IN the latest in our series looking at the “Top traits of successful exporters” – vision, commitment, focus, research, planning, training, relationship building, quality, adaptation and energy – we now come to energy.

In August, the eyes of the sporting world were firmly fixed on Beijing for the Olympic Games. Sportsmen and women from around the world expended a lot of energy, physical, mental and nervous, in their pursuit of medals.

Some events require explosive bursts of energy to achieve success, some require energy to be expended over a long period of time with enough in reserve for that final kick for the finish. And so it is in the business world, and especially in the development of export markets.

Energy, “the natural strength and vitality required for action” – according to the Penguin English Dictionary – has to be developed and harnessed to make sure businesses are in a fit state to compete overseas. Energy, such as the stamina needed for a marathon runner or cyclist, is needed to work through what may be very different laws and customs in some markets. A lack of energy can lead to burn-out and efforts being wasted.

Athletes build up reserves of energy through careful training and time of rest.

They do not just rush headlong into preparation or competition and hope that they can hold on until the end.

Business leaders, too, need to have this disciplined approach. It can be very tempting if things are starting to open up to just try to push hard for that decisive breakthrough, only to find a more experience competitor coming up on the rails.

But it is not just the manager or owner of the business that needs to have energy.

The workforce needs energising and it may be that a well-established product needs an extra burst of vitality to make it more attractive to an overseas buyer.

Sporting allusions aside, what is clear is that any business needs to have reserves of energy as it competes in ever more demanding overseas markets. Good intelligence, good advice and good motivation for success are all important ingredients in building up the energy of momentum that will carry a company through to export success.

UK Trade and Investment has the knowledge and the experience to help you make the best use of your energy when breaking in to export markets. Call 0845-05-05- 054 or email enquiries@ukti.rito.co.uk for more details.

■ David Coppock is North-East trade director for UK Trade and Investment.