Slideshow from Christine Esson - UK Manager of Enterprise Ireland - November 2013

1. Christine
Esson
UK Manager
Enterprise Ireland

3. Looking for New Markets
The UK Experience
Bank of Ireland
Christine Esson
15th November 2013
UK Manager
Enterprise Ireland

4. Our primary objective is to:

5. Who we work with…
High Potential
Start-up’s
Entrepreneurs starting
companies with an
ability to compete in
world markets
Scaling
Ambitious co’s with
the ability to scale &
achieve significant
success
Established SME’s
Multinationals
Manufacturing &
Internationally Traded
services companies
employing ten or more
Irish-based
food and natural resource
companies that are overseas
owned or controlled
Potential Exporters
Research
Community
Established SME’s
currently focussed on the
domestic market who
have the ambition to
export
Developing links with Irish
enterprise, MNCs to support
research collaboration,
commercialisation of publicly
funded research, and access to
FP7, ESA

6. We work with clients in 5 core areas:
Building leadership and management capability
Entrepreneurship
Exports and Market Intelligence
Competitiveness
Innovation

8. Why UK?
•
Not an Extension of Home Market
•
Competitive Market
•
Business Culture & Practices
•
Common Language

9. Why UK?
•
For every €10 of Irish Exports; €4 comes from
exports to UK
•
In 2012 Irish Exports Increased by €1bn; €452m
came from UK growth
•
178 HPSU clients in 2012 ABR said UK priority
mkt

10. UK Market – our 3 Year Objective
• To support & influence employment
generating growth of non-food exports
from Enterprise Ireland client companies
into the UK, from €2.75 billion in 2011 to
€3.4 billion by 2016
• Work with Key Sectors & New Market
Entrants

11. EI UK Focus – Key Sectors
•
•
•
•
Engineering, Electronics and Cleantech
• Agricultural Machinery / Automotive / Aerospace
• Distribution channels for Electronics clients
• Energy Efficiency and renewables
Construction
• Prime Residential & Hotel
• Precast Concrete Manufacture – across sectors
• Timber – Across sectors
• BIM
Technology, Software and Services
• Enterprise Solutions / Marketing services
• Digital Content
Financial Services & Business Process outsourcing
• Insurance
• In Market Sales & Marketing Support for BPO

12. Why we focus on New Market Entrants
•
•
•
Circa 98 new Irish companies have set up per
year in the UK for the last 5 years
(ABR 2011 review)
ABR 2012 – 178 HPSU clients note UK as
Export Destination
95 HPSU Investments to be completed 2013

13. What Exporting companies need to Consider

14. Ambition, Passion, Vision, Commitment
•
•
•
•
Total clarity of ambition – what are your BHAGs?
Do you regularly talk to your team about growth
measured in t/o, market share, people, customer wins?
Passionate about solving customers problems?
Focused on international growth because you want to or
because you have to?

15. You won’t know
what’s happening
in the market
unless you have
feet on the ground
Tracking Progress – its
all about measuring the
data: the devil is in the
detail.
Break down market into
manageable chunks &
focus on their needs
and how you can best
serve them.
Understand the
market and its
complexities.
Much harder &
longer to get first
sale than we
expected.

16. Client feedback:
•
•
•
•
•
•
•
•
UK and Irish markets seen as similar but enough differences to require
time and money resources being directed at;
Validating company’s proposed UK opportunity through in-depth market
research
Use market research to differentiate the company’s market offering
Establish UK team - market and sell the company’s differentiated product
Manage partnerships
Manage Online and Offline presence
Walk away from bad business, finances are key
Commit long-term, success unlikely to come overnight

17. www.enterprise-ireland.com
@EI_TheUK