SEVEN SUMMITS TRADE CHALLENGE (SSTC)Building the capacity of trade professionals around the world

GTPA Graduate Executive Programme

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Introduction

About the Global Trade Professionals Alliance (GTPA)GTPA is a global network for the development of international standards to drive and facilitate international trade. GTPA provides an ecosystem to connect individuals, business, organisations and governmental bodies with professionals involved in all aspects of international trade.

Our goal is to bring people and organisations together to:

build professional capabilities in trade

advocatethebenefitsandopportunitiesoftrade

facilitate networking

improve the performance and success of companies in global trade

improve the trade process

advance international development

support the development of MSMEs and their access to global supply chains

build professional capabilities in trade

empower greater diversity through women-owned engagement in trade

GTPAistheonlyorganisationprovidingindividualswithinternationallyrecognisedcertification–astandard of professional competence in trade (ISO /IEC 17024) through its Global Trade Professional (GTP)Programme.Certificationisavailabletothoseindividualsevidencingarelevantqualificationsand/or experience.

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Background of the GTP Programme and ISO certificationGTPA has developed the only international standard for certifying trade professionals. The Global Trade Professional (GTP) Programme, has been developed under ISO/IEC 17024, for the certificationofprofessionalcompetenceinthevarious global trade disciplines.

Trade Management

Trade Regulation and Compliance

Trade Finance and Supply Chain Finance

Trade Policy

GTPcertificationisbasedonthecandidatedemonstratingthefulfilmentofaminimumnumber of competence standards.

TheGTPAGraduateExecutiveProgrammefulfilstherelevantrequirementsofISO/IEC17024atthe Practitioner level, Conformity assessment -Generalrequirementsforbodiesoperatingcertificationofpersonswhichistherecognisedinternationalstandardforthecertificationofpersons.

IndividualsthatareGTPcertifiedwillbeabletoundertake their trade related responsibilities in a competentandeffectivemanner.

Benefits for participants Internationally recognised and trusted certificationforleadersintradeasaGlobalTrade Professional under ISO/IEC 17024 a global trade professional at the Practitioner level;

Supporting the advancement of career opportunities for skilled leaders in trade policy, trade management, trade regulation and compliance and trade and supply chain financeandinturnofferingincreasedvaluetobusinesses globally;

A platform to guide career path development andidentifytherequirementstobuildongoingprofessional skills and knowledge for the leaders in trade;

Development of a best practice tailored educational programme to maintain trade capabilities and competencies for leaders in trade.

SuccessfuldemonstrationthatCertificationRequirementsarefulfilledresultsinthegrantingofcertification,permissiontousethepostnominals (cert.GTP, cert.GTM or cert.GTE) in addition to graduate post-nominals.

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Certification under ISO/IEC 17024The below diagram outlines the competencies that an individual must demonstrate in this specialisation:

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Why is investing in skills development and competency important for trade professionals?The increasing rate of change in both the trade environment and the work/employment environmentdrivestheongoingrequirementforindividuals to maintain their existing skills as well as expand their technical competencies and soft skills.

A challenge for all organisations in trade is maintaining the currency and relevance of theirinternalstaff’scompetenciesinthisever-changing environment.

Organisationsmustbeconfidentthattheyhavestaffthatareacknowledgedasaglobaltrade professional and that they continually update their capabilities to ensure their skills and knowledge remain relevant to meet the requirementsoftheiremployers,clients,regulators and other stakeholders.

Trade ManagementImporterExporterEntrepreneursDirectorCEOBusiness OwnerManaging DirectorExecutive ManagerExport ConsultantsInternational Trade ConsultantsTrade CommissionersExport ConsultantExport CoordinatorExport ManagerInternational Business ManagerInternational Trade SpecialistInternational Trade StrategistManagement ConsultingHuman Resource ManagerInternational Trade ManagerInternational Tax SpecialistInternational Business ConsultantProject Manager

Global Supply Chain ManagementSupply Chain ManagerOperations ManagerProcurement ManagerCustoms and Tax Specialist

GTPA Graduate Executive Programme for leaders in global tradeThe GTPA Graduate Executive Programme for trade professionals provides the gold standard in terms of developing the right skills and competencies for individuals and institutions in the professional practice of trade-related disciplines.

Upskilled trade professionals will, in turn, strengthen the health, sustainability and growth of supporting sounds trade policy development in least developing countries.

The GTPA Graduate Executive Programme is specificallytailoredforprofessionalsoutlinedin the below table and provides further opportunities for developing their understanding of the broader global business landscape and commercial trade management.

The course content will cover the following modulesthatarealsotherequirementsforassessment under ISO/IEC 17024, leading to certificationasaGlobalTradeProfessional,particularly in the area of specialization for Trade Management at the Practitioner level.

Benefits of participating This GTPA Graduate Executive Programme

will provide trade professionals with the right balance a combination of strategy, theory, practical technical trade skills and trade policy knowledge.

This will ensure that trade professionals areequippedwiththeskillsandcapabilitiesrequiredtosupportbusinessestoconductprofitableglobaltrade.

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GTPA Graduate Executive Programme

Introduction to global trade

Module 1: Global business environment and international trade economicsThe global business, political and economic environment is constantly changing increasing the risk to all business but in particular exporters andimporters.Globalbusinessrequiresasoundunderstanding of the drivers of change in the international environment. This along with the ability to identify and utilise suitable frameworks, informationsourcesandanalyticaltechniquesto monitor, assess and interpret changes and trends in the global environment will minimise trade risk.

Module 2: Overview of international businessInternational environments are highly competitive and continuously changing. Each markethasdifferentculturalcomplexitiesandnorms, to deliver high performance and growth internationalbusinessesrequiresanuancedunderstanding of the cultural complexities, practices, norms and barriers to business in differentmarketstomaximisethechancesofsuccess. To minimise risk and maximise success, international businesses need: Operational excellence, across all business functions; Competent people, who are culturally aware andrapidlydeveloptherequiredskillsforeachmarket; and awareness of International trade impacts.

Module 3: Cultural and business practicesEachmarkethasdifferentculturalpractices,norms, barriers to business and business practices. Understanding the nuances of each market, its cultural norms, belief systems and business practices maximises the chance of success and minimises the risks.

Module 4: International Trade institutions and the policy environmentIn the current global trade environment, it is also important for policy makers to understand the interaction between states, international organisations and non-state actors on trade related issues. Including trends on issues such as trade structure, trade rules, natural resources and the environment, intellectual property rights. This includes and the role of International organisations such as the WTO, UNCTAD, ICC, World Bank, IMF, WIPO, ISO and the WCO as well as international economic relations, trade organisations and the challenges and limitations fornation-statetomanageinternationalaffairsalone.

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Understanding commercial trade and the impacts for policy making

Understanding value and pricingValue is delivered by developing deep customer and stakeholder relationships to understand what customers or stakeholders really value. A well-articulated value proposition with proofpointsidentifiesthevalueacustomer/stakeholder obtains from the business engagement and the customer problem being solved. Business models should be considered in terms of how they deliver value. Value needstobedifferentiatedandnuancedforallstakeholders including, customers, channel partners,consumers,staff,strategicpartners,supply chain partners, owners and external influencers.

International marketingA broad knowledge of marketing concepts and a structured approach to sales management, promotion, product launches and how demand is created reduces export risks and maximisessuccess.Exporthasdifferentrisks,cost structures and complexity to domestic sales, it is important to ensure these are taken into account in export pricing. Market entry strategies should be developed to deliver maximum value to the business and to the customer. Business models should align with the market entry strategy. Export marketing and communicationprovidesaneffectivemeanstogenerate and capture demand in target markets. Planningwillmaintainthefocus,efficiencyandeffectivenessofmarketingandcommunications.Institutional (Defence, Health, Education, IT and large infrastructure contracts) procurement requiresspecialistunderstandingofthenuancesofeachmarketandcustomerrequirements,procurementrulesandnon-tarifftradebarriers,tenderingrequirementsandtenderpresentations.

Import/export operationsWell-definedexportproceduresandsystemsensure the complexity of export processes are managed and complied with in a systematic way. Export documentation includes a range of paper or digital processes that provides trusted information and security to exporters, importers, financiersandgovernments.Failuretocorrectlycomplete export documents can lead to higher costs, shipping and clearance delays and the risk of goods being lost or destroyed. Export documentation includes, but is not limited to, transport documents (air bills, bill of lading), CertificatesofOrigin,sanitaryandphytosanitarycertificates,commercialinvoicesandpro-formainvoices, packing list, packing declarations, export licences,ATAcarnets,certificatesofanalysis,fumigationcertificates,supplierdeclarations,dangerousgoodscertificates,etc.Appropriatetravel documents are as important as other export documentation.Failuretoaddressrequiredtraveldocumentsproperlymayresultinlessefficienttravel, higher travel costs and risks or travel bans.

Risk management and controlInternational business has greater risks than dealing in a domestic market, making a well-managed risk portfolio is critical to international businessgrowthandsustainability.Theuniquerisks of international business need to be identified,analysed,assessedandmanagedor mitigated at a business/customer, industry, market/county and global level and it is the responsibility of all trade professionals to be vigilant in identifying and managing risks. Risk areas can include but are not limited to operations,market,finance,strategic,insurances,compliance and reputation.

Business case studyPutting yourself in the shoes of an exporter. An interactive discussion with a local SME exporter to understand the issues they face on a daily basis when looking to grow in international markets.

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Trade Policy skills and competencies

The practice of trade policyThe examination of trade related issues in respect to economic development and growth, regional corporation and interdependence among economies. Including the role of trade agreements, custom unions, economic sanctions, accurate trade data and analytics, and trade protection policies. Policy makers must demonstrate an understanding of international trade and investment policy from the view point of government, business, labour unions, environmental organisation and the media. Understanding modern day trade policy, including current domestic policy mechanism, regional or bilateral free trade agreements and the WTO to address trade in goods, services, foreign investment, intellectual property protection and dispute resolution.

Trade data and statisticsUnderstanding trade data and analytics is critical to evidence based objective policy. Data collection can be a burden transaction and increase the transaction cost of trade if not undertaken in a coordinated and strategic manner. Developing digital data collection systems and analytics are necessary to increase theefficacyandefficiencyofdatamanagementand utilisation.

Trade diplomacyEffectivetradediplomacycandeliverbenefitswell beyond transactional trade. Working on the platforms of investment promotion, facilitation of business engagement and trade aswellasovercomingthenon-tariffbarriersto trade and investment can develop both cultural and commercial exchange leading to stronger economic sustainability and bilateral relationships.Thepolicyinfluencecanbeextended to areas outside of the trade realm, for example Trade diplomacy that encourages investments in a low carbon economy or an agriculturaleconomycanhavesignificantpolicyimpacts in knowledge and policy exchange

outsideoftrade.Effectivetradediplomacycanprovide economic stimulus, reduced need for aid, improve policy outcomes outside of trade and can reduce the transitional costs of trade and therebyimprovetheeconomicefficiencyoftrade.

Trade negotiationsTrade negotiations and commercial diplomacy (TNCD) builds practical analytical and negotiation skillsfordiplomacyaimedatinfluencingdomesticand foreign government policy and regulatory decisionsaffectingglobaltradeandinvestment.Commercial diplomacy is the art of building consensus among domestic and international stakeholders when developing national policiesthataffecttradewhennegotiatingandimplementing international trade agreements. Understanding cross -cultural negotiations and the need to develop negotiating strategies and tactics in a global setting. The interrelationship between culture, communication and business.

Non-tariff measuresEach market has explicit and implicit regulation provided by government or customers. An understanding of local in-market rules, laws andcompliancerequirementsisessentialtoavoid the pitfalls of breaching those rules and laws. Implicit barriers (cultural, religious or societal norms), technical barriers (regulations, standards,testingandcertificationprocedures),sanitary and phytosanitary (SPS) measures and othernon-tariffbarrierswillimpactasmuchasprohibitive barriers and regulation. Compliance mayalsorequiresupplychainormarketadaptation (product/service or business practices adaptation).

Trade facilitationThe regulation of international trade, including the way in which the law is applied in an administrativecontext,hasasignificantimpactontheoveralloperationandefficiencyofthe international supply chain. Government administrations around the world have signed onto various agreements (e.g. the WTO Bali Declaration on Trade Facilitation,

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December 2013) and are seeking to develop their capabilities to operate in accordance with these international standards. Globally while development economies pursue trade facilitation measures (such as the signing of bilateral, plurilateral and multilateral free trade agreements), less developed countries still need to generate tax and excise revenue (such asthosegeneratedbytariffs)tosupporttheireconomic development. This places substantial burdens on Governments to get the right balance between trade regulation and trade facilitation; why it is important to promote trade and not to negotiate restrictive trade agreements that can‘beggarthyneighbour’.Economicdiplomacyand the stimulation of least developed countries (LDCs) is critical to building a resilient secure global economy and society.

International trade lawThe role of relations between nations and the legal framework that underpins those relations, including trade law, law of the seas, international criminal law as well as commercial law. Trade disputes occur at the business to business, country to country and business to country levels. An understanding of the dispute resolution and arbitration processes is critical to effectivepolicydevelopment.

Government services in tradeThe role of trade promotion organisations, investment attraction and export credit agencies in facilitating trade. The knowledge of how to promote business interest of national trade promotion organisation, non-government organisations, trade associations, chambers of commerce and TNCs. The role of trade promotion organisation investment attraction and export credit agencies in setting policy and standards that govern global trade.

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Practical case studies

Learning from business interactive case studiesA series of business interactive workshops with representatives of exporting companies in the fieldofdigitaltrade,accessingsupplychainsfrom an MSME perspective and women in trade.

Pitching for successBeing able to convey your policy message to other policy makers in government, external stakeholders and in event forums is important. Having a message that women leaders in trade candeliverwithconfidencewillmakeyourtaskof convincing your peers that much easier. This session will assist women leaders in trade policy togainconfidenceinpitchingideasandpolicypresentations to colleagues and to ensure that women policy leaders have a voice at the table.

Resources for attendees Comprehensive workshop booklet

Interactive case studies

Interactive exercises

Checklists

Useful resources, tools and links

Access to the GTPA Go Global Tool

Delivery The total course duration is 10 days. The

delivery of the training will be broken down over the course of a year into 2 x 5 days sessions.

Participants will be expected to complete exercises and research between face-to-face training sessions

All participants will complete an ISO 17024 certificationassessmentonthelastday.Thiswill be in the form of an online exam with shortanswerquestions,thecompletionofcasestudiesandafinalinterview

All participants will participate in interactive workshops,includingonthefinaldaythecompletion of a practical case study.

The GTPA will invite business case studies to present as part of the training as it is important for policy makers to undertake the impacts trade policy has directly on supporting and facilitating trade for commercial purposes.

Methodology The training would be facilitated as a face-to-

face training programme

GTPA and our academic partners to select presenters who are experts in the topic material, and work with a range of experienced professionals to create the best learning experience at each workshop

GTPA and our academic partners will incorporate practical exercises to encourage participation from all participants

It is imperative that real case studies are utilised as part of the program. The GTPA willdevelopcasestudiesfromdifferentcompanies around the world to integrate this into the training programme and where possible

The GTPA and our partners will also allow time to work one on one with participants to assistthemwithspecificqueriestheymighthave when it comes to their international growth and any technical trade related issues

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Programme inclusions Material accompanying the workshops will be

made available as a resource booklet to all delegates

Interactive documents with exercises to complete will be given out to participants between sessions. The copyright of this material will remain with the GTPA

Tailored case studies, access to real export documentations to complete, simulated export environments and access to use a range of online tools as part of the interactive learning experience

One-on-one mentoring support throughout the programme

A comprehensive assessment of each workshop will be conducted post-delivery, with results made available. The post-delivery surveyquestionnairewillbedevelopedinconsultation

Outcomes for participantsUpon successful completion of this Program all participants should be able to:

Explain and critically assess the basic determinants and processes of trade and the role of global institutions in facilitating global trade as well as articulate the implications of various policy approaches on global trade

Strategically analyse trade agreements to identifythebenefitstoindividualinternationaltrading companies and establish corporate frameworkstoachievethosebenefits.Undertake a strategic risk analysis for individual international trading companies anddefinerelevantframeworkstomitigateoralleviate those risks

Research and clearly articulate the rights, obligationsandregulatoryrequirementsoftrading target jurisdictions

Articulate the value of global supply/ value chains and establish frameworks to maintain supply chain integrity, security and reduce supply chain risks

Incorporate the appropriate use of technology

in trade and how to respond to technology disruptors

Provide strategic and practical leadership in the development and delivery of global trade activities

Confidenceindeliveringtradepolicydocuments and engagement

Qualifications Participation in the GTPA Graduate Executive Programmeandrecognizedqualification

One on one tailored support throughout the programme with global experts in international trade and supply chain management

Workshop booklets/ case studies/ tools materials

Opportunity to apply for ISO/IEC 17024 certificationacrossboththeTradePolicyandTrade Management specialisations

Opportunity to apply into the Seven Summits Trade Challenge (SSTC)

Participation in the Seven Summits Trade (SSTC)

ISO 17024 certification All participants who complete the above GTPA Graduate Executive Programme will be eligible for a fast track process to apply for ISO/IEC 17024 certification.

On completion of the GTPA Graduate Executive Programme we will ask participants to complete an examination and a series of practical case studies and a short interview.

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HOW DO I LEARN MORE?More information on the Seven Summits Trade Challenge can be found by visiting the

GTPA website at www.gtpalliance.com or by contacting the GTPA by email at info@gtpalliance.com.