Critical success factors in exports: evidence from technical consultants in a Brazilian export support program

This study analyses the consultant perspective on Critical Success Factors (CSFs) in exporting among small and medium-sized enterprises in an emerging market context. Based on six consultants supporting firms in Southern Brazil through a national export promotion program, the study adopts an exploratory qualitative approach using in-depth interviews, which were recorded, transcribed, and subjected to content analysis. The results indicate that accumulated international market knowledge and experience, long-term commitment to exporting, export strategy, management capabilities, qualification of managers and employees, product quality, and government export support programs are perceived as the main CSFs in the export process. From a practical standpoint, the study identifies actionable priorities that may support SMEs, program consultants, and policy makers in structuring export activities and designing targeted support initiatives to improve export performance. Theoretically, it contributes to an underexplored research stream by incorporating intermediary perspectives and context-specific evidence from an emerging economy.