VIDEO// How to Land International Business

Michael Bernstein, whose company Capstone Infrastructure won the PROFIT 500 Export Excellence Award, talks about what SMEs need to know before reaching out to partners and clients overseas

Written by Mira Shenker

Michael Bernstein, president and CEO of Capstone Infrastructure Corp., won the PROFIT 500 Export Excellence Award for growing his company’s foreign sales by 8,661% over five years. So, it’s no surprise that he thinks working in foreign markets is a good strategy. “Canadians are too timid in looking at overseas opportunities,” says Bernstein.

Read: The Top 10 Export Destinations of PROFIT 500 Companies

Easier said than done. How did Capstone do it? Bernstein credits some of the company’s success with finding the right partners. Capstone built up its relationships over a number of years. They’ve also made inroads in new markets through M&As, though he cautions that any SME looking to merge or acquire should do its due diligence first. Make sure you’ve got the right cultural, strategic and financial fit with your prospective partner. You may not have boots on the ground in the foreign country you’re selling to, so having the right local partners is crucial.

PROFIT sat down with Bernstein to talk about achieving export excellence. Watch the full video below.

Want more secrets to CEO success? Watch these short videos taken at the PROFIT 500 CEO Summit:

Jean-Philippe Béique: On Being One of the Youngest CEOs on the PROFIT 500

BDC’s Jean-René Halde: Dos and Don’ts of Financing Your Business

Bruce Croxon: Do You Have to Be Crazy to Be Crazy Successful?

Trevor Bouchard: How Gets the Most our of Its Staff

Scott Wilson: Search v Social: How Customers Find You

Tony Chapman: Are You Drowning in a Sea of Sameness?

BDC’s Pierre Cléroux: How SMEs Can Adapt to Economic Changes

Avigilon’s Alexander Fernandes: Running Canada’s Fastest-Growing Company

John Wilson: The 7 Imperatives of Great CEOs

Jeff Adams: How to Create a Better Company Culture

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