Firms quick to embrace chance to scale-up international trade

Richard Jeffery

An initiative to encourage more international trade among Greater Manchester firms has caught the imagination of ambitious business owners.

Three weeks ago The Growth Company launched its Global ScaleUp Programme with the aim of recruiting 50 companies with the best prospects of breaking into export markets, supported by big hitters such as Santander, DWF, KPMG and Manchester Airport.

Richard Jeffery, director of business growth, The Growth Company, is leading the programme, and revealed it has already attracted more than 100 responses, with many more expected before the window closes on May 6.

He said he is encouraged by the response: “We have been absolutely delighted with the level of interest and engagement we have had so far.”

The next task will be to assess contenders for the programme’s targeted sectors of digital, creative and tech, advanced materials and life sciences.

Richard explained: “The reason we are focused on those is because it is where Greater Manchester has some real global strengths. We are building on our internationalisation strategy.”

The scheme will help the 50 successful participants to prepare their all-important pitch to prospective international partners.

“We want businesses that have the greatest potential to scale-up so that when they go to international markets they are clear about what they want to achieve and that when they pitch they have a really great story to tell.” said Mr Jeffery.

“So many businesses don’t always do the homework or preparation that they should have done.

“We need a more tailor-made package so they have the exact message that they want to get across, helped by partners, such as KPMG, so they can do the perfect pitch, which could be raising finance or finding a new development partner or a new client.”

He said there will also be support to ensure firms can exploit their wins: “We have a mechanism so when they get back there is a package of support to allow them to take advantage of what they have – a plan of action.”

There are certain goals for the pilot programme, but Mr Jeffery said he hopes to build on these as the initiative progresses: “Goals include increased levels of export, new products, fund raising and at least 100 jobs created from this pilot stage.

“I expect us to meet all our targets, but, ultimately we want it to be much bigger.

“This is about getting the right companies in place to achieve the internationalisation of these businesses.”

While there are no geographical boundaries for the pilot, proven markets will feature prominently: “We want to prioritise markets that Greater Manchester has international ambitions for, such as the USA, India and China, but there will also be a raft of emerging hubs around the world, eg Tel Aviv , Helskinki and Berlin.

“Regardless of Brexit there are so many opportunities. If you have disruptive tech, or a new solution, we want to help businesses navigate that path and find these opportunities.”

Ultimately, he is aiming to establish a sustainable business model for international trade: “My goal for this programme is we have a pipeline of businesses that we are constantly bringing to these markets, so that these markets know the Greater Manchester ScaleUp programme is something they need to be looking for.

“We want to be known as the city that is bringing this pipeline of businesses through that are well prepared.

“But we always want to maintain quality. This is different to your standard ‘let’s go on a trade mission’.”

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