Anne MacColl: Exporting is the key to Scotland's economic success

AS A nation, Scotland has some unique strengths and world-class capabilities in sectors such as life sciences, digital media, renewables and food and drink - and we know there will be global demand for products and services from these sectors.

Data published yesterday showed that Scottish exports rose by 5.2 per cent during the last quarter, in contrast to other UK regions, which all registered a drop in exports. The figures also showed that Scotland exports more than it imports, indicating the positive contribution of our trading performance to Scottish gross domestic product (GDP).

In fact, Scotland already has a tremendous reputation for export, and we estimate that 5,500 Scottish businesses are currently involved in international activity: whilst this is tremendously encouraging, we are convinced that we can grow this number significantly.

Yes, the past couple of years have been tough, but we are now moving into a phase of economic recovery and international trade and development is without a doubt one of the biggest factors that could accelerate that recovery.

In economic terms, it is evident that, if we want to migrate to a higher growth and higher productivity economy, we have to commit to developing a ?mindset that raises our international aspirations for Scottish businesses and industry.

We want many more Scottish firms to view doing business internationally as an integral part of their business planning and ambitions for growth - it has to be a given, rather than an add-on.

In world terms, Scotland is a very small place - it accounts for 0.3 per cent of world GDP. Or, to give you an ideal of the scale of the opportunity, 99.7 per cent of potential market opportunities rest outside Scotland.

It's clear we could be much braver and better about doing business internationally.

However, we know the prospect of exporting for the first time can be daunting. From speaking to companies about internationalisation, we know that the number of barriers, or perceived barriers, that these companies face is huge.

Yet evidence shows that, in general, these companies tend to overestimate the risk of going international and underestimate the benefits. The real risk these companies face is not seeking out new markets because domestic demand remains weak and overseas competitors import into Scotland.

Despite this, firms say to us "we're too small" or "I don't speak any languages" or "I'm doing fine now as I am".

The key thing we're telling companies is that it doesn't matter how big you are, but you do need to be prepared to export and you need to make sure that you are equipped with the right skills and expertise to be able to export effectively.

It's all about skills - we want to make sure that these ambitious companies that spot the opportunity and have the desire to export are equipped with the skills to be able to effectively take advantage of that opportunity.

And that's why Scottish Development International joined forces with Scottish Chambers International to launch Smart Exporter earlier this week.

Our two organisations have come together to make sure that we're providing every ambitious Scottish business with the skills and expertise they need to enter new international markets.

The three-year project hopes to reach some 8,000 companies, with the overall aim of developing the export skills base in Scotland, increasing the number of companies exporting and leave a legacy of export solutions and trainers.

The programme includes a comprehensive range of support that will be delivered to companies in a variety of ways, including self-help online tools, roadshows, workshops, specialist training and skills development support, in-house technical support, market awareness support and a specialist national international trade helpline.

As well as encouraging new companies to export through the Smart Exporter programme, we are focused on helping companies already engaged in international business to increase their growth and turnover in overseas markets.

The expertise of our staff based across our global network of 23 overseas offices is a highly valuable resource for Scottish companies, and together with our Scottish-based teams, we are using every avenue to deliver even better results.

• Anne MacColl is interim chief executive at Scottish Development International.