War may be hell, as Gen. William Sherman said as he was poised to take down Atlanta in September 1864. But the aftermath isn?t much better.
There is one important ingredient needed by Maryland businesses that aim to reap financial reward by rebuilding Iraq.
“It takes some guts,” said Bill Burwell, director of the U.S. Export Assistance office in Baltimore, because of the threat of kidnapping, improvised explosive devices and death that loom large in Iraq.
Beyond guts, it takes patience because it is a long and winding road through bureaucratic red tape to successfully sell goods and services in the war-torn nation, Burwell said.
“It?s usually a lengthy process to see if the products can be used for purposes other than what it is intended,” he said.
Deborah Kielty, president and executive director of the World Trade Institute in Baltimore, said that establishing contacts in-country is one of the most important components to doing business on the international playing field.
“Local area business leaders need a strong international network to remain competitive in the ever-changing international business environment,” Kielty said. “Informal connections and opportunities to speak with other area international business leaders are critical to stay abreast of international opportunities and road blocks.”
The World Trade Center Institute is among the largest private-sector-led international networks in the region, offering specialized programs and opportunities for its members to stay in the “international know,” she said.
Burwell said business owners seeking to expand into the Iraqi marketplace will be grilled about their motives, the business models, their history and their commitment.
“It could take up to a year to enter that market,” Burwell said. “You have to be dedicated to the work and to the effort to get business there. But then I am going toask why your are committed.”
Guidance and support is available through the U.S. Commerce Department and the Department of State in Washington, the Maryland Office of International Trade and the World Trade Center Institute in Baltimore.
Doug Barry, director of communication for U.S. Commercial Service, said some business owners may have to obtain a license before selling their products overseas.
“If they have a potential military application or are national security related, then they need a license,” Barry said.
Detailed information about doing business in Iraq is available online at www.export.gov/iraq and www.buyusa.gov/iraq. There, business owners can find the process they must follow to be considered for the foreign marketplace.
The U.S. Embassy in Baghdad suggests a personal approach to doing business in Iraq, recommending that U.S. companies offer externships to Iraqi government officials and private-sector representatives to visit the United States and learn about technology, business practices and the culture of the host company.
