Download TPO Services - World Bank Group

TPO Services
An institutional perspective
By: Miguel CAMACHO & Ann PENISTAN, TS/DBIS
Date: 31 March 2011
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A
What is ITC?
The UN body for design of
policy recommendations to
achieve economic and social
development through trade and
investment.
The forum to negotiate
multilateral trade rules, monitor
their implementation and handle
trade disputes
ITC works with local and regional
institutions and businesspeople to
promote exports and trade.
• Mission
ITC enables small business export success in developing
countries by providing, with partners, trade development solutions
to the private sector, trade support institutions and policy-makers
ITC activities
Activities
Business and Trade Policy
ITC Clients
Policy
Makers
Export Strategy
Trade Intelligence
Trade Support Institution
Exporter Competitiveness
One
ITC Beneficiaries
Trade
Support
Institutions
Micro,
Small and
Medium-Sized
Exporters
Business
Community
One
Many
ITC Development
Outcomes
Export Impact for Good
Generating sustainable
incomes and livelihoods
especially for poor
households, by connecting
enterprises to global markets
ITC organisational chart
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A
Trade promotion – basic definitions
• Trade Promotion Organisation
• Government-mandated agency responsible for trade promotion activities in a
geographic area. Can be national, provincial, regional, etc.
• Trade Support Institution
• Any organisation that provides services that help companies export.
Includes exporters’ associations, national standards boards, training and
research centres, etc.
• Trade promotion
• Services targeted at supporting domestic producers and sellers in meeting
and interacting with foreign buyers in order to facilitate sales
• Trade development
• Services targeted at building the competencies and capacities of companies
to trade
Trade promotion - examples
• Trade Fairs abroad and in-country
• Market exploration missions
• Buyers missions
• Sellers missions
• Buyers-sellers meetings
• Specialised promotion programmes in target markets:
• In-Store Promotion
• Information Booths
• Exhibition Centres
• Country/region branding programmes
Trade development - examples
• Market information and research
• Technical training programmes (Incoterms, international pricing and costing,
international payment methods, certificates of origin, labelling requirements, etc.)
• Packaging development programmes
• Sectoral R&D programmes and centres
• Technical support for improving production techniques and yields
• Supply chain optimisation initiatives
• Sanitary and phytosanitary compliance support
• Support for the adoption and certification based on international standards
(ISO, GlobalGap, FSC, etc.)
• Programmes to support internationalisation of SMEs
Trade development – examples (2)
• Access to finance training and support
• Advocacy for regulatory and legal reform vis-a-vis the Government
• Participation in trade negotiations
• Programmes to disseminate and facilitate trade law
• Arbitration centres and support in accessing international arbitration schemes
• Support programmes for development of contracts
• Programmes to develop infrastructural services:
• Telecommunications in rural areas
• Seed capital, risk capital and non-debt financing schemes
Trade promotion and development
• Impossible for any one agency to do it all – need for many resources:
• Specialised knowledge and information
• Human resources with right competencies
• Physical infrastructure (training facilities, testing facilities, research and
development labs, etc.)
• Financial resources:
• SME development requires co-funding from non-commercial sources
• Alliances: need to develop domestic trade support networks (national /
provincial / regional)
• Need to partner many different organisations (universities, research centres,
producers and exporters associations, networks of consultants, other TSIs and
TPOs, etc.)
• Need for a clear regulatory framework and authority – coordination
capacity and mandate
1. Purpose of Service
Export
Promotion
Export
Development
2. Description of Service
Human
Resources
Financial
Resources
Human
Resources
Financial
Resources
Strategic Alliances
& Networks
Information &
Know-how
Physical Assets
& Infrastructure
3. Role of the TSI
Multiplier
Distributor
Referral
4. Degree of Customization
Customized
Off-the-Shelf
Strategic
Alliances &
Networks
Information
& Knowhow
Physical
Strategy &
Assets &
Management
Infrastructure
Marketing
Production
Sales
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A
Outcome and impact chain
Immediate
Outcomes
Intermediate
Outcomes
Satisfaction of
beneficiaries
Reactions of
beneficiaries to
institution and
programmes
Awareness
created on
issues of
importance
Change in
attitudes of
beneficiaries
toward the
subject
Intention of
beneficiaries to
change
behaviour
addressed
Final
Outcome
Change in
behaviours in
ways and means
of how they work
Intermediate
Impact
Change in level
of
competitiveness
of enterprises
Final
Impact
Sustainable
exports of
enterprises
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A
Some implications
• Legal framework is critical:
• Determines mandate and scope of possible activities for each organisation
• Identification of focus is critical:
• Service design needs to be based on clear appraisal of needs of SMEs
• Development of networks and alliances is critical:
• Final impact of sustainable exports requires multiple resources, impossible to
have in one organisation
• Collaboration must be built – not spontaneous nor automatic
• Monitoring and evaluation is critical:
• Impact cannot be measured sporadically – systematic monitoring is key
• Performance is not user satisfaction – outcome-impact chain must be
considered and evaluated accordingly
Agenda
1. Introduction
2. Types of services
3. Outcome-Impact chain
4. Implications
5. Q&A