In practice, small firms may begin exporting simply through the receipt of unplanned orders from abroad, rather than as a result of any formal management decision or export strategy, but this seldom leads to successful long-term sustainable export growth and or to expansion of a particular market
In most instances only a carefully planned approach provides the surest way for companies to be successful in the export market. Management may need to devote a considerable amount of time and money to the start-up procedures and may only see the benefit of their export endeavours some 24 - 36 months after first endeavouring to enter the export market

In reality, one finds that only a small percentage of companies venturing into the international trade arena is successful in obtaining export orders, and a great percentage of these orders do not result in long-term sustainable export growth.

Companies should be certain about:

• The reasons why the company has decided to export
  
• The benefits to be derived from exporting
  
• The proposed initial action plan
  
• What additional finances would be required in order to enter into the costly world of exporting
  
• If you are considering exporting because your company is not flourishing in the domestic market, then perhaps reconsider entering into the export market.
• Only companies that have enjoyed a successful track record locally should export.

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