Issue link: http://www.e-digitaleditions.com/i/72038
idea exchange Target Practice The Idea Design GlobalTarget, an outreach pro- gram providing mentorship, research, and resources to small- to mid-sized companies that want to expand their global presence Location Cleveland State University's Monte Ahuja College of Business in Ohio How It Works Launched in 2006, GlobalTarget is an annual membership program designed for small- to medium-sized companies. Participants pay $1,725 to enroll. Before the program starts, each GlobalTarget company must target a specific country and region, establish its goals, and lay out its initial business plan for global expansion. Once the program begins, lead- ers from these companies attend monthly meetings with experts from throughout Ohio who specialize in international business and trade. Members also are matched to GlobalTarget mentor volunteers, includ- ing retired CEOs with decades of experience in global business. U.S. Commercial Service, the trade promotion arm of the U.S. Depart- ment of Commerce's International Trade Administration, also is involved with the program. Participants have access to the agency's International Partner Service or Gold Key Matching Service. IPS identifies qualified overseas agents, distributors, or partners that can support global expan- sion efforts; Gold Key sets up meetings with potential global partners. The cost of these services is covered by GlobalTarget's sponsor, FedEx. Finally, GlobalTarget members receive the assistance of faculty- led teams of MBA students who conduct market research for their particular needs. The students complete these projects as part of their capstone course. Recognition & Expansion In April 2010, GlobalTarget received a certificate of appreciation for achievement in trade from the U.S. Department of Commerce. In September 2010, the state of Ohio named the college "Nonprofit Exporter of the Year" for its role in helping 35 companies increase their global exports. And in 2011, the GlobalTarget program was awarded the President's Export Award. Most recently, the program was identified as a preferred trade training provider through a state of Ohio IMAGE grant, which allows Ohio companies to apply to have the state reimburse half of their tuition for the program. The GlobalTarget 2012–2013 cohort includes 10 companies with revenues between US$3.5 million and $50 million. Most are in manufacturing, but the group also includes two medical device companies and a pet supply company. They're seeking help with everything from managing the logistics of their supply chains to designing packaging that give food items the shelf life to be shipped overseas. At the encouragement of the state, the school has replicated GlobalTarget at the University of Toledo, where the program is sponsored by UPS, and is preparing to launch the program at a third university in Ohio. A Starting Point For many companies, GlobalTarget pro- vides the right help at the right time, says Colette Hart, director of outreach and busi- ness centers at Monte Ahuja College. "These are companies that are start- ing to get e-mails or phone calls from overseas from people who want their products. They're trying to respond to these customers—they realize the poten- tial—but they have no idea of the pieces and parts that go along with that," says Hart. "Our mentors in GlobalTarget play a huge role in helping them understand factors that might not be on their radar screens, so they can address problems up front." For more information about GlobalTarget, visit www.csuohio.edu/ business/global/target. 64 July/August 2012 BizEd