IATTO Mini Forum London 22 October 2014
GLOBAL TRENDS
what shapes the the future of international trade training
Hasse Karlsson, Chairman IATTO
1
A GROWING NEED
The home market in many countries are to small, even for
SMEs, to grow and for most companies international growth
is a necessity to stay competitive.
This is also of strategic importance for developing countries
whose economies are largely export dependent.
2
CAPACITY BUILDING BOOST EXPORT
• Capacity building is the most important aspect that should be stimulated
by the support measure. International competences of the enterprises
should be trained. (EIM Business & Policy Research – 27 countries in EU, 2011)
• Export rose by 800.000 euro in Slovenian SMEs in the first year after
completion of the international trade training and 1 million euro in Estonia.
(ITM WORLDWIDE, 2012)
3
PARADIGM SHIFT IN TRADE TRAINING
Large companies
Knowledge
Expert Teaching
Exam
National Networking
National trade training
National qualifications
4
SMEs
Skills
International business men
Approved Business Plan
International Networking
Cross border trade training
Global qualifications
TRADE BARRIERS
The biggest obstacle for SMEs to grow
Internationally is lack of trade skills
The solution is not only advisory and consultancy
services but capacity building within the company
5
Focus on
Skills
TRADE BARRIERS
According to an article in Harvard Business
Review (February 2013) the ‘knowledgedoing gap’ between universities and SMEs
is another obstacle. Knowledge must be
turned into action to be applicable in an SME.
To implement an export business plan an
export coach with international business
experience is needed.
6
Need for
Export
Business
Coach
TRADE BARRIERS
7
International trade training must take place in
parallell with working in acompany ti bridge the
gap between universities and SMEs. This is
called vocational training.
Vocational
Training
Lecturers must have an international
business experience to be able to implement
the knowledge.
Business
Experience
TRADE BARRIERS
Lack of international networks for trade, especially
for SMEs.
The international network comprises international
colleagues, experts in international trade and
customers.
Network building is a precondition for international
trade, and demands a high level of language skills,
cultural understanding and social skills.
8
International
Networking
HOW DOES IATTO
MEET THESE
CHALLENGES
IATTO CERTIFICATION SYSTEM
DIPLOMA LEVEL
University degree
Training must be vocational
Participants are employed
50% of trainers must have 10 years of business
experience
 Participant must have access to a business coach
 Assignments must be assessed by an
international businessmen
 A global certification system
•
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10
IATTO
CHALLENGES
A new IATTO model for capacity building
Global Quality
Trade Opportunities
Knowledge
What
Trade Regulations
Market Research
Trade Marketing
Trade Strategies
Export Business Plan
Network
How
Export Sales Training
Cross Culture
Export Coaching
National
Network
International
Network
Colleagues
Experts
Colleagues
Experts
Customers
• Increase the number of IATTO Accredited Members
• Increase the number of IATTO Certified Programs
• Increase the number of IATTO World Trade Professionals