Last year the First Minister, at the HSBC Scottish Export Awards in Glasgow, reminded us that 70 companies in Scotland account for more than half of Scotland’s international export total.

Our experience is that ambitious Scottish SMEs are not short on energy, hunger and enthusiasm when it comes to international growth aspirations. So where are they going wrong?

Our intel suggests they may be short on having an informed, considered and confident approach to achieving export success. These globally aspiring companies haven’t always thought about how they are differentiated in new market territories, haven’t really considered how regional dynamics can impact their route to market, haven’t planned for how they might mitigate new market launch risks and are often unfamiliar or unprepared when it comes to international bidding.

And generally, businesses today fail to understand the fundamental connection between sales and marketing and a real understanding of the tools and techniques that are relevant and aligned to their own business objectives.

Like any new venture, plans need to be made so that everyone involved is informed, focused and confident in order that investments generate a return.

This week we look forward to working again with Scottish Enterprise and Scottish Development International on a new cohort of the International Sales Growth Programme in Edinburgh focusing on complex buying journeys and business models.

If you are itching to be a future Export Award winner, reap the benefits of global success, but want to approach your opportunity with a well thought out, informed, considered and customised planned for you, your stakeholders and your business, then please contact Claire Kinloch for further details.