ERVICES Go Global
A Training Program for Exporting Services
WORKBOOK
STAGE 4 -
ENTERING THE MARKET
4.1 MARKET ENTRY OPTIONS
4.2 TRAVELLING TO THE MARKET
4.3 CONTRACTING AND FINANCING
Participant Name
Company Name
Date
Stage 4.1 Market Entry Options
Table of Contents
4.1.1
MARKET ACCESS ........................................................................................................................ 3
TRADE W EBSITES ........................................................................................................................ 3
TRADE AGREEMENTS ................................................................................................................... 3
TRADE-RELATED QUESTIONS ....................................................................................................... 4
BENEFITS OF TRADE AGREEMENTS ............................................................................................. 4
4.1.2
STRATEGIC ALLIANCES............................................................................................................. 5
STRATEGY FOR ESTABLISHING STRATEGIC ALLIANCES ............................................................... 5
PARTNERING ADVANTAGES .......................................................................................................... 5
OBJECTIVES FOR A STRATEGIC ALLIANCE .................................................................................... 5
PARTNER CRITERIA ...................................................................................................................... 6
FINDING PARTNERS ...................................................................................................................... 6
STRUCTURING THE ALLIANCE ....................................................................................................... 6
MANAGING THE ALLIANCE ............................................................................................................ 6
4.1.3
DELIVERING BY THE FOUR MODES ....................................................................................... 7
METHOD FOR DELIVERING BY THE FOUR MODES......................................................................... 7
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).
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.
SERVICES Go Global has been made possible through the generous support of the Caribbean Export
Development Agency and the Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ).
© Global Links Network
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Stage 4.1 Market Entry Options
4.1.1
MARKET ACCESS
Trade Websites
Familiarize yourself with important trade websites. In the right-hand column, provide the link to these
websites.
Website
Links
CARICOM
Secretariat
- Website:
Office of Trade
Negotiations CARICOM
- Website:
Caribbean Export
Development
Agency
- Website:
-
Trade Agreements
Familiarize yourself with trade agreements. Under the website link, provide a link to the Revised
Treaty of Chaguaramas (CSME) or the CARIFORUM-EC Economic Partnership Agreement.
Summaries of these agreements are also acceptable.
Website
Links
CARICOM
Secretariat
- Website:
- Agreement:
Office of Trade
Negotiations CARICOM
- Website:
- Agreement:
Caribbean Export
- Website:
- Agreement:
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Stage 4.1 Market Entry Options
Trade-related Questions
Identify a potential target market. This should be the market you would be most willing to pursue at
this time. With the target market and your service in mind, list three trade-related questions that you
might have. Where might you find the answer to your questions? List 5 websites.
Question
Websites
1.
-
2.
-
3.
Benefits of Trade Agreements
List 3 benefits of both the CSME and the EPA for your business.
CSME
EPA
1.
- 1.
2.
- 2.
3.
- 3.
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Stage 4.1 Market Entry Options
4.1.2
STRATEGIC ALLIANCES
Strategy for Establishing Strategic Alliances
With the same target market and service in mind as the previous exercise, list 5 reasons why a
strategic alliance would be beneficial to your company in your efforts to penetrate the market.
How a Strategic Alliance Would Benefit my Company:
-
Partnering Advantages
What are the advantages of your company as a partner? What are your needs?
Strengths
Needs
Objectives for a Strategic Alliance
Identify two possible objectives of a strategic alliance in your target market.
Strategic Alliance Objectives
-
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Stage 4.1 Market Entry Options
Partner Criteria
Based on the past exercise, what criteria would you apply to a partner in this strategic alliance? Note
the criteria from the perspective of strategy as well as business culture. Are there any dealbreakers?
Strategic Alliance – Partner Criteria
-
Finding Partners
List 3 actions you would take to find potential strategic partners in the target market.
Strategic Alliance – Partner Criteria
-
Structuring the Alliance
Write out two specific clauses you would wish to include in a strategic alliance agreement that would
be important to your company.
Agreement Clauses
-
Managing the Alliance
Give an example of a low-risk ‘pilot’ project that would highlight the pros and cons of a potential
strategic alliance.
Pilot Project
-
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Stage 4.1 Market Entry Options
4.1.3
DELIVERING BY THE FOUR MODES
Method for Delivering by the Four Modes
Explain how your service could be delivered by each of the four modes.
Service:
Mode 1
Mode 2
Mode 3
Mode 4
-
-
-
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