Trade in Services

An Answer Book for Small and Medium-Sized Exporters

image of Trade in Services

Services have played an important role in world trade for centuries. However, in the past 40 years, the focus of the services trade has shifted away from facilitating the trade in goods to trading in the services themselves. Dramatic changes in communications and transportation technologies have made this possible. While exporters of goods and services face similar challenges, services exporters have to deal with unique issues, many related to their intangible nature. This guide addresses these issues and offers practical and relevant advice to small and medium-sized enterprises to help them improve their export performance or enter new markets.

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What domestic market development strategies will also work abroad?

Often your most successful domestic market development strategies will also work well in export markets. The first question to ask yourself is ‘How do we get business now?’ Then check with a ‘cultural coach’ (i.e. someone who knows your target market well) to see if the same strategies will work there. Here are some strategies that are often portable from one market to another:

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