Gerry Murphy
International Sales and Partnering
A primary focus of Enterprise Ireland continues to be the support of client companies in their efforts to secure international sales. Irish exporters performed well under the difficult trading conditions of recent years and in 2004, they built on that resilience and adapted to changing global markets.
RESTRUCTURING IN RESPONSE TO CHANGING CLIENT NEEDS
Enterprise Ireland has re-structured its network of overseas offices to take account of new market demands and client feedback. Global markets have been divided into five regions which report into one division - International Sales & Partnering. The regions are:
- Northern Europe
- Southern Europe, Middle East and Africa
- Germany, Central/Eastern Europe and the Balkans
- Asia
- The Americas
In addition, a new emphasis on the technical and sales skills of our overseas staff enables Enterprise Ireland to effectively help client companies gain a competitive edge in new markets.
The services of our international network have also been reorganised to fall into four distinct categories:
- Starting to export: We offer targeted support for first-time exporters. Enterprise Ireland staff identify and evaluate new market opportunities, and potential customers for first-time exporters. This includes sourcing partners and distribution channels, facilitating in-market visits tailored to specific client needs, providing access-to-market expertise and detailed follow-up assessments on markets and potential customers.
- Growing exports: Services for existing exporters include the identification of new market opportunities, customers and partners; and on-the-ground support to build key customer relationships and market strategy development. We also set up itineraries in the local market, providing access to key local decision makers and customers.
- Specialist sales support services: These supports include office space, incubator units, translation services, regulatory support, marketing communications and PR assistance, trade fairs and buyer relationship building both in the target market and in Ireland. We also offer advice on regulatory issues, on outsourcing to improve competitiveness and on opportunities from the use of imported technology.
- Third party introductions: We provide introductions to third party professional service providers to help with local issues such as legal, recruitment, funding, mergers, acquisitions, debt collection and PR/advertising.
