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2.7. Lessons learnt
The large number of studies on SME export support programmes, particularly in OECD countries,
provide key insights on the effectiveness of these policies in fostering SMEs’ participation in global
markets and on their overall welfare effects. Although, the relevance and effectiveness of policies is much
dependent on specific national contexts, some lessons learnt from the experience of OECD countries can
be highlighted.
 Take a pro-active approach to support SMEs’ internationalisation
It is essential for governments to have a pro-active attitude to support SMEs’ international business and
share the attitude within the government. Formulating an overarching strategy for SMEs’
internationalisation can represent an effective mechanism to coordinate interventions across different
policy areas and government levels.
The perceptions of barriers revealed by policy makers and SMEs in several reports suggest that
government support may be especially needed by SMEs with export potential but with low productivity
and scarce management resources. By overcoming the key obstacles to the first entry into foreign
markets, learning-by-exporting may facilitate productivity improvement and better positioning over time
in both national and international markets.
 Explore domestic SMEs with high potential for success in emerging markets
Only a limited share of SMEs can enter foreign markets and sustain open international competition. It is
relevant for policy makers to establish sound screening mechanisms, which allow to differentiate
domestic SMEs with high export potential, on which to focus support, from SMEs that lack specific
advantages. In this regard, criteria to evaluate the export potential of SMEs are needed, which may differ
across countries and sectors of specialisation.
 Segment support for different groups of SMEs
The results of screening may be used to develop targeted support for different groups of SMEs. For
example, for SMEs with less potential of success in foreign markets, advice services could focus on how
first to improve productivity/profitability and, as a result, strengthen the chances to enter international
business successfully. For SMEs with high potential, governments can identify specific issues to be
improved and offer specific or tailored support
 Relate policies and instruments for internationalisation with those for innovation
In many respects, internationalisation and innovation are closely intertwined, yet there appear to be few
systematic linkages to ensure that support is coherent and that companies are supported continuously and
effectively across different government funding units and programmes.
 Favour linkages of SMEs to global value chains and networks
Larger corporations and the attraction of inward investment are becoming important considerations in
government policy. Leveraging such investment for the benefit of SMEs may provide accelerated routes
to internationalisation and growth. In particular, policies at the regional level should enhance co-operation
between multinationals, local corporates and small firms to form part of interrelated regional clusters.