Training and Consultancy


Our Training and Consultancy service provision helps reduce the complexities and pit falls that companies may face when accessing international markets to conduct international trade and form partnerships. The Institute’s areas of activity include tailor-made programmes focused on capacity building and international trade development. Our interactive seminars are scenario based with case studies. There is  a review and follow up for each participant for a week after the training has been delivered as a quality assurance measure. Each participant receives a certificate of participation.


Training and Consulting Seminars.  Contact us for further information


External Market Assessment

-International audits of the external business environment-

Participants of this seminar will gain a full understanding of key external factor relationships within an industry and an in-depth knowledge of the process of conducting external market audits of the external international business environment. This reveals key variables that offer actionable responses for the company.

This seminar covers:

  • The Global Challenge
  • External Industry Assessment
  • Globalisation of services
  • Conducting External Strategic Management Audit
  • Competitive Analysis
  • Forecasting Tools and Techniques
  • The External Factor Evaluation
  • Competitive Profile Matrix
  • Value Shop and the Service Value Chain

Export Management

As  a form of management there is a requirement  to bring about the coordination and integration of all those involved in an export business.
This  export management  seminar considers  this application of the managerial process to internationalisation.
It is vital for those exporters or corporate representatives who want to successfully enter or expand into the international marketplace

The seminar covers:

  • Internationalisation Initiation Process
  • Information Search and Translation
  • Communication
  • Internationalisation Motives
  • Triggers of Internationalisation - Change Agents
  • Internationalisation Barriers/Risks
  • Risk Management Strategies
  • Export Planning and Strategy
  • Procedures and Documentation in Exports
  • Transportation Documents
  • e-Customs

Working with Agents and Distributors

Marketing channel decisions can be complex and challenging as each channel has its own requirements that creates different levels of sales potential and costs. This seminar delivers the essentials needed to understand channel strategy and provides easy tools and frameworks to help time-constrained exporters reach their strategic choices.

The seminar covers:

  • Reaching Target Markets - Benefits of Marketing Mix - The Optimal Channel Mix
  • Channel Options - Agents and Distributors - Franchising and Licensing - E-Commerce
  • Channel Management - Managing Costs and Profitability - Channel Audits
  • Legal Issues - Intellectual Property Rights

Cross-Cultural Business Negotiations 
Cross-Cultural negotiation process is significantly influenced by the cultures within which negotiators have been educated and socialised. Cultural differences prevalent in global business and sales can have a tremendous impact upon the process itself as well as its outcome.
This seminar is designed for the purpose of enabling participants acquire the skills necessary to engage successfully in their cross-cultural negotiations and flourish.

This seminar covers:

  • Cross-Cultural Negotiations
  • Intercultural Preparation
  • The Cross-Cultural Negotiations Process
  • The Gap Model in International Negotiation
  • Knowledge Management and Learning across Borders

Documentary Credits
This seminar enables importers and exporters to acquire practical skills, knowledge and understanding of the complex issues associated with payment methods for handling overseas transactions.

This seminar covers:

  • Documentary Credits - types, characteristics and uses including Standby Credits
  • Rules and Trade Terms including UCP600, ISP98, Incoterms 2010 and URR725
  • Parties to Documentary Credit transactions and their roles and obligations
  • Types and Methods of Payment/ Credit used in Documentary Credit transactions including the Concept of Autonomy
  • Types of Transport, Commercial and Financial Documents used in Documentary Credit transactions

Transportation and Incoterms 2020
International Business Terms known as “Incoterms” - ICC International Chamber of Commerce Publication 2010 - are internationally accepted terms defining the responsibilities of exporters and importers in the arrangement of shipments and the transfer of liability involved at various stages of a transaction.
This seminar enables international trade practitioners understand export or import documentation and compliance.

This seminar covers:

  • Incoterms Rules
  • Review of the different groups of Terms
  • Transfer of risk from the Seller to the Buyer
  • Responsibility for Insurance
  • Costs associated with each Term
  • Advantages and Disadvantages of each Term
  • Assessment

Train the Trainer
The seminar focuses on a ‘systematic approach' to training that uses sound principles of performance management and good training techniques. This ensures that supervisors and trainers are getting the most out of themselves and their employees or trainees.

The seminar covers:

  • Assessing Training and Development Needs
  • Designing a Training Programme
  • Delivering Training
  • Supporting the Learner and Evaluating Training

e-Commerce, e-Business and International Trade

This seminar focuses on the ability of businesses to grow their  international trade, that is trade  in products and services across national borders by applying e-Commerce, e-Business Strategies and Technologies.
The Seminar covers:

  • e-Commerce  
  • The e-Commerce environment
  • The e-Commerce marketplace
  • Business and consumer models for e-Commerce
  • B2B and B2C companies
  • Marketplace channel structures
  • Commercial arrangements for transactions
  • e-Business  and e-Business infrastructure
  • e-Business strategy
  • e-Environment
  • Social factors
  • Legal factors
  • Economic and competitive factors
  • e-Commerce and globalisation

Training - Professional Development - Consultancy

Working with Agents and Distributors - 2020-02-15

Export Management - 2020-03-16

Cross-Cultural Business Negotiations - 2020-06-10

Webinar -  2020-06-13

e-Commerce, e-Business and International Trade - 2020-07-10

Documentary Credits - 2020-08-03

Transportation and Incoterms - 2020-10-05

Webinar - 2020-10-12

External Market Assessment - 2020-10-19

Train the Trainer - 2020-11-16