2. UK Trade & Investment UK Trade & Investment Name: John Gordon
Title: Intl. Trade Sector Advisor, Defence & Security
South East International Trade Team

3. Who are UKTI? A very brief overview of our links with the FCO
Commercial Officers based in most Embassies, Consulates, High Commissions around the world.
UKTI - The link between exporters and the UK Embassy network.
Solutions for Business – UKTI’s services are part of the Government’s ‘Solutions for Business’ portfolio of business support, lead by Business Link, who help companies access support on a wide range of business issues, including international trade with referrals to UKTI.

4. UKTI Overview 2,400 staff 1,300 overseas
Over 100 UK Embassies, High Commissions, Consulates and Trade Offices
400 Advisers and support staff in nine English regions
Online information:
Excellent representation in all key markets
Locally engaged specialists
Regional expertise

5. Some Key Facts
For every £1 that UKTI spends, £22 is generated for the UK economy.
UKTI’s estimated total financial benefit to businesses across all trade services was around £6 billion last year, up from £5 billion the previous year.
This additional profit has helped generate more than 126,000 jobs in the UK,
Over 3,000 companies increased R&D activity in the UK as a result of UKTI support.
UKTI assisted 24,400 companies to exploit opportunities in overseas markets over a 12 month period.
How do we perform?
How is this achieved?
> Grants, funding, advisory > Identifying & validating opportunities through posts – research – relationship building
> HVO

6. UKTI Impartial Advice & Strategic Support
Strategic and export business advice
Market information and research
Assistance in Identifying partners and potential customers
Assistance to promote company products
Support to visit markets
Support whilst in market
Identification of Business opportunities
Embassy/HC’s assist in identifying & validating opportunities/companies/partners
Use of premises to showcase
Funding support platforms
ITA & Posts working together to access markets

7. International Trade Advisers (ITAs)
Experienced international businesspeople.
Give help and advice which is relevant and appropriate to your business. May include:
One-to-one advice:
Passport to Export 12 month programme for new exporters
Gateway to Global Growth 12 month programme for experienced exporters
Overseas contacts: UKTI staff: Missions and conferences
Financial support : Tradeshow Access Programme
Sector specialists

8. Passport to Export Support programme for new exporters
£500+VAT commitment fee
Up to £3,000 matched funding to help you implement specific export plans
Winning and Delivering Business Overseas workshop
Discounted access to a programme of export training
Benefits: overcome barriers, gain confidence to explore new markets, ongoing support, develop skills and understanding

9. Gateway to Global Growth
12-month bespoke support programme for
experienced exporters to diversify into new markets
Up to £3,000 matched funding to help you implement specific export plans
Access to our Executive Business Development
Programme with Cass Business School
Benefits: proactive guidance from an ITA, strategic review of your business, quality training options to improve your internal trade potential, ongoing support

10. Overseas Market Introduction Service (OMIS)
Market intelligence to evaluate effectively and research competitive environment
Tailored introduction to desired contacts in foreign markets, potential partners, and buyers alike
Bespoke support from UKTI staff overseas
Access to British Embassies and Consulates
Chargeable service

11. Tradeshow Access Programme (TAP)
Participate in an overseas trade show as part of a group of UK businesses led by an Accredited Trade Organisation (ATO)
Establish contacts with buyers, agents, distributors and customers
Limited financial support available
Up to £3200 for overseas trade show

12. Export Marketing Research Scheme (EMRS)
Bespoke market research: funding possible
Companies are able to carry out research on topics such as
Market size and segmentation, Regulations and legislation, Customer needs
Distribution channels
Competitor activity, strategy and performance
Benefits: market intelligence to establish a presence in a new market, and reduces risk
Usually covers 50% of all costs up to £5000

13. Export Communications Review (ECR)
Helps identify gaps and issues in marketing communications and maximise the effectiveness of communications with overseas customers.
Benefits: handle enquiries from export markets competently, build international image, action plan for improving international communications
£3000 in funding to implement changes

14. UKTI Website www.ukti.gov.uk/southeast
Recommend that you register on www

15. UK Export Finance – Overview
UK Export Finance supports exporters and investors by:
insuring UK exporters against non-payment by their overseas buyers;
helping overseas buyers to purchase goods and/or services from UK exporters by guaranteeing bank loans to finance those purchases;
sharing credit risks with banks in order to assist exporters in the raising of tender and contract bonds, in accessing pre- and post-shipment working capital finance and in securing confirmations of letters of credit;
insuring UK investors in overseas markets against political risks.
Additional notes:
UK Export Finance is the operating name for the Export Credits Guarantee Department (ECGD).
UK Export Finance’s services help facilitate export contracts by providing protection against the risk of the exports not being paid for.
UK Export Finance does not lend directly, but supports UK exports by issuing insurance contracts to UK exporters and by issuing guarantees to banks which make loans to overseas borrowers, which are used to purchase supplies from UK exporters.
Many of UK Export Finance’s products and services are specifically aimed to help small- and medium-sized businesses.
Export Finance Advisers have been placed in UKTI regional offices to help businesses navigate the support available to them. 15

16. Contact South East International Trade Team Tel: 08452 789 600
(select UKTI South East in Groups)

17. I’ll leave you with a quote from Norman Augustine, retired Chairman & CEO of Lockheed Martin who drafted a series of light hearted “laws”. In one aphorism, he plotted the exponential increase of the unit cost for fighter aircraft since 1910 (see chart ), and extrapolated it to its absurd conclusion: (indicative for most technologies):
Quote
“In the year 2054, the entire defence budget will purchase just one aircraft. This aircraft will have to be shared by the Air Force and Navy 3½ days each per week except for leap year, when it will be made available to the Marines for the extra day.”
” These days F22 Raptors go for $160m apiece ($350m including the cost of developing the jet), compared with $50m-60m for the venerable F-16. In the long run, high unit costs must limit numbers (Note latest reductions of F22 from +720 to 280). F35 dramatic decreases & cancellations by all countries involved in the programme.
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