'Positive economist' may sound like a contradiction in terms, but that is what Irish entrepreneur Susan Hayes calls herself. She’s even more positive after expanding her business to Malta with help from the Enterprise Europe Network.
Less than a year after founding a two-person financial training and education consultancy called Hayes Culleton, the entrepreneur was keen to grow her business overseas given limited opportunities in Ireland at the time.
Since she had no foreign contacts or resources for extensive market research, she turned to her local Enterprise Europe Network branch, one of 600 partner organisations in more than 50 countries helping SMEs tap into new markets.
"One of our most effective services is direct, face to face networking," says Marion Jammet, Network expert at the Dublin Chamber of Commerce. In November 2010, the Network organised meetings between Hayes and several Maltese financial services companies. In total, 23 Maltese firms from several sectors attended the event in Dublin, as guests of the Network's Malta branch.
"As the Network representative in Malta, we strive to be the first port of call for SMEs needing assistance and support," says Brigitte Tanti, manager of the Network's internationalisation unit at Malta Enterprise. "We help Maltese companies as well as foreign entrepreneurs like Ms. Hayes, seeking support for their growth plans."
Hayes had three meetings in one day where she made several useful contacts. Two months later, she flew to Malta for a packed week of 20 meetings with SMEs set up by the Network. Malta Enterprise met with Hayes beforehand to discuss the profile of companies she was most interested in and provided support during and after the visit.
The new contacts led to several training events and speaking engagements, including at the Bank of Valletta, the Malta Institute of Accountants and the University of Malta. Through the Network, she also landed regular training assignments at the Central Bank of Malta and Finance Malta.
Getting her first contract abroad helped Hayes build her brand quickly across several other markets. Today, she does most of her business outside Ireland, mainly in the United States, Australia, the Netherlands and Belgium. The Enterprise Europe Network has helped her all the way, setting up meetings for her in various cities.
"The Enterprise Europe Network has opened new doors for my business," says Hayes. "It shows you how every connection can lead to several others."