Strategies for small businesses expanding abroad

Practical steps to grow your business through exports.

Thinking about exporting? Here’s what to know before selling overseas

There’s a lot of talk right now about boosting the UK’s exports—and small businesses have a big role to play in that. The Government’s still aiming to hit £1 trillion in exports by 2030, and most of that growth is expected to come from owner-managed businesses just like yours.

If you’re considering quoting for work in Dublin, Dubai or even Denver, you’re not alone. Recent figures from the Office for National Statistics show 22% of UK businesses with 10+ staff exported in the last year, and another 9% expect to start in the next 12 months. Thanks to digital tools and more streamlined customs processes, it’s easier than ever to reach new customers abroad.

But let’s be honest: exporting isn’t just about finding new buyers—it comes with added admin, tax rules and paperwork too. That’s where I come in. As your accountant, I help make sure you’re financially ready, compliant, and able to grow without risking your cashflow.

Here’s a practical guide to help you decide if exporting could be your next smart move—and what to consider before you dive in.

Why exporting makes sense for small businesses

Selling overseas might sound like something only the big players do, but there are real benefits even for micro businesses:

• Bigger market: Your product or service could reach customers with far more buying power than in the UK alone.
• Efficiency: Higher order volumes can bring your costs per unit down and justify investing in things like automation or product development.
• Resilience: Selling into multiple markets can cushion you against UK-specific economic slowdowns.

In fact, the numbers are already shifting. In January 2025 alone, the value of UK goods exports jumped £1.8bn compared to the month before.

Is your business ready?

Before you say yes to that first overseas order, it’s worth checking a few key areas:

• Cashflow: Can you cover longer payment terms and increased stock levels without dipping into your overdraft?
• Turnover: Do you have at least a couple of years of stable income and profit?
• Time and headspace: Is there someone in your team who can handle customs queries and any extra admin?
• Legal protection: Have you sorted trademarks or patents in the markets you’re targeting?
• Customer service: Can you realistically manage returns or support if something goes wrong abroad?
• Product compliance: Do you meet the safety, packaging or labelling rules in your target country?

We can help you run a quick financial health check and look at a rolling 12-month forecast to see if exporting is a good fit right now.

The tax and compliance side

Corporation tax
For 2025/26, the small profits rate remains at 19% for profits under £50,000, and 25% for profits over £250,000. If your business is part of a group or you’re planning a branch overseas, we can run the numbers to check how profits are best allocated.

VAT
Goods sold to overseas customers are usually zero-rated—but only if you’ve got the right paperwork to prove the export happened within three months. For digital services sold to EU consumers, the non-Union OSS scheme can simplify VAT reporting across multiple EU countries.

Customs and duties
Getting Incoterms (those handy international trade rules) agreed up front is key. Everyone needs to know who’s arranging transport, who’s paying duties and where the risk passes. You’ll also need to include commodity codes, weights, and values on your commercial invoice, then submit a customs declaration through the Customs Declaration Service (CDS).

If you’re trading with the EU, some goods may qualify for zero tariffs under the UK-EU deal, so long as you meet the rules of origin. If not, you’ll need to factor in duties when pricing your product. Keep all the documentation too—customs officers can ask for it years later.

Import VAT
This is normally paid by the customer, but offering Delivered Duty Paid (DDP) terms can smooth things over for them. You’ll act as the importer, register locally, reclaim VAT, and bill it back in sterling. Whatever route you take, keeping a tidy audit trail will save you a lot of stress.

Staff and payroll
Sending people abroad for short business trips might trigger tax rules in the host country. You can keep them on UK payroll, but only if you’ve applied for a short-term business visitor agreement with HMRC.

Handling currency and payment risk

Getting paid in another currency? Here are a few tools that can help you stay in control:

• Multi-currency accounts: Hold onto foreign currency until exchange rates work in your favour.
• Forward contracts: Fix a rate when the order’s placed, so you’re not stung by fluctuations later.
• Natural hedging: Where you can, match costs and income in the same currency.
• Structured payment terms: Get a deposit, split the payment in stages, or use letters of credit.
• Export credit insurance: This protects you if the buyer doesn’t pay—especially useful in higher-risk markets.

We can build all this into your cashflow forecast, so you know the real risk before committing.

Picking your first export market

Choosing where to sell is just as important as deciding whether to export in the first place. Start by asking:

• Is there demand for what we offer?
• Do we meet the regulatory standards for the product?
• Is there a free-trade deal to remove tariffs?
• How reliable is the logistics—freight, flights, warehousing?
• How quickly do customers pay, and how easy is it to enforce contracts?
• What’s the country’s political and economic stability like?

Target one market first, refine your pricing and process, then expand when you’re confident.

Funding and support to get you started

There are several programmes to help reduce the upfront costs of exporting:

• UK Export Finance (UKEF): Offers guarantees for working-capital loans.
• UKEF export insurance: Covers up to 95% of a contract if the buyer defaults.
• DBT Export Support Service: Free advice on all things logistics, tax and compliance.
• Internationalisation Fund (England): Match-funds things like market research or trade show costs.
• Growth Guarantee Scheme: Offers a 70% government-backed loan guarantee, extended to March 2026.

Need help applying? I can pull together your accounts, forecasts and other figures to get things moving faster.

Getting started—step by step

Here’s a rough action plan:

1. Set a target (e.g. revenue or number of orders in 12 months).
2. Pick one market and do the research.
3. Price your product accurately—including shipping and any duties.
4. Get your EORI number and check VAT requirements.
5. Sort your logistics and insurance.
6. Secure cashflow support upfront—don’t wait until you're stretched.
7. Monitor results monthly and adjust as you go.

Final thoughts

Exporting might sound like a huge leap—but it’s often more structured (and supported) than people expect. The rulebook is clear, the help is out there, and once you’ve got the right foundations in place, it’s just about getting out there and growing your customer base.

If you’re ready to explore overseas sales, let’s chat. I’ll help you plan it properly, get the numbers right, and make sure the process is as smooth—and profitable—as possible.