Opening a new office in a foreign country

Prepared by Christian Gurny

19.03.2014

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Agenda

Introduction – About me

About BearingPoint – European roots with a global reach

Nearshore Delivery Center - Why Romania?

The start of the journey

Challenges

Where we are today?

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About me Christian GurnyPartner & Managing Director BearingPoint Romania

BearingPointIzvor St. no. 805th district BucharestRomania

Education/Certificates•Industrial clerk, AEG Berlin•Business Informatics, Technische

Fachhochschule BerlinIndustries

Manufacturing (High Tech, Energy), Service, Transportation, Automotive

Personal Background

German, English, French, Arabic

Professional Background• since 2006 Managing Director

of BearingPoint Romania – Bucharest / Sibiu

• 2012 Leader Microsoft Advisory Services GSA

• 2010 BearingPoint, Partner, Commercial Services, Operations & Maintenance

• 2003 BearingPoint, Managing Director, Industrial Products, Operations & Maintenance

• 2002: KPMG, Partner, Industrial Products, SCM

• 1998 KPMG, Manager, SCM Competence Group Leader

• 1996 KPMG Consultant, focus on industrial products and manufacturing

• 1993 Telefunken Sendertechnik GmbH, inhouse consultant R/2 RM-PPS (production planning &control)

Professional Focus

Languages

•Improve business integration and collaboration utilizing state of the art technology

• Shared service center design & build – CEE

• SCM, planning & control, production, procurement, distribution, service

• Global SAP-rollouts

• Business process design and performance improvement

• Change management

• Risk and quality assessment

• Business and IT strategies

BearingPoint at a glance 4

Business scope

We are focused on achieving sustainable business results enabled by management & technology capabilities for:

• The upper mid-market

• Global European based companies

• Public organizations

Some facts

• Partners: 140

• Total Headcount: 3,350

• Revenue 2013: € 550 million

• Countries: 18

Industries: Commercial services,

Financial services

Public services

About BearingPoint European roots but a global reach

Belgium

Russia

RomaniaAustria

Switzerland

GermanyIreland

UK

Norway

Sweden

France

NetherlandsDenmark

Finland

Finland

Morocco

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Scope: Increase Profitability

Analysis: choice between Spain and Romania, but Romania was the winner after taking all into consideration ….

Nearshore Delivery Center - Why Romania?

Evaluation Criteria:• Cultural compliance • Profitability & Cost

• Client acceptance • Scope

• Language • Utilization & Efficiency

• Distance/international connection • Flexibility / Initial investment

• Technical infrastructure • Tax

• Time zones • Government Subventions

• Travel restrictions • Recruiting

• Political and social stability • Skills and capabilities

• GDC Process established • Employment law

• Opportunity for Investment • Stability

• Growth Potential

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The plan….

The start of the journey

Major Local Relationships/Meetings

Image- and Advertisement Campaign

/ PR & Marketing

Office Space

Accounting (outsourced)

RecruitingHR & Payroll (outsourced,

except for parts of HR

Admin.)

Tax

IT

Legal and Leadership

…opening a new business in a

foreign country…

What does this mean?

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The entrepreneurial journey thought me that…

Challenges

• How realistic were our objectives in the beginning?…Objectives

• Even though part of a big firm, it felt like opening a completely new business in a different culture…New beginnings

• The economical crisis…Reverse situations

• MBO in 2009…Changes

• Rough competition…Tough Markets

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Bucharest Head Office Sibiu Office

• 2 Offices: Bucharest and Sibiu

• 140 consultants

• Our consultants accompanied successfully 135 projects in 26 different countries all over the world.

Where we are today?