To be eligible, companies must have a demonstrated capability of delivering solutions, either products or services, to Australian or other governments.  The program will deliver a series of webinars, video conferences and one-to-one guidance to assist companies to develop go-to-market strategies targeted at winning US public sector work.  The program will also offer the opportunity for companies to participate in two ACT Government supported trade missions to Washington in late October early November 2011 and in May 2012.

 Places on the Program are limited.  To apply, companies need to submit an Expression of Interest by 28 July 2011 which will be used to assess eligibility and suitability for the Program.  EOI forms can be obtained by contacting Glen Hassett at the ACT Government Economic Development Directorate on 6205 5346 or at glen.hassett@act.gov.au

For more information click here.

The Exporters’ Network will host an official launch for the Program on Tuesday 19 July 2011 at 216 Northbourne Avenue.

 Austrade has just announced that the immersion program will include discussions on:

•  Navigating Government Procurement: The basics of what to know before signing the deal
• B2G v. B2B: Knowing your customer
• Opportunity Scoping: Finding and identifying your next deal
• Government Going Green: Reality or Myth?
• Non-Traditional Funding Sources: Discussions with government R&D agencies.
• Global Supply Chains: A discussion with a major defence integrator
• Access to Market: Rights, Regulations, and Requirements
• Trans-Pacific Partnership Update
• Success Stories in Market: Transitioning success between private and public sector
  • Channels to Market: Working with small and disadvantaged businesses
• A Changing Market Outside of Washington: State, Local, US territories including Guam, and US Native American tribal lands
• Advocacy in Government: Role of end-user, industry association, and the Congress
• Selling to Defence: Leveraging the ANZUS alliance

For more information on this opportunity, and to register, click here.

Speaking at the ACT Exporters’ Network breakfast, held at  Kamberra Wine Company in Lyneham, Carol and Brent highlighted the advantages of exporting to Singapore, as well as some things to watch out for!

Carol talked about some surprises she encountered when first winning contracts in Singapore, but explained that overall the CIC Group has experienced positive outcomes.  Carol’s advice for those thinking about doing business in Singapore, as with any market, included making sure that exporters thoroughly research culturally-specific business practices, the contract and distributors, but highlighted that while in Singapore, the friendly and hospitable people, the coffee, the food, and the shopping all helped make up for any hiccups!

 Brent spoke of the importance of building relationships, and his experiences of working with an Agent in Singapore, which requires research to ensure that you find the right agent for your business. Brent also advocated the value of getting professional advice on the best type of legal agreement to cover your relationship and understanding the ‘bottom line’, he also suggested it is important to have someone who knows the players in the industry.  

In line with the Network’s current focus on our local region, Brent advocated markets like Singapore as they are easy to travel to and to get around.  Like Carol, Brent noted that Singapore boasts great people, coffee and food.  The negative of these positive attributes, however, is that Singapore is a very competitive market where a lot of people are pitching against you so your innovation, quality and design need to be strong.

As usual, the breakfast also gave exporters, export supporters and Network sponsors to join in the discussion following the presentations and ask questions, as well as share some of their own experiences.  

The next Network breakfast is being planned for April 2011, and will be looking at working in emerging markets, such as PNG, Solomon Islands and Timor Leste.

Participants heard how the Honourable Dato’ Sri Najib Tun Razak, Prime Minister of Malaysia, has made changes to both industry and government to help Malaysia on its way to achieve developed nation status.  Mr Martins noted that exporters have benefited from these changes in a number of ways, including the liberalisation of services and the relaxation of the the need for foreign companies to have at least 30% Malay ownership and that opportunities continue to arise in Malaysia for Australian investors and exporters.

Mr Martins also offered advice on exporting more generally.  He highlighted the need to manage expectations with agents and distributors, and emphasised the importance of effective communication.  Simple strategies such as being aware of different time zones and working hours; using SMS rather than email to keep in touch; and making regular visits to markets so the relationships can be built through face-to-face meetings were all used as examples of ways to improve communication.

Are you looking for advice from expert advisers and some of Canberra’s most experiences exporters? 

This 3.5-hour workshop highlights a range of issues you should be aware of, such as pricing, export finance and risk, logistics and export documentation, and legal issues for exporters.

Date:    Thursday 10th March 2011

Time:   8:30am – 12:30pm

Venue: Centre for Customs and Excise Studies, Building 22, University of Canberra.

Fee: $35 ACT Exporters’ Network Members; $50 Non-Members

To register for this workshop please go to www.canberrabusinesscouncil.com.au or contact Pam Faulks on pam.faulks@canberrabusinesscouncil.com.au or 6247 4199.

Speakers include Brent Juatowitch (Recruitment Solutions), Andy Castle (ActivIdentity) and Carol Cooke (CIC Group). 

To register go to www.canberrabusinesscouncil.com.au or contact Pam Faulks at pam.faulks@canberrabusinesscouncil.com.au or on 6247 4199.

To join us please register online  or contact Pam Faulks on 6247 4199 or at pam.faulks@canberrabusinesscouncil.com.au.

The Network’s major achievements in 2009/10 include –

• Nearly 800 registrations for ACT Exporters’ Network training, briefing or networking events in 2009/10 -  The Network has delivered Pitch Club sessions, Getting into Export workshops, Networking breakfasts and CEO Forums for the ACT export community.

• Shanghai Expo Focus Group – The ACT Government adopted several of the ideas and recommendations from the Network’s Shanghai Expo 2010 Focus Group including the concept behind ACTuality, a purpose-built website offering spectacular 360-degree aerial photography of Canberra institutions and attractions. 

• Successful nomination of Mr David Gaul as 2010 Australian Export Hero – The Australian Export Hero Award Program is run by the Australian Institute of Export (AIEX) and recognises individuals who have made an outstanding contribution to building Australia’s position and performance in international trade. 

• 2009 ACT Chief Minister’s Export Awards – With a record 21 finalists from across the ACT and Capital Region and 240 people in attendance, the ACT Chief Minister awarded environmental monitoring solutions company, Sentinel with the covetted ACT Exporter of the Year Award.   

• Development of an ACT Education Services Export Strategy – In March 2010, the ACT Education Services Export Steering Committee released the ACT Education Services Export Strategy.   Developed by representatives from the ACT’s higher education, VET and school sectors, the ACT and Australian Governments, and Canberra Business Council, the aim of the Strategy is to guide a substantial program of work in support of the Territory’s education.

• Submission of the TradeStart Tender Response – Canberra Business Council submitted a tender response for the provision of TradeStart services in the ACT & Capital Region in 2010-2014.  The Council’s tender response refers Austrade to recent reports that the ACT currently leads all Australian states and territories in terms of the proportion of exporting SMEs.  The June 2010 Sensis Business Index Report on Small and Medium Enterprises revealed that 15% of ACT SME’s had exported in the previous year compared to a 12% National average.

To read the entire list of the Network’s achievements in 2009/10 please CLICK HERE

QUESTION: Do you also provide vital information such as your pricing structure to the competitors? 
ANSWER:     Public information available on the GSA schedules program would be standard as in any channel to market (pricing, specs, value proposition). The US Government understands that they are “trade secrets” and will keep them in confidence accordingly. In regards to pricing structure, that discussion would need to happen with GSA directly when negotiating terms and price.

QUESTION: What are the benefits of the GSA?
ANSWER:     The US Government is the world’s largest marketplace with the US General Services Administration (GSA) operating as the government’s main acquisition service. It is through GSA and its procurement schedules that the government procures most of its basic services and needs. The GSA schedule contracts enables all authorised government buyers (military and civilian at the federal level, and some state and local) to purchase commercial good and services through pre-negotiated contracts. The schedules program is divided into individual sector-focused schedules (IT Services, Homeland Security, EmergencyPreparedness, et cetera) with subdivision in each schedule for specific products (i.e. lighting towers, road flares, safety gear).

An additional benefit of the GSA schedules program is when companies apply for a specific schedule they are painstakingly vetted by GSA. When a company is approved for a schedule it is like a government “seal of approval”. This approval is usually one of the first things potential government customers look for when conducting business.

QUESTION: Would it be worthwhile having a local USA company to do the application?
ANSWER:     That is really an individual corporate decision. GSA schedule applications are tedious and lengthily, that being said they are  manageable as long as you are committed to the process. If a company feels conformable to endeavour through the process themselves then great, but if its a complex or difficult offering (consulting, translating services, etc) then it might be worth contracting the work out. I will state though that having a GSA consultant can be costly ($15-30K) and would recommend thoroughly vetting any business prior to formal engagement. If requested Austrade is able to make referrals out on contractors.

2009/10 Australian Export Hero Award
In March 2010, the ACT Exporters’ Network was successful in its nomination for CEA Technologies President David Gaul to become a 2009/10 Australian Export Hero. The Australian Export Hero Award Program is run by the Australian Institute of Export (AIEX) and recognises individuals who have made an outstanding contribution to building Australia’s position and performance in international trade. David joins the likes of Wolf Blass AM, Ambassador for Wolf Blass Wines International, John Conomos AO, former Executive Chairman of Toyota Australia and Peter Beattie, Queensland’s Trade Commissioner to the Americas, becoming only the third Export Hero from the ACT. The other ACT Export Heroes are the Hon Tim Fischer in 2001 and Canberra’s own Brand Hoff, founder of Tower Software in 2006.

ACT Education Services Export Strategy
In March 2010, Canberra Business Council’s ACT Education Services Export Steering Committee released the ACT Education Services Export Strategy. Developed by representatives from the ACT’s higher education, VET and school sectors, the ACT and Australian Governments, and Canberra Business Council, the aim of the Strategy is to guide a substantial program of work in support of the Territory’s education export sector in its efforts to expand internationally in a sustainable way. A key focus of the Strategy is developing Canberra’s identity as Australia’s Education Capital through the development of a Canberra education brand.

Pitch Club
In August 2009, the ACT Exporters’ Network launched Pitch Club, a capacity building program which targets new to export companies. The aim of Pitch Club is to provide an opportunity for new and emerging exporters to ‘pitch’ their export objective and strategy to a panel of experienced exporters and industry specialists. Following each pitch, the panel of mentors will determine how best to support the business going forward. Six exporting businesses have been through the program to date with more to follow.

Getting into Export workshops
On 14 & 24 February 2010, the ACT Exporters’ Network in partnership with the Centre for Customs & Excise Studies and Austrade delivered Getting into Services Export and Getting into Products Export workshops respectively. The introductory workshops were designed for potential and emerging exporters who are looking to grow their business internationally. In total 13 exporting businesses attended the workshops.

International CEO Forums
The Network in partnership with Ernst & Young delivered International CEO Forums to provide an opportunity for the CEOs and Managing Directors of Canberra’s international companies, based in the ACT, including those ASX 500 companies to meet with peers to discuss business operations and emerging trends and opportunities offshore.

Individualised and cluster mentorship programs
The Network Manager continues to facilitate one-on-one individualised mentoring sessions between emerging exporters and senior members of the IBTF and ACT Exporters’ Network. Cluster mentoring support is also on offer for small groups including the Sport & Fitness Industry cluster.

ACT Exporters’ Network Website Launched
The ACT Exporters’ Network launched its new website – www.actexportersnetwork.com.au in July 2009. Utilising wordpress CMS, the site includes an events calendar, news posts, online membership forms and newsletter registration along with social media tools, RSS feeds and comments pages. The members’ area is currently under construction and will contain an information database, members contact details and information on mentorship programs.

Parliamentary Secretary for Trade Addresses Network
On 27 May 2010 the ACT Exporters’ Network welcomed the Parliamentary Secretary for Trade, the Hon Anthony Byrne MP to its monthly networking breakfast. In his speech, Mr Byrne acknowledged the Territory’s strong service sector which accounted for 98.9 per cent (or $1.014 billion) of the ACT’s total exports in 2008/09 and almost 2% of Australia’s total service exports. Following the address, the ACT Exporters’ Network has secured a meeting with the Parliamentary Secretary to discuss the ongoing provision of export assistance services in the ACT and Capital Region including the TradeStart Program.

Trade Start Tender Response Submitted
Canberra Business Council submitted a tender response for provision of TradeStart services in the ACT & Capital Region in 2010-2014. The Council’s tender response refers to recent reports that the ACT currently leads all Australian states and territories in terms of the proportion of exporting SMEs. The June 2010 Sensis Business Index Report on Small and Medium Enterprises revealed that 15% of ACT SME’s had exported in the previous year compared to a 12% National average.