Talk the talk

Willie Maxwell, director of InterTrade Ireland's Acumen programme aimed at small businesses, talks to David Clerkin.

Tell me about the Acumen cross-border business development programme and what it plans to achieve.

Acumen hopes to increase sales by €100 million and create 500 jobs in the SME sector. We want to help businesses doing well in the Republic but which haven't looked at targeting the Northern market, and vice versa. There's no reason why any company in the Republic can't target the Northern market. We aim to provide consultancy and marketing support to businesses to help them extend their reach. There are two jurisdictions on the island, but it's staggering that there's been a disparity in doing business on either side.

How receptive are companies to the idea of doing business on the other side of the border?

The Celtic Tiger era has done a lot to make the Republic more attractive to Northern businesses. They recognised there was a capacity problem in meeting the extra demand in the south and it was a fantastic opportunity. Businesses in the Republic have been slower to recognise the extent of the opportunities in the North. It makes sense to target the Northern market.

Has the level of cross-border trade picked up in recent years?

All the thrust of Ireland within Europe and the single market has made the proposition a lot easier. The only major barrier has been sterling and the euro going their separate ways, but this is still manageable. The two economies are coming closer together. Business people are logical people and it is logical for cross-border trade to increase. We don't work in isolation. We get our message across in conjunction with Enterprise Ireland, Invest Northern Ireland and County Enterprise Boards.

What kind of consultancy support is available from InterTrade Ireland?

We help businesses fine tune their offering and provide guidance on how to enter the marketplace. We provide assistance with marketing costs and offer hand-holding in implementing a business plan.

What would you say to southern businesses that have yet to consider the North as a market?

I'd appeal to companies that have the capacity to do business outside the island of Ireland but that don't recognise the opportunities available in the North. It's an attractive market right on the doorstep.