The inaugural Made in UK, Sold to the World Awards celebrates SMEs

Why a small-business export award matters to you

The awards honour the global trading achievements of SMEs across the United Kingdom. Winners receive recognition across DBT platforms, personal profiles, digital badges, certificates and a complimentary one-year IOE&IT business membership; a DBT representative also visits each winner to offer congratulations and support.

The winning companies came from seven industries. ScotlandShop, winner in the Consumer Award category, sells made-to-order tartan clothing, textiles and home accents, reporting revenues of £2.4 million in 2022 while employing twenty people in the UK and two in the USA. Little Moons exports its mochi ice-cream to twenty-eight countries including Australia, the Middle East and continental Europe. Scanning Pens, winner of the Education Award, sells assistive reading technology in more than one hundred countries. Three additional companies in each category were highly commended, and many are DBT Export Champions who advocate for international trade. Secretary of State for Business and Trade Kemi Badenoch said the awards acknowledge companies that excel at marketing UK-made goods internationally and hopes their stories inspire others. IOE&IT Director-General Marco Forgione added that selecting one winner per category was difficult because of the creativity, entrepreneurial energy and business achievement on display. Their comments underscore a principle that applies to freelancers: clarity, quality and persistence get noticed, regardless of company size.

Remote work has flattened the world for independent talent

Just as ScotlandShop, Little Moons and Scanning Pens have reached dozens of countries, freelancers and consultants can now deliver work to clients on almost every continent from a home office or co-working space. Cloud-based collaboration tools, video calls and global payment systems have removed many traditional barriers.

The opportunity is not automatic. Serving international clients requires intentional choices about time zones, communication, contracts and currency. Decide which regions fit your hours, then build systems that make long-distance collaboration seamless: clear onboarding, shared dashboards and documented agreements.

Position your offer like an export champion

Every winner had a sharply defined proposition. ScotlandShop sells bespoke tartan rooted in Scottish heritage. Little Moons offers a distinctive mochi ice-cream experience. Scanning Pens provides advanced assistive reading technology. None competes on being the cheapest generalist; they win because buyers immediately understand what they do and why it matters.

Freelancers should do the same. Instead of listing every skill, package expertise around a specific outcome, industry or problem. A clearer niche makes you easier to refer, find and trust.

Client management across borders

International clients cannot visit your office, so trust is built through consistent communication and reliable delivery. Agree early on response times, meeting schedules, milestones and feedback. Put scope, payment terms and intellectual-property arrangements in a written contract.

Cultural awareness matters too. Business etiquette, decision-making speed and holiday calendars vary. Learning these differences shows respect and prevents misunderstandings. Regular progress updates reassure distant clients that their project is safe.

Pricing and negotiation on a global stage

A common mistake is simply converting a local rate into another currency. Global pricing should account for the value you deliver, the client's market, platform fees, exchange-rate risk, taxes and extra cross-border communication time.

Negotiate around outcomes, not hours. Offer tiered packages so clients can choose their investment level. Explain why your rate is justified by results, not location. If asked for a discount, protect your margin by reducing scope rather than slashing price.

Build proof points, not just a CV

The winners receive digital badges, certificates and profiles because visible credibility opens doors. Freelancers need equivalent evidence: case studies, testimonials, published articles, speaking engagements and relevant certifications.

Invest in professional bodies and training that matter to your market. A trade consultant might benefit from IOE&IT-style export membership; a digital consultant might pursue platform or data-protection credentials. These signals show you take your craft seriously.

The gig economy in Nigeria and beyond

The lessons reach beyond Britain. In Nigeria and worldwide, the gig economy lets independent professionals offer software, design, finance, marketing and consultancy skills to clients abroad. The same remote tools that help a UK SME sell into Australia can help a Nigerian freelancer deliver value to Europe or North America.

Compete on fundamentals that cross every border: reliability, clear communication, quality delivery and professional presentation. Use freelance platforms to build an initial track record, but also develop direct relationships through LinkedIn, newsletters, virtual events and referrals.

Resilience comes from diversification

Brad Sheer, COO of Stream, suggests businesses could lose out if they do not branch out and diversify. Catering internationally creates a more resilient company, and the same logic applies to freelancers. A portfolio spanning sectors and geographies is less vulnerable to a single downturn or difficult client.

That does not mean saying yes to every project. It means deliberately choosing a mix of clients, industries and income streams that balance each other. Diversification is the freelancer's equivalent of exporting to twenty-eight countries.

What this means

The inaugural Made in UK, Sold to the World Awards remind us that ambition, quality and persistence travel well. For freelancers and consultants, the same mindset turns a solo practice into an international business. You do not need a factory, sales team or London office. You need a clear offer, professional habits and the willingness to serve clients as if geography were irrelevant. Start where you are, package what you know, and let your next client come from anywhere.