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Box 2.4. “INOV Contacto” in Portugal
“INOV Contacto” is a programme to provide quality training to young graduates in an
international context. The scheme matches graduates who search for internship with companies that
seek high-potential human resources aiming for an international career. Graduate and companies are
required to register themselves to the NetworkContacto. Companies are asked to develop and
implement a training plan to take place both in Portugal (when applicable) and abroad. In exchange, the
programme offers to companies the following privileges:
Business Opportunities: The NetworkContacto helps disseminating new business opportunities
through its presence in 74 markets.
Partnerships :The NetworkContacto aims to encourage the creation of partnerships with
international companies.
Tailor-made Information: The NetworkContacto allows the access to exclusive, reliable and up-
to-date information about foreign markets, sectors and products by request of any of the
participating companies.
Source:
A comprehensive approach to improve the firm expertise and its strategic capabilities for navigating
international markets is taken by programmes that combine training with coaching by a consultant or
export adviser, as in the case of Denmark’s Vitus Growth (Box 2.5).
Box 2.5. Vitus Growth (Export Start Growth) in Denmark
Vitus Growth is the export program of Denmark’s Trade Council for Danish companies that seek
to expand internationally and exploit growth opportunities in remote markets. Vitus Growth offers
training and coaching divided into two modules: three months of strategy development and twelve
months of execution.
During the first module an export adviser is seconded at the company to acquire in-depth
knowledge of the products and the organisation. Subsequently, the company acquires knowledge about
the target market with a fact-finding trip. The company and the export adviser then participate in two
workshops to develop a Go-To-Market plan. These workshops are led by internationally acknowledged
instructors in the area of sales and strategy development, as well as by specialists in cultural
understanding. Lastly, the company gets the opportunity to test the Go-To-Market plan on an expert
panel consisting of experienced business leaders. During the second module, the Go-To-Market plan is
executed in close cooperation between the company and the export adviser. The essence is that there
will be a focus on specific marketing activities as part of the quest for the first export order. In total 300
consulting hours are offered as part of the entire program.
The Vitus Growth program officially ends with an annual ceremony of Vitus Growth Export
Award for the company that has performed best. To qualify for the program, the company (the entire
group) must have annual revenue of maximum DKK 150 million, have between 5 and 150 employees,
and must already be operating in several export markets.
Source: OECD (2013).
2.5.3. Policies to ease financial constraints
Compared to large firms, SMEs have more difficulties in obtaining adequate external funding (OECD,
2012). This reflects into their international activity, as acknowledged by both policy makers and SMEs
themselves, which perceive financial constraints as one of the most severe barrier to internationalisation