A helping hand for offshore IT service providers from the Government of The Netherlands

Small- and medium sized offshore IT service providers often need assistance to enter the European market. That assistance is provided by CBI - Centre for the Promotion of Imports from developing countries. CBI, established in 1971, is an agency of the Netherlands Ministry of Foreign Affairs (please visit: www.cbi.eu). A new Export Coaching Programme is being offered by CBI to Palestinian companies that want to market their IT outsourcing services in the European Union. The objective of this ECP is to assist companies in obtaining a firm and lasting position on the EU markets for these outsourcing services.

An Export Coaching Programme has a duration of 4-years and has three, somewhat overlapping, phases. The program consist of the following three modules: Module 1. Application and selection; Module 2. Assistance and training; Module 3. Market entry into the European Union. We have a well-defined methodology and tools we use during each phase. Beside consulting and coaching, market information and market research is also provided. During the market entry phase we assist and help companies to carry out various marketing activities in Europe, attend conferences, trade fairs and other events, but we also provide expertise on optimizing web sites, SEO and web based promotion. Quality certification efforts are also supported. Turning business contacts into durable business relations is the main goal.

Module 1: Company audit and plan of action
After being pre-selected for participation in the CBI Export Coaching Programme, a CBI sector expert will carry out a company audit in order to judge the suitability of the company in terms of production facilities and capacity, service properties, international competitiveness, quality control, organisation and management. Based on this audit, a plan of action will be developed, that gives each company a clear idea of the steps to be taken in order to be able to meet the requirements for the EU market. On basis of the findings of the audit, both the company and the CBI assess whether targeting the EU markets is feasible. In case this assessment is positive, the company will be invited to enter Module 2.

Module 2: Export Capacity Building              
The objective of this module is to make the necessary improvements in the company as identified in the audit. The CBI sector expert will closely coach and advise during this process. An important target in this module is to gain sufficient knowledge of European markets and exporting marketing skills. This is done, amongst others, in a four days export marketing seminar, called EXPRO, which is held in the region or in The Netherlands (tentative date: October 2011). Relevant export marketing and management subjects as well as more outsourcing services related subjects will be covered through lectures, cases and assignments. The main objective of this seminar is to further prepare the participants for entering and dealing with the European market. Besides the EXPRO, other trainings may be organized on specific subjects. When the company is “ready for the EU”, it will be invited for Module 3. In general Module 2 and 3 will overlap.

Module 3: Market entry European Union
The objectives in this module are to establish contacts with potential business partners in Europe and to gather further information on the European market (market research). This is achieved by collective or individual presentations at selected international trade fairs (e.g. CeBIT Germany), workshops, conferences and/or road shows in Europe. Turning business contacts into durable business relations is the main goal. CBI will be instrumental in this process as much as possible, by giving follow-up support and technical assistance.

Interested in participation?
Basic information about the new ECP can be requested, including the criteria to qualify for participation (e.g. the Palestinian company should be at least 51% locally owned and should have 15 to 500 employees). In case of interest, an Application Form needs to be filled in.

After being pre-selected for participation in the Export Coaching Programme, a CBI expert will visit the company to carry out an audit in order to judge the suitability of the company in terms of production facilities and capacity, service properties, international competitiveness, quality control, organisation and management. Based on this audit, a plan of action will be developed, that gives each company a clear idea of the steps to be taken in order to be able to meet the requirements for the EU market. On basis of the findings of the audit, both the company and the CBI assess whether targeting the EU markets is feasible. In case this assessment is positive, the company will be invited to enter Module 2.
   
Further information: contact Mr. Paul Tjia (external CBI consultant for the ITO ECP for Palestine) at
p.tjia@cbi.eu