obm consulting - some challenges of growth
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OBM ConsultingSome Challenges of GrowthTRANSCRIPT
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OBM Consulting Some Challenges of Growth
byTerry E. McSween
IABA ConferenceMay 30, 2011Denver, Co
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Challenges of Growth
• What our growth looks like• Challenges
– Consistency of service– International business– Flexibility of service
• Examples
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Some Observations
• In 2009, 97% of our income was from domestic projects
• 2010 was worst income in three years, but we had our best sales year ever
• Well over 90% on new growth is International Projects
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International Business
• Business issues– The sale– Doing business – getting your money!
• Free trade agreements• Local partners (ex. Chile & Italy)• Agents (ex. Middle East)• Establishing a foreign company (ex. Brazil)
– Tax complexities– Bureaucracy redefined
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International Business
• Disclaimer• Implementation issues
– Objectives / “Maturity”– Union and employee/management relations– Logistics & materials– Consultant flexibility
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A Big Problem
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International Business
• Cultural issues– Fear of being conned– Accurate communication (words, abbreviations,
colloquialisms)– Prejudice, age, and sex discrimination
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International Projects• Brazil• Canada• China• Germany• India• Italy
• Kuwait• Mexico• Nigeria• Singapore• The Netherlands• Trinidad & Tobago
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• Implementing Behavioral Safety in Korea is no different than implementing in Kansas.
• In both cases, consultant needs to be
able to communicate with the client and know what will best fit the organization.
Conclusion
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© Copyright 2010, Quality Safety Edge. All rights reserved.© Copyright 2010, Quality Safety Edge. All rights reserved.
1. Success requires a native language speaker2. Use the Internet and local, legal and
accounting resources for help3. Remember the principles, keep the end in
mind, and create a process suited to the organization
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