Boosting the Export Value Chain Through Global Market Access and Collaborative Working Capital

Dheerie Govender, CEO of the SIS Group was one of the leading contributors in a panel discussion held at GTR Africa 2025 in Lagos on the 24^th and 25^th April 2025. The panel focused its attention on discussing and implementing innovative ways of using global market access and collaborative working capital to boost the export value chain in Nigeria and other West African countries. Outlined below is a summary of what was discussed on the day.

Global Market Access: The Gateway to Growth

Global market access refers to the ability of domestic producers to sell goods competitively in international markets. This involves more than just lowering tariffs or signing trade agreements—it requires alignment with international standards, robust logistics infrastructure, and adaptive regulatory frameworks.

By gaining access to larger consumer bases, exporters can achieve economies of scale and diversify their markets to reduce dependency on a single trading partner. For example, the African Continental Free Trade Area (AfCFTA) is opening regional corridors, but global access through bilateral agreements with the EU, U.S., and Asia is equally critical. Market intelligence, export-readiness training, and digital platforms that connect buyers and sellers are also critical tools for boosting participation in global trade.

Collaborative Working Capital: Bridging the Liquidity Gap

A major challenge for exporters, especially SMEs, is the lack of working capital to fulfil large orders or manage supply chain volatility. Collaborative working capital solutions—where financial institutions, buyers, suppliers, and even governments cooperate—can offer a transformative solution.

Supply chain finance programs, for instance, allow small exporters to access early payments based on the creditworthiness of their international buyers. Governments and development finance institutions can also support exporters through credit guarantees, export insurance, and concessional lending tied to performance metrics. These tools reduce risk, improve liquidity, and enable firms to invest in processing, packaging, and compliance—all critical for moving up the value chain.

Creating Value Locally

When market access and working capital are aligned, countries can shift from exporting raw materials to higher-value products. Take the example of cocoa: instead of exporting beans, countries like Ghana and Ivory Coast can scale processing and export chocolate and cosmetics—products that command significantly higher margins.

Conclusion

Boosting the export value chain is not a one-step process; it requires a strategic blend of trade policy, financing innovation, and private-sector collaboration. By expanding global market access and leveraging collaborative working capital models, emerging economies can unlock greater value, create jobs, and enhance their global competitiveness.