TCP workshop 21/0514 - Mobilising more SME's to export

BRITISH WATER CAPACITY BUILDING PROJECT IN COLLABORATION WITH

BRITISH WATER

British Water

• Trade association for the UK water industry supply chain

• With a global focus

• Network of 177 members and 400 non members

• Organising business visits, UK pavilions, networking events around the UK,

• Responding to member needs with a new Mining Group and soon to be Oil & Gas Group

Why the UKTI Pilot Project – Where are we now?• 75% of our members are SMEs (e.g. manufacturers,

suppliers and technology companies)

• Focus on the UK market which is highly competitive

• Lack resources / knowledge to export or explore markets

• Have an SME Group and core group of activeexporters but…

Why the UKTI Pilot Project – Where do we want to be?

• Want to increase the number of supply chain companies exporting

• Most are not aware of the range of export support on offer from UKTI and others including British Water!

• Want to engage much more with ITAs who have varying knowledge of the water industry / and organise events

Why the UKTI Pilot Project – Where do we want to be?

Ultimately this should help grow British Water membership and participation in supply chain

events

THANK YOU

International Trade Development Pilot project

Marcus DeeleyHead of International

21 May 2014

Royal Institute of British Architects

The RIBA champions better buildings, communities and the environment through architecture and our members

40000 worldwide Overall membership

25000 UK active membership5000 Overseas membership

3200 Chartered UK practices (our target)

Regional membership structure

20% of total fee income from international work by 3% of practices

How do we encourage more practices to work around the world?

• Awareness Raising• Marketing and Communications• Regional Events• National Event

• Skills development• Information• Advice• Skills

• Market introduction• Trade missions• Visits • Exhibitions

Trade development programme outlineDevelop Awareness in regions

– Press, specialist/local - case studies/articles/editorial – Media– Web – Social media/networks

Skills development• Recruitment workshop

– 2hr event to introduce the programme– Gain commitment

• Basic knowledge workshop– Full day event– Challenge commitment– Introduce basic concepts– Introduce mentor– Introduce UKTI link

Mentoring• Support through the early stages• Motivate • Guide• Manage hand over to UKTI advisor.

International trade developmentpilot project

Challenges• Recruitment overall• Measuring results• Smooth hand over between Mentor& UKTI.• Logistics• ?

Any Questions?

13

UK Trade & InvestmentMalcolm CohenSenior International Trade AdviserLondon International Trade Team

Type your title and date here 00/00/0000

ITA involvement with TCPs ?

• Helping the TCP to understand the UKTI offering?

• Developing the eligibility criteria for warm leads

• Supporting the TCP at events

• Follow-up on referrals

• Feedback to the TCP

14

What is a warm lead?

• SME which is not already working with UKTI

• Export ready

• Product or service with ‘legs’

• Turnover and no employees

• Adequate resource ( financial and human)

• Complete client referral form

15

16

Contact

• Name Malcolm Cohen

London International Trade Team

Tel: 07739 592395

Email: malcolmcohen@uktilondon.org.uk

• www.ukti.gov.uk/london

• www.youtube.com/UKTIWeb

• http://blog.ukti.gov.uk

• www.twitter.com/ukti_London