From Trade Tensions to Going Global: Preparing Leaders for the New World of International Trade

OUR RECENT EFFORTS on behalf of Canadian companies seeking opportunities in Vietnam derived to six confirmed leads and an MOU with a Vietnamese distributor in progress. Given the recent posture of our largest trading partner, these international expansion projects have become even more important.

The Growing Impact of U.S. Tariffs on Canada

Canada’s longstanding trade relationship with the United States is under significant pressure following the onset of the tariff war.

These new measures—a 25% tariff on most Canadian imports and 10% on energy products—are already beginning to affect industries ranging from automotive parts to metals and minerals. With the U.S. market accounting for more than 75% of Canada’s exports—amounting to over USD $591.5 billion in 2024 according to Statistics Canada, international expansion is now a necessity, not a nice-to-have.

Why Leaders Must Pivot—and Quickly

Canadians can no longer rely solely on domestic strategies or markets that are similar or close to home. Today’s companies must strategically adapt, looking for new opportunities in less discovered and emerging markets—many of whom are welcoming Canadian collaboration.

It’s not just about finding new markets—it’s about building resilient and diversified growth strategies that anticipate disruption and embrace opportunity across many borders. This shift calls for leaders who can adapt to various international cultures and navigate the complexities with confidence—qualities that our Executive MBA alumni have developed through both rigorous learning and real-world experience.

How the Telfer Executive MBA Equips LeaderS for Global Expansion

Diversifying into foreign and lesser understood markets means some leaders may need to lean into their team to find the skills and experience to make this pivot a success.

A defining feature of our Executive MBA program is its series of consulting projects—one of which candidates work directly with Canadian companies seeking to expand or operate in foreign markets.

From Theory to Action: Consulting Projects with Results

“Candidates leave the Executive MBA program not only with the frameworks and knowledge of how to do business in another market, but with the confidence and experience of exploring marketing opportunities, working with intermediaries such as the Trade Commissioner’s Office, generating leads, and closing deals,” says Greg Richards, Interim Program Director and Vice-Dean of Graduate Professional Programs at the Telfer School of Management. “They end up with a road map and the confidence to lead their own organizations into new international markets.”

Through these projects, candidates build practical skills in market analysis, competitive intelligence, cross-cultural appreciation and communication.

Our international consulting projects are transformational. Candidates don’t just learn about global expansion—they live it and work on the process from end-to-end starting with identifying the best market for expansion to building relationships and convening meetings with key stakeholders,” says Professor Jonathan Calof, who teaches the EMBA’s Market Insights course as well as advises teams on their international consulting projects.

Things can change quickly when it comes to international business.

Calof explains that companies must be adaptive in real-time and especially attuned to understanding that in an international context, relationships are critical and must be backed up by more than words.

International expansion is not a one-size-fits-all process. You must adapt your product or service, understand the cultural impacts and most importantly understand your stakeholder’s needs and how you serve that need. We provide you with the frameworks so that you can determine the best course of action for each opportunity.

Case in Point: Giatec Scientific Inc.’s Experience in Vietnam

This consulting engagement is as beneficial to our clients as it is for Executive MBA candidates.

For example, client organization Giatec Scientific Inc. gained traction in Malaysia and Vietnam over the last two engagements, receiving several verbal commitments to execute on pilot projects during our most recent mission to Vietnam.

“The program directly contributes to real progress with targeted stakeholders, advancing our efforts to expand into a new market and resulting in meaningful commitments from local businesses that are key to our long-term success,” says Matthew Monych, VP, Sales and Success for Giatec, who traveled with the Executive MBA team to Vietnam in April this year.

Resources are More Available Than You Think

The pivot away from U.S.-centric trade is not only necessary— it’s entirely possible. The key lies in identifying the right skills and tapping into available resources.

While government support through Global Affairs Canada’s Trade Commissioner Service and Export Development Canada plays a vital role, valuable international business expertise may already exist within your own organization, and for companies looking to explore new export opportunities, the Telfer Executive MBA consulting projects offer a unique, fee-free opportunity to gain strategic recommendations and in-market intelligence.