What is Compete?

Compete is a technical assistance package that is primarily used to prepare SME’s for entry into new markets and for working with international companies and exporters. Groups of SME’s or producer communities and support service providers are coached through practical exercises in workshops to:

• Evaluate market options, requirements and success factors. Design approaches for entry into new markets, diversification or other value-adding activities
• Assess compliance and market entry requirements, trade risks, costs and returns along value chains, and select the most attractive market options
• Plan delivery and supply channels, design optimum value chains, define technical upgrading support needs and create action plans to implement them
• Determine the benefits of linking with international businesses or experienced exporters and prepare for working with them
• Define resource and investment requirements and present them to business linkage partners and finance providers
   

Compete is equally applicable for products or services sectors. It is adapted to suit the situation and needs of stakeholders and can be delivered in a number of languages.

Outputs include: an understanding of how value chains work, market approaches, technical upgrading needs and individual business development plans. SME’s may also receive counselling to develop their technical skills and knowledge to prepare them for working with international business linkage companies.
 

How does it work?

In consultation with ITC, a country trade support organisation selects a small number of export-ready businesses that wish to develop new approaches to markets. Together they compile preparatory information on the target markets using templates provided in Compete and information or data provided through ITC tools and other agencies. ITC provides distance support and a technical review of the cluster’s preparatory information.

During the first 2-day workshop co-facilitated by ITC, a sector specialist helps participants to apply market intelligence on buyers requirements and competitors in the market to define their market niche, identify delivery channels and sourcing needs. Actual buyers from target countries may also be brought in. Following this workshop exporters conduct their own additional research assisted by the counterpart and with distance support from ITC. 

In a second 2-day workshop participants design the best market approaches, optimise their value chains, select the most attractive market options, forecast objectives, assess risks, define investment and resource requirements to successfully implement the new approaches. This work is performed using a series of practical exercises that deliver the main elements of a business plan. Participants receive guidance on how to design and articulate their market approach strategies. They make test presentations of their strategies and business plans to experienced buyers and finance providers who provide feedback on the completeness and attractiveness of their proposals.

How long does it take?

Approximately 3-4 months in total to research and prepare information, deliver each of the 2-day workshops, explore options, complete business plans and market approach strategies for the cluster enterprises

How is it delivered?

ITC co-facilitates the delivery of Compete with a counterpart organisation in the country. The counterpart needs to provide a coordinator for the duration of the work.

Compete can also provide information on markets and potential linkage partners, advice to policy-makers, support services and enterprises if required. Local and international technical inputs are coordinated under the umbrella of Compete by counterpart organisations. Business development process and sector specialists can guide counterparts through the organisation of local resources and support service providers, the collection and presentation of market and business environment information, identification and selection of SME participants and potential linkage partners. Technical reviews, long-term distance coaching and market information are also part of the ITC package.

Compete has been used successfully in many countries since 2004, and complements other ITC products and services such as: SHAPE sector-wide trade strategy development, supply chain management assistance, enterprise matchmaking, trade information, market, services and product development activities, trade finance, enterprise management training and export-led poverty reduction.

The Compete package includes: A Compete Handbook, 2 ITC missions, distance technical review, distance process coaching through an ITC support helpdesk, access to market and sector information.

What are the Outputs?

Outputs include market approach strategies and the main elements of export business plans for each participating enterprise.

What are the cost components?

Cost elements include: time of 2 ITC specialists and return travel from Geneva for at least 2 missions, a fee for Compete materials & distance support covering distance coaching, information and technical support services for 12 months. An additional annual fee will be required to prolong ITC distance process support and market information support services after the first year.