This guide will walk you through creating a solid export plan, helping you feel ready to take on international markets. We’ll look at key steps, useful resources, and how we can support you along the way.

• Why export? Unlock growth, resilience and competitiveness
• Research new markets: Find demand, competitors and local barriers
• Set your export strategy: Define goals, routes to market and USP
• Plan logistics & operations: Tackle supply chains, rules and e‑commerce
• Fund your expansion: Manage cash flow, payments and currency risk
• Making room to take on new markets: Building internal capability
• Build support networks: Access experts, programmes and partnerships
• Move from plan to action: Take confident next steps with the right backing

For many mid-sized businesses, the idea of selling internationally can transform their growth. Exporting lets you reach new customers, spread your risk across different markets, and often boost your profits. It can also help your business innovate and become more competitive. You’re not just selling more; you’re building a stronger, more resilient business.

1. Research your target export markets

Before you jump in, it’s a good idea to know where you’re going. Thorough market research is the foundation of any successful export plan. You’ll want to answer some key questions:

• Where are your potential customers? Look for markets where there’s a real demand for your products or services. Consider things like economic stability, political conditions, and ease of doing business.
• Who are your competitors? Understand what other businesses are offering, their pricing, and how you can stand out.
• What are the cultural differences? Consumer behaviour can vary a lot from one country to another. What works here might not work there.
• What are the local challenges? Think about things like language barriers, infrastructure, and local business practices.

2. Set your export strategy, goals and route to market

Once you’ve done your research, you can start shaping your strategy.

• What do you want to achieve? Set clear, measurable goals. Do you want to increase sales by a certain percentage? Enter a specific number of new markets?
• What makes you special? Think about your unique selling points. How can these be adapted or highlighted to appeal to customers in your chosen international markets? NatWest’s Business and Corporate Insights often show how crucial it is for businesses to differentiate themselves globally.
• How will you get there? Consider how you’ll approach new markets. You might want to start small, perhaps with an online presence, before moving to direct sales or partnerships. A gradual approach often helps build confidence and reduces initial risk.

It’s important to make sure your export plan aligns with your overall business strategy. This way, your international efforts support your wider goals.

3. Plan your export operations, logistics and compliance

This is where you work out the practical details of getting your products or services to your new customers.

• Logistics and supply chain: How will your goods be transported? You’ll need to think about shipping, customs clearance, and maybe even setting up warehousing in your target country. For services, this might involve how you deliver your offering remotely or through local partners.
• Regulatory compliance: Each country has its own rules. You’ll need to understand import regulations, product standards, and any necessary certifications. This can seem tough, but help is available. Read our guide here.
• E-commerce: If you’re selling online, consider how you’ll manage international payments, website localisation, and shipping costs for different regions.

4. Finance your export plan and manage international trade risk

Exporting involves financial considerations, and having the right support can make a big difference.

• Trade finance products: NatWest offers a range of trade finance options designed to help you manage cash flow and reduce payment risks. These can include documentary collections, letters of credit, bonds, guarantees, and trade loans. These tools help make sure you get paid and can manage your working capital effectively.*
• Managing risk: International trade comes with risks, like changes in exchange rates or the possibility of non-payment. We can help you understand and manage these. Tools for hedging currency can protect your profits from unexpected rate movements.

*Security may be required. Product fees may apply. Over 18s only. Subject to status, business use only. Any property or asset used as security may be repossessed or forfeited if you do not keep up repayments on any debt secured on it. Our Trade Services Terms and Conditions are available here.

5. Build the capacity and skills to scale internationally

As your export plans start to take shape and success grows, you’ll likely see an increase in demand and activity. It’s a good idea to think about whether your business is ready to handle these bigger volumes.

• Capacity: You may need to invest in more staff, expand your premises, or get new equipment to keep up with increased production or service delivery. Thinking about this now can help you avoid bottlenecks later.
• Skills and training: Exporting often needs new skills. Does your team have a good handle on international logistics, customs procedures, or different payment methods used in other countries? You might want to look into training or hiring people with these specific skills.
• Supplier support: Check in with your current suppliers. can they meet a bump in demand for your raw materials or components? Having open conversations with them early on can help you both plan for your export journey.

Getting these internal pieces in place means you’re setting your business up for smooth and sustainable growth as you expand into new markets.

6. Find export support, networks and expert guidance

You don’t have to do it alone. There’s a lot of support available to help you succeed.

• Partnering for knowledge: The UK Business Academy, part of the Department for Business, Innovation, Science and Trade, provides free training to help businesses navigate international trade. Joining these programmes can give you practical skills and connect you with experts.
• Industry networks: Getting involved with industry bodies or trade associations can open doors to valuable contacts and insights. NatWest often facilitates introductions and can connect you with government support and other businesses that have experience in exporting.
• Our expertise: We’re here to help you find the right talent, navigate regulatory differences, and understand cultural nuances. Our specialists can offer guidance and help you make informed decisions – why not get in touch today.

Creating an export plan is a journey, not a sprint. It takes careful thought and preparation, but the rewards can be significant. By researching your markets, setting clear goals, planning your operations, and getting the right financial and advisory support, your mid-sized business can confidently step onto the international stage.

At NatWest, we believe in championing potential. We’re ready to support you as you explore and conquer new markets. Why not chat to us today to see how we can help your export ambitions become a reality?