1. Trade Support Institutions Strengthening Section DBIS / TSISS Strengthening Foreign Trade Representation Networks Presentation of the FTR Programme of ITC

3. threats on a particular market

4. activities of trade partners and potential trade partners

5. activities of competitors

6. new laws and new trade regulations

8. whether a company is real; if a potential partner is what it pretends to be

9. the motivation / reliability/ market strength of potential trade partners

10. what are the market prices for his product or service

11. which are the preferences of the local consumers; whether their product is acceptable / likely to find a market; etc.

13. the organization of contacts and meetings (office & communication facilities)

14. the proper identification of buyers; partners; intermediaries; etc

15. the resolution of business problems and conflicts

16. their participation in trade fairs, exhibitions, buyers/sellers meetings

17. the organization of collective exporters’ missions

20. Understand and apply clear priorities in their daily work

21. Identify and deliver services that are more relevant to their clients’ needs

23. Identify what is needed for the network to fulfill its objectives

24. Ensure coordination and specialization with other Trade Support Institutions

25. Ensure internal coordination and a better specialization between field offices and HQs.

26. Design new guidelines, methods, processes and tools, and impose these disciplines tothe entire network, for the sake of effectiveness

28. Trade representatives/ Commercial attachés (specialized FTR staff)

29. Diplomatic & other staff in charge of representing the country’s trade interests

30. Supervisors of FTR staff:

31. Ambassadors and other supervisors

32. FTR network coordinators at headquarters

33. Representatives of partner TSIs:

34. Representatives of most concerned ministries

35. Representatives of other important TSIs

36. FTR service users:

37. Some experienced exporters, ready to share their experience and expectations LESSONS from EXPERIENCE: The participation of network coordinators is essential , and the best training events are those where all four categories are represented.. Conclusion: the programme covers trade representation as a function, and targets the various stakeholders of the FTR network

38. PROGRAMME FOCUS What are the key areas where the FTR programme can trigger progress?

39. FTR/TSI: NETWORKS In host country: PUBLIC SECTOR TSI and Ministries Embassies & consulates PRIVATE SECTOR Chambers Importers associations Importers/ wholesalers/distributors Trade press; business libraries... In home country: PUBLIC SECTOR Trade Promotion Organization Ministry of (Foreign) Trade Min. of Foreign Relations Mini. of Economy Min. of Agriculture Min. of Industry Other Public Agencies FTR a) Diplomatic staff in Embassies, consulates b) Trade specialists in Embassies & Consulates c) Trade Offices PRIVATE SECTOR Chambers Trade associations Consultants Service providers International networks International organizations Regional Organizations Information networks Informal networks

40. FTR ISSUES NETWORKS Typical issues addressed by the FTR programme 1 : FTR/TSI FTR are extended arms of TSI. They need to be strongly connected with the TSI. 2 : The wealth of networks Are FTR fully aware of all the networks they need to use? 3 : Network resources Are FTR aware of the services and resources offered by each network? 4: Coordination mechanisms Which coordination & consultation mechanisms are in place for actual networking with TSIs to take place? 5: Informal and personal networks are FTR building up such networks, and using them with profit?

41. FTR ISSUES SERVICES Typical issues addressed by the FTR Programme 1: Needs assessment Which services are expected by exporters? How to assess the demand for services? 2: Link with the industry Are FTR sufficiently connected with the exporters/ How can they remain in touch with the business sector? 3: Priority services How to determine priority services to be delivered by the FTR network ? What are the comparative advantages of FTR 4: Priority services Which priority services should be retained, at the level of each individual FTR office? 5: Duplications How do we avoid duplicating services that are already available with HQ? With other TSI? 6: Differentiation Different services for different users (eg: national exporters / foreign importers) 7: Charging for services Could and should FTR charge for their services ? Which services could be charged? 8: Consultancy Should our FTR network progressively evolving toward a consultancy mode of working?

42. FTR ISSUES STRATEGIES Typical issues addressed by the FTR Programme 1: Actual users Who are our present users? 2: Priority users Who should be our target users? 3: Users’ gap How to correct the gap? 4: Priority products What are the country’s priority export sectors, products and services? 5: Priority markets How can FTR advise exporters on priority “market segments”? What are the market options? 6: Market entry strategies How can FTR advise exporters on market entry? What are the options? 7: Strategic Planning Which action plans should be recommended?

43. FTR ISSUES MANAGEMENT Typical issues addressed by the FTR Programme 1: Resource categories Which essential resource categories should be taken into account? 2: Resource extension How can FTR extend their resources in certain areas? 3: Time management How to optimize the time dedicated to trade related tasks? 4: Selling services? Should we charge for services? Which services? What for? How? 5: Evaluation Options and systems for measuring activities, outputs, and impact of FTR 6: Tools for FTR Which tools can make us more effective at network level ? at FTR office level?

45. Checklists, outlines and formats (ex: common enquiry form)

46. Guidelines and standard processes for specific tasks and services

47. Tools for disseminating trade intelligence (ex: electronic bulletin)

48. A shared communication platform

49. A shared information system (Intranet; Extranet; Web pages)

50. A customer relationship management (CRM) system to keep track of contacts with users, and share this information with HQ and TSI

51. A common FTR manual (generic / tailor made)  See outline, and full version developed under “Help&Manual”

52. PROGRAMME FOCUSBENEFICIARIESCONTENTACTIVITIES FTR NETWORKS FTR STRATEGIES FTR SERVICES FTR MANAGEMENT TOOLS CONSULTANCIES TRAINING MATERIALS PARTNERSHIPS WITHIN ITC EXTERNAL PARTNERSHIPS etc…………… Your ideas are all WELCOME!