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Turning Risk into Opportunity in Export Markets beyond the EU
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Britain is leaving the EU. Whatever the outcome of the Brexit negotiations, business with our EU partners will never be quite the same. Brexit provides companies with a strong incentive to explore new emerging and developing markets, as Europe remains stagnant.


From the already well-established BRICS (Brazil, Russia, India, China and South Africa) to the less familiar MINTs (Mexico, Indonesia, Nigeria and Turkey), from the high growth markets of the Middle East to the Tigers of SE Asia, these markets present British companies with the tempting prospect of a new opportunities.


However, these high-growth markets carry new and unfamiliar risks. Such risks include political, economic, cultural and linguistic. They have historical and societal traditions, and values and business ethics which are very different from our own. Successful exporters understand how to address these and still stay on the right side of the laws and regulation.


The course will provide business and market risk assessment approaches and tools by exploring these issues through case studies, and a lively exchange of best practice, which will equip exporters to approach the new markets with renewed confidence.


Who should attend:

·         Sales or export managers of companies that are new to exporting outside the EU, especially in emerging and developing markets

·         Export administration managers managing challenges of working with distributors in new markets

·         Senior executives interested in longer-term investment opportunities in these markets


Learning outcomes

         Where is the growth? Where is the risk? How to balance opportunity and risk

         Routes to market – managing agents and distributors

         Identifying red flags - bribery, corruption, financial, intellectual property

         Setting up a basic risk management system

         Bridging the cultural gap

         What to do if (or when) things go wrong


Who is delivering the course?


Brook Horowitz is CEO of Culture of Business and a consultant in international trade, risk management and intercultural training. He is also CEO of IBLF Global, an NGO which promotes responsible business practices in emerging and developing markets. He has worked in many of the emerging markets and was with GE in Russia and Eastern Europe throughout most of the nineties. From 2013 to 2015 he was a co-chair of one of Task Forces of the B20, a business advocacy group which advises the G20 Group of nations.


John Burbidge-King served in the Royal Marines followed by 21 years in international sales from Chile to China. Founded Interchange Solutions in 2006 and works with exporting companies of all sizes and sectors, in the UK and overseas, to mitigate corruption and modern slavery risk. John is a UKAS Technical Assessor for the ISO37001:2016 anti-bribery management system and Interchange is an Approved Provider for the NMCL programme in the automotive and aerospace sectors. 



Member price - £299 + VAT*

Non-member price - £399 + VAT

*Please note that only Associate, Full and Business Members are eligible for this preferential rate.



Continuing Professional Development (CPD)

This course is CPD certified - 12.5 points


Before booking please make sure you read our training course terms and conditions. Booking a place on one of our training courses implies acceptance of these terms.


Dates and locations


To discuss our training courses:
Call +44 (0)1733 404400