Benoît Trivulce a.i. General Director, Business France
Winner: Best use of partnerships
Business France
TEAM FRANCE EXPORT – AN INNOVATIVE PARTNERSHIP FOR MORE EFFICIENT SUPPORT TO EXPORTERS
‘This award reflects the collective work of our teams and the vision we share with our partners. Team France is essential to promote export activities and support French SMEs in the world market.’
Benoît Trivulce a.i. General Director, Business France
WHAT THE JUDGES SAY
‘Identified overlapping functions of export-related agencies – resolved through teamwork approach.’
‘Strong elements on market analysis and striving to optimize resources among agencies.’
‘The programme must be commended for good use of CRM and advisors to meet the objectives.’
‘More than €30 million committed in funds reflects its importance. Demonstrated ROI’.
AT A GLANCE
France’s “think global, act local” restructuring has generated billions of new export dollars and thousands of new jobs since its inception in 2018.
The Team France Export initiative offers regional one stop-shops across France – one for each of its 13 regions. Targeting exporters, first-time exporters and non-exporters, it combines support from three key players: Business France, the Chamber of Commerce (CCI) and Industry and France’s investment bank, the Banque Publique d’Investissement (BPI France).
France’s ambition is to make exports a major driver of the economy. Between 2019 and 2022, France recorded a 15% increase in exports for small and medium-sized firms, over 20,000 new exporters, €3.3 billion in additional export revenues and 30,000 new jobs.
increase in exports for small and medium-sized firms
new exporters
billion in additional export revenues
new jobs
Team France experts meeting.
Team France connects SMEs in its regions to global opportunities.
LOOKING CLOSER
A 2017 Business France report showed that businesses needed local, tailored services, with a single point of entry. Instead, they faced competing, complex services from numerous organizations. Satisfaction surveys revealed the lack of coordination and information often led to confusion, redundancy and dissatisfaction. The solution: Team Export France, launched in 2018 with €30 million in government funding for a digital platform and regional offices.
The 13 one-stop shops are staffed by international advisors – half from the Chambers of Commerce and Industry and half from Business France. Each advisor has an average of 150 export-ready companies. They offer regulatory information, diagnostics, prospecting, customer research and specialized financing solutions.
The centres are under the authority of the regional government, which are responsible for local development. This allows France to better coordinate its trade approach among regions. Advisors for mid-sized firms and established exporters are based in BPIFrance; advisors for small and new exporters are with CCI.
Local services, global presence
Clients are matched to a single point of contact – one of 250 advisors. Companies ready to export can access Business France’s international network (750 advisers in 55 countries, and 300 partners selected via tenders) to help them build a sustainable market entry strategy.
The teamfrance-export.fr platform centralizes information and resources, export support and financing offers, facilitates relations between companies and public and private operators and enables client monitoring on a shared CRM.
An online marketplace and B2B marketplace agreements help exporters continue to reach new markets through Business France offices abroad which showcase French products.
Partnerships have been extended to include the Customs Authority, the National Intellectual Property Institute and other public entities, as well as logistics companies, legal firms, credit insurers, banks and private consultants.
With a unified network, underscored by 18 signed regional agreements, this partnership is now a key tool for regional economic development strategies.
Team France connects SMEs in its regions to global opportunities.
MEASURING SUCCESS
Team France Export serviced over 60,000 businesses, recorded in portfolios of international advisors. During the pandemic, the digital platform kept them linked to businesses and offered alternative services.
National customs statistics show that Team France Export companies outperform French companies overall: 94% that exported in 2021 did so in 2022, compared with 77% of French companies in general.
Team France Export’s clients increased their total production of goods by almost €16 billion between 2021 and 2022. An impact study concluded that €1.8 billion in additional export sales is linked to Team France Export, with an average of €167,000 per company, resulting in the creation of 23,600 jobs in 2022. In 2023, the initiative generated €3.3 billion in additional revenues for French SMEs, an average of €255,000 per business.
Behind the scenes: The hard work of coordination
A central management team with the three main partners meet quarterly to ensure consistency in service catalogues, resource management and strategic objectives and to measure performance.
Resource planning brought value for money: staff were redeployed, and technology tools were integrated. Some international offices closed to free up resources, with their mission entrusted to country partners. Business France and the Chambers of Commerce and Industry reallocated staff regionally. Marketing teams drew up a simplified services catalogue and a common agenda. Public and private partners were closely involved, positioning themselves to meet business needs.
Customers and partners were engaged through online marketing, direct marketing and conference panels.
Among key performance indicators: number of advisors; regional agreements; business surveys; businesses approached, qualified and supported. KPIs examined at quarterly meetings led to adjustments in strategy or procedures, globally or locally.
‘We approached Team France Export to benefit from its local roots, network and expertise. The ASEAN region now accounts for around 20% of our sales, achieved in just 24 months.’
Florent Duthoit
Export Manager, Ecosun Innovations (energy transition)
‘In Mexico, thanks to Team France Export we have identified potential partners and confirmed our interest in developing a specific network there. The impact has been positive, with an average of one additional container per month over the last 12 months and should be well ahead of our targets for the next 12 to 18 months.’
Roland Guezennec General Manager, ST DALFOUR (food products)
