Executive Insights: Guiding Companies to Successful Exporting in an Interactive Group Format—Lessons from a Collaborative Project

Abstract

Guiding small and mid-sized companies to internationalization can be problematic due to a number of unique characteristics of these firms. The authors describe a unique and successful process for ensuring continued success in foreign markets through a program they have developed in partnership with a local utility company. The Export Success Program provides the client companies with a structured approach in an interactive group format, thus allowing much more opportunity to create the culture shift necessary to successfully enter foreign markets.