Emmanuel BisiAn increasing number of French SMEs are venturing into international markets, aware that their growth cannot be confined to the domestic market. These companies demonstrate that, with a well-thought-out and structured strategy, even smaller organisations can thrive abroad.
These successes, far from being limited to large corporations, showcase the agility and adaptability of French SMEs and mid-sized companies. But what are the common characteristics of French SMEs that succeed on the global stage? Here are the five key pillars that set them apart.
1. Thorough Preparation: Mastering the Fundamentals
Successful French SMEs invest time and resources into structuring their approach. An effective internationalisation strategy is built upon a deep understanding of target markets and local conditions.
- Choosing High-Potential Markets:
The first step is to analyse the opportunities and specific needs of international markets. A thorough study helps identify niches where the company can stand out by leveraging strengths like quality, innovation, or French know-how. - Complying with Local Standards:
Access to certain markets often depends on meeting specific technical, environmental, or commercial standards. Active regulatory monitoring ensures smooth market entry with no surprises. - Optimizing Logistics:
High-performing companies ensure their supply chain meets local requirements in terms of deadlines, costs, and reliability.
2. Leveraging Strong Networks
Successful French SMEs surround themselves with the right local partners. These strategic networks help them overcome cultural and operational barriers while increasing their visibility.
Working with local distributors or partners provides quick and direct access to markets. These relationships also facilitate understanding of complex environments and help implement tailored strategies.
For example, Expandys has had a strong partnership for many years and provides French SMEs with practical solutions for establishing a presence abroad:
- APRIL International: Health protection for expatriate employees.
- iBanFirst: Secure and transparent international payments.
- Allianz Trade: Credit insurance to protect international assets.
- Bpifrance: Funding to support international prospecting.
- Capital Export: Financing solutions for strategic projects, such as acquisitions.
SMEs benefit from comprehensive support, from market analysis to operational execution.
3. Developing Intercultural Competence
Success internationally also depends on the ability to adapt and open up to other cultures. SMEs that succeed nurture intercultural sensitivity, which allows them to build strong relationships with clients and partners.
- Understanding Local Values:
Each culture has its own codes when it comes to negotiation, communication, and management. Mastering these subtleties fosters lasting and constructive relationships. - Adapting the Commercial Approach:
Tailoring products, services, and marketing strategies to local expectations enhances the attractiveness of the offer and facilitates its adoption.
4. Demonstrating Agility and Adaptability
International markets are constantly evolving. SMEs that succeed know how to anticipate and quickly react to changes, whether these are new regulations, consumer trends, or crises.
- Alert Systems and Monitoring:
Tracking market developments and analysing key indicators allows companies to quickly detect emerging opportunities or threats. - Adjusting Strategies:
These businesses are quick to adjust their operational models, target audiences, or products based on local needs or economic upheavals. - Example of Resilience:
The pandemic demonstrated the ability of French SMEs to pivot, such as by digitalizing their offerings or redirecting production.
5. A Long-Term Vision
SMEs that succeed internationally do not focus solely on quick wins; they build sustainable strategies by investing in structuring projects.
- Diversifying Entry Modes:
Whether through partnerships, joint ventures, or digital platforms, diversifying entry channels ensures greater resilience. - Investing in Innovation and Training:
Developing innovative solutions and training teams in the requirements of internationalization helps maintain long-term competitiveness.
Expandys: A Strategic Partner for International Success
Expandys and its partners offer tailored support to French SMEs looking to expand internationally. Their expertise covers every aspect of internationalization, from identifying high-potential markets to managing financial risks, handling logistics, and ensuring regulatory compliance.
With Expandys, SMEs have access to the tools and resources necessary to turn their international ambitions into tangible success.
Contact us to learn more about how we can support you
