Getting Started Overseas

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One really good idea is to visit local ethnic chambers in your area and talk to immigrants from the countries you would like to expand into. Try to immerse yourself in the culture right here at home, understand it and learn about what can go wrong. My favorite book on this is called Kiss, Bow, or Shake Hands: The Bestselling Guide to Doing Business in More Than 60 Countries, by Terri Morrison and Wayne A. Conaway (Adams Media, 2006).

What other resources do you recommend to your clients?
The U.S. Commerce Dept. has an export assistance program available under its International Trade Administration. The Export.gov Web site offers detailed information on overseas markets, and the U.S. Commercial Service, has trade specialists in 80 countries and 100 U.S. cities whose mission is to assist American companies that want to export. Many people use their services and go on trade missions that they sponsor. You can also take advantage of their personalized Platinum Key Service by contacting your local export assistance center. They can even plan your itinerary for a smaller group trade mission that sometimes is more effective than going with a larger group where the members have lots of different agendas.

Another government agency to touch base with is the Overseas Private Investment Corp., which supports U.S. investment overseas and provides insurance for companies doing business internationally. And there are all kinds of private business associations, immigrant chambers of commerce, state trade development agencies, and private consultants that can help you research, find business contacts, and make introductions for your company. Even the U.S. Agency for International Development, which does humanitarian projects around the world, might be able to direct your efforts and make you aware of corporations in your area that are doing work you could piggyback on overseas. There are so many resources that no entrepreneur should ever have to go it alone.

Karen E. Klein is a Los Angeles-based writer who covers entrepreneurship and small-business issues.