Market development can take time and cash flows must be carefully managed. Financial assistance and advice is available from a number of government and private sector agencies.

Steps to take include:

• Discussing your plans with the international department of your bank to ensure that you are in a position to finance your export investigations and market entry.
• Gaining an understanding of the advantages and disadvantages of various international payment methods and the terms used in international trade.
• Discussing costing for export with your accountant, including the issue of marginal costing.
• Determining transport and insurance costs with help from a customs broker or forwarding agent who will also help establish packaging needs (and costs).
• Developing an understanding of options for quoting buyers for export business. Common quotation modes will include FOB (free on board) and CIF (cost of goods plus insurance and freight).
• Where possible, applying for tax concessions on approved projects. This assists the companies win contracts against international bids.

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