before setting out for your case studies an insight into one manufacturing sector in turkey and...

Before setting out for your case studies – an insight into Before setting out for your case studies – an insight into one manufacturing sector in Turkey and their one manufacturing sector in Turkey and their

requirements with regards to intellectual capitalrequirements with regards to intellectual capital

Birsemin JurgensBirsemin JurgensChemist/Quality Control ExpertChemist/Quality Control Expert

TEPEK Train the Trainers SeminarTEPEK Train the Trainers SeminarNovember the 24th 2008 Ankara, TurkeyNovember the 24th 2008 Ankara, Turkey

Birsemin Jurgens TEPEK Seminar 24-25 November 2008Birsemin Jurgens TEPEK Seminar 24-25 November 2008 22

ContentsContents A personal viewpoint – working for a A personal viewpoint – working for a

Turkish companyTurkish company Why Turkish SME owners and managers Why Turkish SME owners and managers

love foreigners – up to a certain extent that love foreigners – up to a certain extent that isis

Women entrepreneurs, female managers – Women entrepreneurs, female managers – reality or dream for Turkeyreality or dream for Turkey

Approaching your cases – the logisticsApproaching your cases – the logistics The second visit – less important than the The second visit – less important than the

first one?first one? The Turkish pharmaceutical sector The Turkish pharmaceutical sector Why I think SME that actually produce Why I think SME that actually produce

parts/end-products should be analyzedparts/end-products should be analyzed


A personal viewpoint – working for A personal viewpoint – working for a Turkish companya Turkish company

With regards to IC, knowledge is not valued With regards to IC, knowledge is not valued enough in most Turkish companies. There enough in most Turkish companies. There are many reasons but the most important are many reasons but the most important ones are: ones are:

‘‘Old management habits’ - they think Old management habits’ - they think managers and owners know or should managers and owners know or should know everything better than their staffknow everything better than their staff

High unemployment rate - managers are High unemployment rate - managers are fully aware of this problem so they have no fully aware of this problem so they have no difficulty to find someone to work for the difficulty to find someone to work for the company – often for below the 1.000 YTL company – often for below the 1.000 YTL (net) benchmark(net) benchmark


A personal viewpoint – working for A personal viewpoint – working for a Turkish companya Turkish company

Especially the pharmaceutical sector Especially the pharmaceutical sector employs highly qualified university employs highly qualified university graduates as well as post-graduates graduates as well as post-graduates working for relatively low salariesworking for relatively low salaries

Managers do not want them to get involved Managers do not want them to get involved into the ‘knowledge sharing system’ into the ‘knowledge sharing system’ because most of them fear that this means because most of them fear that this means employing his potential successoremploying his potential successor

Employees do not want to get too much Employees do not want to get too much involved due to a certain fear that if they involved due to a certain fear that if they say so they can lose their job. They say so they can lose their job. They prefer to comply with what their managers prefer to comply with what their managers say even if it is wrong say even if it is wrong


Why Turkish SME owners and managers love foreigners Why Turkish SME owners and managers love foreigners – up to a certain extent that is– up to a certain extent that is

They like foreigners because they They like foreigners because they think and strongly believe that think and strongly believe that foreigners know everything better foreigners know everything better than the Turks. Because they have than the Turks. Because they have knowledge and access to knowledge and access to technology. In parts this is of technology. In parts this is of course correct. It is indeed very course correct. It is indeed very difficult to setting up a production difficult to setting up a production unit without foreign goods or unit without foreign goods or imported raw materials imported raw materials


Why Turkish SME owners and managers love foreigners Why Turkish SME owners and managers love foreigners – up to a certain extent that is– up to a certain extent that is

They prefer to built everything They prefer to built everything from A to Z with foreign from A to Z with foreign materials, goods and know-materials, goods and know-how but once they encounter how but once they encounter problems at a later stage they problems at a later stage they do not ask a foreign do not ask a foreign consultancy to sort it out consultancy to sort it out because they think now it is because they think now it is ‘their company’‘their company’



In the pharmaceutical sector in In the pharmaceutical sector in general women have every chance general women have every chance to climbing the career ladderto climbing the career ladder

Because most of the employees in Because most of the employees in this sector have practical laboratory this sector have practical laboratory experience and most of them are experience and most of them are indeed women indeed women

Hence women have a good chance Hence women have a good chance to become a manager in to become a manager in international companies international companies

Becoming a female manager in a Becoming a female manager in a local SME is a totally different matter local SME is a totally different matter



However this varies from region to region. However this varies from region to region. For example in the Marmara region there For example in the Marmara region there are female managers in SME despite the are female managers in SME despite the fact that travelling to work from west to east fact that travelling to work from west to east may take up to 1 1/2 hours each way may take up to 1 1/2 hours each way

Gaziantep in the south-east of Turkey has Gaziantep in the south-east of Turkey has many SME as well as bigger many SME as well as bigger companies and is one of the engines in companies and is one of the engines in Turkey’s economy but you can hardly find Turkey’s economy but you can hardly find any women on administrative – decision any women on administrative – decision making levelsmaking levels



Becoming a woman Becoming a woman entrepreneur is even more entrepreneur is even more complicated. Still today social complicated. Still today social and economic matters are and economic matters are solidly in man’s hands. They solidly in man’s hands. They often control family monies and often control family monies and somehow seem to have more somehow seem to have more encouragement to setting-up a encouragement to setting-up a businessbusiness


Approaching your cases – the Approaching your cases – the logisticslogistics

Make an appointment with the person Make an appointment with the person in chargein charge

No need to trying to convince the No need to trying to convince the assistant to the production floor assistant to the production floor manager that your case is manager that your case is worthwhileworthwhile

Desk studies will show you who is Desk studies will show you who is officially in chargeofficially in charge

Then contacts in the Turkish language Then contacts in the Turkish language will be madewill be made



Although most companies will hesitate Although most companies will hesitate to give you an appointment straight to give you an appointment straight away you must be persistentaway you must be persistent

In Turkey business relations develop In Turkey business relations develop over timeover time

Do not forget: you want your case Do not forget: you want your case study to be successful, hence the study to be successful, hence the manager/owner must become a true manager/owner must become a true ally for your researchally for your research



You must introduce yourself very well, You must introduce yourself very well, tell about the tepek.org - project and tell about the tepek.org - project and make it clear that when you are there make it clear that when you are there to visit you will come extremely well to visit you will come extremely well prepared with detailed documents prepared with detailed documents which you will then leave in the which you will then leave in the hands of your partner until time has hands of your partner until time has come for the 2nd visit so that your come for the 2nd visit so that your counterparts will have enough time counterparts will have enough time to study themto study them



One of the first and most important One of the first and most important questions you will be asked is ‘What questions you will be asked is ‘What will I get in return for opening my will I get in return for opening my doors for your case study?’ doors for your case study?’

Unless they do indeed get something Unless they do indeed get something in return, e.g. free ads, seminars, in return, e.g. free ads, seminars, training et cetera you will need all training et cetera you will need all your your diplomatic skillsdiplomatic skills to convince to convince your future partners to fully your future partners to fully cooperatecooperate

You will need them anyhow You will need them anyhow


The second visit – The second visit – less important than the first one?less important than the first one?

One can argue that once the first visit during your case One can argue that once the first visit during your case study went well the second or follow-up visit can be study went well the second or follow-up visit can be arranged relatively easyarranged relatively easy

You will encounter the similar questions however with You will encounter the similar questions however with regards to why a second meeting is required in the regards to why a second meeting is required in the first placefirst place

I suggest to pre-plan your second visit to be the ‘real I suggest to pre-plan your second visit to be the ‘real working visit’.working visit’.

Keep it brief, have your ‘anket’ or questionnaire ready Keep it brief, have your ‘anket’ or questionnaire ready and do not hide behind your laptop screenand do not hide behind your laptop screen

If you are really good at doing case studies you will If you are really good at doing case studies you will take notes, use a ‘tick off’ type questionnaire but take notes, use a ‘tick off’ type questionnaire but never type straight into your laptopnever type straight into your laptop

I have witnessed consultants doing exactly that I have witnessed consultants doing exactly that thinking it looks professional but it is simply thinking it looks professional but it is simply overdoing it when visiting a Turkish SMEoverdoing it when visiting a Turkish SME


The Turkish pharmaceutical The Turkish pharmaceutical sectorsector


Why I think SME that actually produce Why I think SME that actually produce parts/end-products should be analyzedparts/end-products should be analyzed

The pharmaceutical sector shows The pharmaceutical sector shows that Turkey is ready for the that Turkey is ready for the production of complicated goodsproduction of complicated goods

It shows as well that the value It shows as well that the value adding can be greatly differing from adding can be greatly differing from one manufacturing sector to anotherone manufacturing sector to another

We must approach the generics We must approach the generics versus original drug – debateversus original drug – debate

Visiting both pharma and chemical Visiting both pharma and chemical manufacturers would add ‘spice’ to manufacturers would add ‘spice’ to your case studies as the sectors are your case studies as the sectors are very different from each othervery different from each other


AcknowledgementsAcknowledgements

www.abgs.gov.trwww.abgs.gov.tr

On screening process documents On screening process documents with regards to the Turkish with regards to the Turkish pharmaceutical industrypharmaceutical industry

http://www.abgs.gov.tr/


BioBio

METU GraduateMETU Graduate ChemistChemist Quality Control ExpertQuality Control Expert Professional experience UK, DE, TRProfessional experience UK, DE, TR EU Joint Research Centre EU Joint Research Centre

Workshop/Study VisitWorkshop/Study Visit TUBITAK Project ManagementTUBITAK Project Management REACH (EU chemical legislation)REACH (EU chemical legislation)


[email protected]@yahoo.co.uk

Çok teşekkür ederim – Çok teşekkür ederim – Thank you!Thank you!

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