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Ftr programme-presentation-en-101112


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Ftr programme-presentation-en-101112

  1. 1. Trade Support Institutions Strengthening Section<br />DBIS / TSISS<br />Strengthening Foreign Trade Representation<br />Networks<br />Presentation of the <br />FTR Programme of ITC<br />
  2. 2. NEED FOR FTR<br />Why EXPORTERS need staff based in foreign markets?<br />EXPORTERS need staff based overseas to ALERT them on… <br /><ul><li> market trends, market changes; business opportunities
  3. 3. threats on a particular market
  4. 4. activities of trade partners and potential trade partners
  5. 5. activities of competitors
  6. 6. new laws and new trade regulations
  7. 7. all sorts of changes occurring in the market….</li></ul>EXPORTERS need staff based overseas to VERIFY on their behalf <br /><ul><li> who does what on the market
  8. 8. whether a company is real; if a potential partner is what it pretends to be
  9. 9. the motivation / reliability/ market strength of potential trade partners
  10. 10. what are the market prices for his product or service
  11. 11. which are the preferences of the local consumers; whether their product is </li></ul>acceptable / likely to find a market; etc. <br />
  12. 12. NEED FOR FTR<br />Why EXPORTERS need staff based in foreign markets?<br />EXPORTERS and TSI need staff overseas to FACILITATE… <br /><ul><li> access to local sources of business information (newspapers; contacts…)
  13. 13. the organization of contacts and meetings (office & communication facilities)
  14. 14. the proper identification of buyers; partners; intermediaries; etc
  15. 15. the resolution of business problems and conflicts
  16. 16. their participation in trade fairs, exhibitions, buyers/sellers meetings
  17. 17. the organization of collective exporters’ missions
  18. 18. the invitation of buyers, etc. </li></ul>EXPORTERS and TSI need staff overseas in order to LOBBY and CONVINCE...<br /><ul><li> foreign business circles in favor of certain goals / or against adverse behaviors
  19. 19. foreign public agencies in favor of certain decisions / against negative measures; etc. </li></li></ul><li>Capacity Building<br />Training: for which beneficiaries?<br />INDIVIDUAL TRADE REPRESENTATIVES<br />Need to better satisfy the needs of their clients<br />The FTR programme seeks to help individual FTR :<br /><ul><li> Tap network resources in a more efficient way
  20. 20. Understand and apply clear priorities in their daily work
  21. 21. Identify and deliver services that are more relevant to their clients’ needs
  22. 22. Optimize the use of resources available at individual FTR office level; etc.</li></ul>NETWORK SUPERVISORS AND COORDINATORS…<br />Need to take wise strategic decisions, and provide <br />adequate managerial and technical support to their overseas staff<br />The ITC programme seeks to help FTR network supervisors and coordinators: <br /><ul><li> Identify weak areas, gaps, duplications, wasted resources and other limitations
  23. 23. Identify what is needed for the network to fulfill its objectives
  24. 24. Ensure coordination and specialization with other Trade Support Institutions
  25. 25. Ensure internal coordination and a better specialization between field offices and HQs.
  26. 26. Design new guidelines, methods, processes and tools, and impose these disciplines to</li></ul>the entire network, for the sake of effectiveness<br />
  27. 27. 5<br />Capacity Building<br />Target participants in FTR training events organized by ITC/TS: <br /><ul><li> Staff performing FTR functions:
  28. 28. Trade representatives/ Commercial attachés (specialized FTR staff)
  29. 29. Diplomatic & other staff in charge of representing the country’s trade interests
  30. 30. Supervisors of FTR staff:
  31. 31. Ambassadors and other supervisors
  32. 32. FTR network coordinators at headquarters
  33. 33. Representatives of partner TSIs:
  34. 34. Representatives of most concerned ministries
  35. 35. Representatives of other important TSIs
  36. 36. FTR service users:
  37. 37. Some experienced exporters, ready to share their experience and expectations </li></ul>LESSONS from EXPERIENCE: The participation of network coordinators is essential , and the best training events are those where all four categories are represented.. <br />Conclusion: the programme covers trade representation as a function, and targets the various stakeholders of the FTR network<br />
  38. 38. PROGRAMME FOCUS<br />What are the key areas where the FTR programme can trigger progress?<br />
  39. 39. FTR/TSI: NETWORKS<br />In host country:<br />PUBLIC SECTOR<br />TSI and Ministries<br />Embassies & consulates<br />PRIVATE SECTOR <br />Chambers<br />Importers associations<br />Importers/ wholesalers/distributors<br />Trade press; business libraries...<br />In home country:<br />PUBLIC SECTOR<br />Trade Promotion Organization <br />Ministry of (Foreign) Trade<br />Min. of Foreign Relations<br />Mini. of Economy<br />Min. of Agriculture<br />Min. of Industry<br />Other Public Agencies<br />FTR<br />a) Diplomatic staff in Embassies, consulates<br />b) Trade specialists in Embassies & Consulates<br />c) Trade Offices<br />PRIVATE SECTOR<br />Chambers<br />Trade associations<br />Consultants<br />Service providers<br />International networks<br />International organizations<br />Regional Organizations<br />Information networks<br />Informal networks<br />
  40. 40. FTR ISSUES<br />NETWORKS <br />Typical issues addressed by the FTR programme<br />1 : FTR/TSI FTR are extended arms of TSI. They need to be strongly connected with the TSI. <br />2 : The wealth of networks Are FTR fully aware of all the networks they need to use?<br />3 : Network resources Are FTR aware of the services and resources offered by each network?<br />4: Coordination mechanisms Which coordination & consultation mechanisms are in place for actual networking with TSIs to take place?<br />5: Informal and personal networks are FTR building up such networks, and using them with profit? <br />
  41. 41. FTR ISSUES<br />SERVICES<br />Typical issues addressed by the FTR Programme<br />1: Needs assessment Which services are expected by exporters? How to assess the demand for services?<br />2: Link with the industry Are FTR sufficiently connected with the exporters/ How can they remain in touch with the business sector?<br />3: Priority services How to determine priority services to be delivered by the FTR network ? What are the comparative advantages of FTR <br />4: Priority services Which priority services should be retained, at the level of each individual FTR office?<br />5: Duplications How do we avoid duplicating services that are already available with HQ? With other TSI?<br />6: Differentiation Different services for different users (eg: national exporters / foreign importers)<br />7: Charging for services Could and should FTR charge for their services ? Which services could be charged? <br />8: Consultancy Should our FTR network progressively evolving toward a consultancy mode of working? <br />
  42. 42. FTR ISSUES<br />STRATEGIES<br />Typical issues addressed by the FTR Programme<br />1: Actual users<br />Who are our present users?<br />2: Priority users<br />Who should be our target users?<br />3: Users’ gap<br />How to correct the gap?<br />4: Priority products <br />What are the country’s priority export sectors, products and services?<br />5: Priority markets<br />How can FTR advise exporters on priority “market segments”? What are the market options?<br />6: Market entry strategies <br />How can FTR advise exporters on market entry? What are the options?<br />7: Strategic Planning<br />Which action plans should be recommended?<br />
  43. 43. FTR ISSUES<br />MANAGEMENT<br />Typical issues addressed by the FTR Programme<br />1: Resource categories <br />Which essential resource categories should be taken into account? <br />2: Resource extension<br />How can FTR extend their resources in certain areas?<br />3: Time management<br />How to optimize the time dedicated to trade related tasks? <br />4: Selling services?<br />Should we charge for services? Which services? What for? How? <br />5: Evaluation<br />Options and systems for measuring activities, outputs, and impact of FTR<br />6: Tools for FTR <br />Which tools can make us more effective at network level ? at FTR office level? <br />
  44. 44. FTR MANAGEMENT TOOLS<br />Examples of tools for FTR<br /><ul><li> Detailed terms of reference/ Job descriptions
  45. 45. Checklists, outlines and formats (ex: common enquiry form)
  46. 46. Guidelines and standard processes for specific tasks and services
  47. 47. Tools for disseminating trade intelligence (ex: electronic bulletin)
  48. 48. A shared communication platform
  49. 49. A shared information system (Intranet; Extranet; Web pages)
  50. 50. A customer relationship management (CRM) system to keep track of contacts with users, and share this information with HQ and TSI
  51. 51. A common FTR manual (generic / tailor made) </li></ul> See outline, and full version developed under “Help&Manual”<br />