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Overview of Selling to Foreign Governments and International Organizations
As large as the U.S. market is, it's important to realize that an even bigger market waits beyond the border. Foreign governments, corporations, and multilateral organizations are potential customers for every product and service imaginable. For many small companies, these markets can seem inaccessible because of distance, language barriers and a self-perceived lack of expertise and market information. But think about it: foreign competitors are here competing for your customers, and thousands of U.S. businesses are very successful finding new growth overseas. In most of the world barriers to trade are low and falling and international trade is on a long-term growth track. Technologies such as the Internet make it easy and inexpensive to communicate globally. Market information and payment technologies are advancing to the point where even the smallest company can seek customers overseas. In short, unless your product or service simply cannot be exported, there are very few excuses for not looking abroad for new business. Selling to foreign entities involves many of the same steps you would take when selling to governments or large corporations in the United States. You'll have to research the market to find your best prospects, classify your product or service, qualify and register for vendor lists, and so on. Fortunately, there is no shortage of help. Listed below are a few places to start. Resources for Selling to Foreign Governments and International Organizations
U.S. Department of Commerce (DOC)
The U.S. Department of Commerce is a leading advocate for U.S. businesses seeking to sell their products and services abroad. The Department's U.S. Commercial Service maintains a network of offices worldwide (including in the U.S.) to provide counseling, market research, and assistance to U.S. exporters. The U.S. Commercial Service also maintains Commercial Liaison Offices to multilateral development banks. These banks provide funding and services for the development and construction of public works, public health, education, and environmental projects around the world, and represent an excellent procurement opportunity for U.S. companies. The Commercial Liaison Offices to these multilateral development banks, including the World Bank, the Asian Development Bank, the African Development Bank, the Inter-American Development Bank, and the European Bank for Reconstruction and Development, inform U.S. companies of commercial opportunities. In addition, the Commercial Liaison Offices assist U.S. companies through the procurement process, introducing them to key contacts at the Bank, and - when necessary and advisable - advocating on behalf of the company to insure fair consideration during the bid process. For more information about these services, or to locate an office near you, visit the U.S. Commercial Service website at http://trade.gov/cs/ Next: Procurement Opportunities and Assistance for Women- and Minority-owned Businesses |
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