traditionally been the first choice for Irish exporters, but nonetheless the region presents opportunity for companies looking to expand their business internationally.
Over the last five years exports to the Nordics from Enterprise Ireland clients have grown 35% and there are now over 450 exporters to these markets. And despite Covid, despite Covid, Hannah Fraser, Director Nordics Region, says opportunity exist for companies which bring innovation and something different to market.
The region is culturally and geographically close to Ireland and companies here are open to innovation and international partnerships. While negotiations often taken some time, once you secure a client, Nordic customers are committed, reliable and willing to pay a good price for solutions they can see value in.
In addition, Sweden, Norway and Denmark are in the top five countries for non-native English speakers, so language isn’t a barrier like other European markets – all of this adds up to a region which is lucrative and easy to do business in.
However, there is no denying that the pandemic has caused a lot of disruption to industry across the globe and in every sector – and the Nordic region is no different.
The response has differed country to country and while it remains to be seen how these measures will impact the economy in the long run, the Nordic economies were some of the strongest globally at the start of 2020 and look, so far, to be more resilient and set to recover faster than many of their European neighbours.
In the most recent figures, Sweden reported a GDP fall of 8.6% and Denmark of 7.4% during Q2. Norway’s GDP is estimated to have fallen around 7.1% between the months of March to May, while Finland, which undertook some of the stricter measures in the Nordics, reported a GDP fall of only 3.2%.
Irish companies working in the region have been affected in some ways. Travel restrictions, in particular, have proven challenging for staff travelling in and out of the region and also hindered Irish companies’ ability to meet customers, or potential customers, in person, which has affected the pipeline of new business for this year and into 2021.
But these issues are being addressed as firms have ramped up their digital presence to connect with customers in new ways and are now working more closely with local partners and suppliers. In addition, the supply chain across the Nordics is operational and the major construction sites, which many Irish companies are working on, have remained open throughout and business is now moving well in many areas.
Ultimately, the Nordics is a region of huge diversity and opportunities for companies differ from country to country and sector by sector. Well-established opportunities exist for Irish Engineering and Hi-Tech Construction companies, particularly around the construction and fit-out of the hyperscale data centres being built across the region.
There are also some emerging opportunities in areas like Fintech, Lifesciences, Telecoms and Energy and Irish firms have started to capitalise on these. In addition to this, one of the major themes for Nordic companies is around sustainability and building sustainable businesses.
Indeed the region has been at the forefront of sustainability for years and is considered to have some of the most ambitious climate action plans in the world – and this is an area in which Ireland can really learn from. Companies of all sizes here have a focus on building sustainable companies and integrating the UN Sustainable Development Goals into their business models.
This commitment to sustainability drives market demand for Irish products and services which in turn delivers solutions and innovation to areas such as renewable energy, electrification and energy efficiency.
There are a number of Irish companies which have successfully secured contracts in the Nordics in recent months including Mainline Power, CXIndex, Cambrist and XOcean – so the future does look bright for the region. Our team at Enterprise Ireland are on hand to support Irish companies to continue to grow and win business here.”
The export economy is widely seen as vital to the success of the Irish economy – and even more so now we are looking into a period of recovery after the twin challenges of Brexit and Covid-19. There’s no better time to look at the possibilities afforded by exporting, and the opportunities that are available for ambitious Irish companies.
Plus, there are more markets that ever before that are actively welcoming innovative and ambitious Irish export partners. The UK market continues to be an important market, while our ongoing commitment to the EU has made trading within the Eurozone easy and accessible. What’s more, Brexit has created more opportunities for Irish companies to increase business within the Eurozone.
But while it’s clear that now is the time to develop an export strategy, getting started is the most difficult step – and that’s where Enterprise Ireland’s Export Compass series of webinars can help.
“Exports are critical to the Irish economy,” says Keelin Fagan, Head of Exporter Development at Enterprise Ireland.
“As micro, small and medium-sized businesses are the backbone of the Irish economy, it’s a key focus for us and other agencies such as the Local Enterprise Offices (LEOs) to support these types of businesses when thinking about exporting and during their export journey. The Export Compass webinars are a first step for any company even considering exporting.”
“The last 18 months have been extremely challenging for SMEs and micro businesses. The pandemic has resulted in the digital economy completely opening up, and there’s been a dramatic shift in how people buy goods. But this has also created opportunities for businesses that weren’t there before, whether in terms of mindset or in in terms of the market itself. In short, Export Compass is a chance for companies to really explore the possibility of developing an export strategy, and what are the right next steps for them.”
The series of five webinars cover every aspect of developing an export plan, including research into different markets and opportunities, culture and doing business in other countries, sales and marketing techniques to win export customers in a digital world and financing your export plan through funding and pricing. The final session aims to bring all the information together, with a chance for participants to interact with a panel of experts.
Essential first steps
Export Compass is open to any company considering exporting, or perhaps in the very early stages of developing an export plan, as Keelin explains: “The Export Compass webinars aim to show companies the benefits of exporting, as well as where companies can get support in overcoming any potential barriers or challenges, for instance, language or business culture. The purpose of the series is to explain the key facts when it comes to exporting and how to get into the mindset of developing an export plan.
“Participants will hear from other companies that have started their export journey, or perhaps are even a little further along.”
“We touch on areas such as market research, the ideal customer from an international point of view, cultural differences in each of the market, and tips and tools to win customers in a competitive digital world. These are the fundamentals of what you need to think about if you want to move forward in developing an export plan.” says Keelin.
Introduction to supports
The series features interviews with companies who have successfully exported to a variety of different countries, giving participants a valuable opportunity to learn from other Irish businesses and network with those in similar situations – something that has been hugely missed over the last 18 months.
A pivotal part of the series is the introduction to the many available supports for Irish companies considering an export strategy. Enterprise Ireland has over 40 international locations, which facilitate access to more than 60 countries worldwide; each of the international offices are there to help Irish companies overcome any obstacles to trading in each country, from facilitating introductions and meetings with potential export partners to researching a chosen sector or overcoming language barriers. The Export Compass series features insights from many of the personnel available to help Irish companies implement an export strategy in their chosen country.
“We also bring in some of the Enterprise Ireland staff from the offices around the world so participants can hear first-hand how they can support client companies as they begin their export journey,” says Keelin. “We want participants to leave the series of webinars with a clear idea of what support is available to help them during their export journey and what next steps they need to take in order to develop their plan.”
The webinar series is free to all micro & SME companies who are looking to take the first steps on the export journey. Watch the on-demand series here.
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The UK’s decision to leave the EU will impact many aspects of business including Intellectual Property Rights (IPR).
