1. ERVICES Go Global The Roadmap for Exporting Services An Introduction January 2015

2. SERVICES Go Global is delivered in the Caribbean by the Coalitions of Service Industries (CSIs) who are members of the Caribbean Network of Service Coalitions (CNSC). © Global Links Network This programme was developed by Global Links Network Canada and associates. Materials may not be copied or reproduced without express permission. Coalitions of Service Industries and authorized trainers of the programme may reproduce according to terms and conditions specified in the trainer agreements. This programme has been made possible through the generous support of the Caribbean Export Development Agency and the Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ). ERVICES G o G lobal The Roadmap for Exporting Services

3. Services constitute two-thirds of the world’s economy and are the fastest growing component of world trade. They are core drivers of economic growth, employment and development in every part of the world.

4. PARTICIPATING COUNTRIES: Antigua & Barbuda, Barbados, Belize, Dominica, Dominican Republic, Grenada, Jamaica, Saint Lucia, St. Vincent & the Grenadines, Trinidad & Tobago PRIORITY SECTORS: Business and Professional, Construction-related, Creative, Education, Health and Wellness, Information & Communication Technologies, Tourism-related A New Regional Programme

5. The Caribbean Network of Service Coalitions The network’s current objectives include:  To raise awareness  To develop export promotion programmes  To lobby  To support institutional strengthening In December 2010, the Caribbean Network of Service Coalitions (CNSC) was established. The CSNC is a network of independent coalitions, collaborating on the development of the regional services sector.

6. Regional Support  National Governments  CARICOM Secretariat  Caribbean Export Development Agency  European Development Fund  Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ)  Commonwealth Secretariat  Caribbean Development Bank (CARTFUND) Many agencies have extended support to the regional services sector development efforts:

7. The Role of a CSI A service coalition is an organization of stakeholders related to the services sector who may have diverse sub-sectoral interests, but who share common industry-wide objectives – namely the development of the service industry. Ultimately, the role of a Coalition of Service Industries is to enhance the international competitiveness of their national services sector and increase exports.

8. CSI Strategies and Services Strategies Raising Awarenes s Capacity Building Advocacy Export Promotion Services Newsletters Networking Events Training Advocacy Support Market Research Trade Missions Policy Development Association Building & Strengthening …and many more

9. Service Coalitions create an enabling environment for the export of services  Information  Education  Networking  Opportunities  Support For Service Providers  Focal point  Data collection  Information dissemination  Policy development  Export promotion For Government  Enhanced member services  Voice for the sector  Sector research & development For Sector Associations

10. Other CNSC Initiatives WEBSITE Full front page updates on a monthly basis, in tandem with newsletter circulation Publish Services Go Global regional calendar NEWSLETTER 1200 people on mailing list Circulated monthly Add Services Go Global feature stories FACEBOOK Post regularly with participant comments Encourage participant ‘likes’ SERVICES SCOOP 2015 Edition – full section “Services Go Global” Training Programme Interviews with Authorized Trainers and participants

11. Many new exporters jump into potential markets too quickly and unprepared - and fail. It is important to do the necessary preparatory work or you risk losing the investment of your time and resources.

12. Constraints Affecting Service Firms Primarily MSMEs (usually 1-10 employees) No clear objectives Short-term thinking Strengths/weaknesses No business plans Insular thinking Management Quality standards Differentiation Branding Intellectual property Service Offerings Confidence Complacency Lack of motivation No sense of urgency Prioritization Time management Mindset How to market “invisibles” Rushing to market unprepared Technical skills but limited marketing skills Access to market information and intelligence Knowledge of market access requirements Insufficient attention to marketing Limited use of online strategies Marketing Cost of travel Cash flow position Getting paid Difficulty in accessing financing (no assets) Ability to invest Financing Human Resources Recognition of professional credentials Productivity Mobility of personnel Weak project management skills Competitiveness Strategic networking Difficulty in establishing credibility Knowledge re establishing partnerships Weak proposal writing skills Limited knowledge of pricing strategies Limited use of ready-made templates However, exporting services can be easy for companies who are prepared!

13. ▪ 4 stages ▪ 12 modules ▪ 100 competencies ▪ Qualified, experienced trainers ▪ PowerPoint Presentations ▪ Speaker notes ▪ Workbooks ▪ Exercises ▪ Tools ▪ Templates ▪ ▪ ▪ Your Export Plan ▪ ▪ ▪ Conducting Market Research Stage 2 Developing a Marketing Strategy Stage 3 Entering the Market Stage 4 Preparing Your Business Stage 1 SERVICES Go Global is ”The Roadmap to Exporting Your Services!” It is an export-readiness programme that leads to the development of a company’s Export Plan.

14. Roadmap for Exporting Services The 4 Stages of Export Preparation 1.1 Understanding Trade in Services 1.1 Understanding Trade in Services 1.2 Assessing Export-readiness 1.2 Assessing Export-readiness 1.3 Developing your Export Plan 1.3 Developing your Export Plan Preparing Your Business Stage 1 3.1 Starting with a Marketing Plan 3.1 Starting with a Marketing Plan 3.2 Developing an Online Strategy 3.2 Developing an Online Strategy 3.3 Winning Business 3.3 Winning Business Developing a Marketing Strategy Stage 3 4.1 Market Entry Options 4.1 Market Entry Options 4.2 Travelling to the Market 4.2 Travelling to the Market 4.3 Financing and Contracting 4.3 Financing and Contracting Entering the Market Stage 4 2.1 Researching Markets 2.1 Researching Markets 2.2 Researching Sectors 2.2 Researching Sectors 2.3 Gathering Market Intelligence 2.3 Gathering Market Intelligence Conducting Market Research Stage 2 Export Plan

15. SME Service Providers Interested in exporting Enhance export knowledge, skills, capabilities Work towards becoming export-ready Business Support Organizations Sector Associations Chambers of Commerce Other BSOs Intermediaries Management consultants Accountants Financial institutions Educational institutions Marketing firms Research firms Government Agencies Trade Promotion Organizations Line ministries Regional agencies Service Providers Intermediaries BSOs Government For all Service Sector Stakeholders

16. Training Methodology Instructor-led training  PowerPoint presentations  Active learning techniques, tools, templates  Group and individual exercises, role playing  Content is sector-generic, however sector-specific examples are used Competency-based learning  over 100 competencies  Exercises – some in class, some in- between sessions Export Plan  Detailed exercises lead to development of Export Plan

17. SERVICES Go Global Authorized Training Centres* Activities  Marketing and promotion  Quarterly schedules  Arranging venue  Trainer contracting  Participant registration  Collaboration with key stakeholders Responsibilities  Maintaining regional standards  Minimum # offerings  Minimum # participants  Monitoring and Evaluation  Sustainability ERVICES Go Global The Roadmap for Exporting Services Authorized Training Centre * Authorized Training Centres are required to maintain minimum standards. Coalitions of Service Industries (CSIs) are currently working towards achieving the status of Authorized Training Centre (ATC).

18. SERVICES Go Global Certified Trainers SERVICES Go Global Certified Trainers Activities  Participate in Training of Trainers  Prepare for training sessions  Deliver training using an interactive style  Add personal examples/stories  Assist in promotion Responsibilities  Respect certification requirements, regional standards, code of ethics  Collaborate with CSI  Submit evaluations and make suggestions for improvement ERVICES Go Global The Roadmap for Exporting Services Certified Trainer * CSI Trainers who have attended the Training of Trainers session are currently working towards achieving the status of “SERVICES Go Global Certified Trainer”.

19. Training of Trainers Session Barbados, September 22-24, 2014 PARTICIPATING COUNTRIES: Antigua & Barbuda, Barbados, Belize, Dominica, Dominican Republic, Grenada, Jamaica, Saint Lucia, St. Vincent & the Grenadines, Trinidad & Tobago

20. Course Schedule (examples under consideration) Stage February 2015 March 2015 April 2015 Stage 1 Preparing Your Business February 3 & 5 March 3 & 5 April 7 & 9 Stage 2 Conducting Market Research February 10 & 12 March 10 & 12 April 14 & 16 Stage 3 Developing a Marketing Strategy February 17 & 19 March 17 & 19 April 21 & 23 Stage 4 Entering the Market February 24 & 26 March 24 & 26 April 28 & 30 Half days 8 Tuesday and Thursday Evenings (5pm – 8 pm) Stage February 2015 March 2015 April 2015 Stage 1 Preparing Your Business February 4 March 4 April 8 Stage 2 Conducting Market Research February 11 March 11 April 15 Stage 3 Developing a Marketing Strategy February 18 March 18 April 33 Stage 4 Entering the Market February 25 March 25 April 29 Full days 4 Wednesdays (9 am – 4 pm ) StageModule February 2015 March 2015April 2015 Stage 1 Preparing Your Business Module 1 Module 2 Module 3 Tues Feb3 Wed Feb4 Thurs Feb6 Tues Mar3 Wed Mar4 Thurs Mar6 Tues Apr7 Wed Apr8 Thurs Apr9 Stage 2 Conducting Market Research Module 4 Module 5 Module 6 Tues Feb10 Wed Feb11 Thurs Feb12 Tues Mar10 Wed Mar11 Thurs Mar12 Tues Apr14 Wed Apr15 Thurs Apr16 Stage 3 Developing a Marketing Strategy Module 7 Module 8 Module 9 Tues Feb17 Wed Feb18 Thurs Feb19 Tues Mar17 Wed Feb18 Thurs Feb19 Tues Apr21 Wed Apr22 Thurs Apr23 Stage 4 Entering the Market Module 10 Module 11 Module 12 Tues Feb24 Wed Feb25 Thurs Feb26 Tues Mar24 Wed Mar25 Thurs Mar26 Tues Apr28 Wed Apr29 Thurs Apr30 12 modules 12 2-hour sessions, Tues-Wed-Thurs (CSI should offer only one of these options) 8-10AM 3-5PM 7-9PM The CSI will set the course schedule based on local preferences for full days, half days or 2 hour modules. Course schedules will also depend on availability of training rooms and trainers.

21. Registration Full SGG Course = 4 days or 8 half-days or 12 modules Registration Fees 4 full days8 half-days12 modules Participant cost per unit $ /day$ /half-day$ /module Participant total for course $$$ ____ % discount for advance payment Group training4 full days8 half-days12 modules Group cost per unit $ /day$ /half-day$ /module * Based on client providing facilities, maximum number of participants: 20

22. Marketing and Promotion Campaign

23. Marketing and Promotion National  Authorized Training Centres/CSIs  Stakeholder partnerships  CSI website, social media, events  Media/PR Regional  CNSC regional schedule - www.c-nsc.orgwww.c-nsc.org  Caribbean Export – www.carib-export.com, social media, TradeWatch, eventswww.carib-export.com  Stakeholder partnerships

24. SERVICES Go Global Flyer

25. Website Content for CSIs

26. Facebook Content for CSIs

27. Stakeholder Partnerships  Customized staff training  Marketing and promotion support  Pre-requisite for trade missions or other special programs  Sponsorships  Programme Sustainability  Trade Promotion Office Government line ministries Sector Associations Business Support Organizations Corporate sponsors How can we work together to maximize the effectiveness of SERVICES Go Global?

28. Stakeholder Action Plan Action Item DescriptionWhoWhen 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.