What works - What does not! Your essential toolkit. Build trustworthy relationships, establish strong linkages and honor local alliances

1. Developing International Opportunities
What Works. What Does Not!
A Joint Interactive Session

2. Session Presenter & Moderator
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
PresenterModerator
Constantinos
Stavropoulos
John
Lowe
Lead DelegateChapter Co-Chair
Session Ground Rules:
Interactive Discussion
Questions Welcome
Comments Welcome
Share Experiences
Keep it Brief!

3. 1. Filter Opportunities
2. Stick to Basics
3. Do Your Homework
4. Customize Your Approach
5. Sharpen the Saw
6. Share Experiences
7. Key Take-Aways
Developing International Opportunities
Costas
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos

4. Gateways
Direct
Investments
Capitalize on
Incentives
Frameworks
Springboards
Strategic
Partnerships
Take Advantage of
Established
Business Ties
Footprints
Business
Couplings
Benefit from Strong
Footholds in
Regions
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Filter Opportunities
Costas

5.  Consulting/Business Basics
Still Work Internationally
 Stick to Your Best Practices
 Use What Works for You
Stick to Basics
John
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos

6. Do Your Homework
Research / Understand the Landscape
(by Regions and Countries)
John
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Review by Industry / Sector:
Central Governments may Wield Greater
Influence and in Wider Fields (e.g. FDA)
Specifics are Granular - by Industry and by Country
Regional Differences within Larger Counties
Ethnicity Impact on Markets

7. John
Customize Your Approach
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Establish Strong Personal Relationship
Before Doing any Business
Don’t Go Directly to Handling Business.
No Short-cut!
American Directness and Impatience:
Viewed Badly in many Countries

8. Local Alliances are Essential!
• Must Collaborate Locally
• Invest Time Needed to Create a Relationship
– Meet in Person!
• Obtain Trusted Recommendations
– Networking & Linkage
• Work a Joint Project Together on a Trial Basis
– Learn about Each Other’s Style and Compatibility
– Develop Mutual Trust – or Not?
• Handshake Deal and Trust More Important than
– Formal Legal Agreement
– Agreement Probably Unenforceable Anyway!
– Local Firm in Foreign Jurisdiction.
John & Costas
“Sharpen the Saw” (Your Essential Toolkit)
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos

9. Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
“Will We ‘ever…ever…ever’ …
Start Talking Business?”
Share Experiences (some examples)
Closing Deal (Doha, Qatar) Discussing Collaboration (Shanghai, China)
“When Will We agree
‘to-the-point’ on Something?”
Business Networking (Seoul, Korea)
“Why do Intros Take ‘sooo’ Long???”
Business Linking (Bucharest, Romania)
“Do I Have to Eat / Drink ‘aaaall’ This ???”
Costas

10. Key Take-Aways
Build
Trustworthy
Relationships
Establish
Strong
Linkages
Honor
Local
Alliances
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
NURTURING!!!
John & Costas

11. Thank You!
Constantinos (Costas) Stavropoulos
IMC USA Lead Delegate
Athens, Greece
CEO, InnoValue
E: constantinos@innovalue.gr
W: http://www.innovalue.gr
John A.K. Lowe
IERG Virtual Chapter, Co-Chair.
Prescott, AZ, USA
President,
Hilltop Global Associates, LLC
E: johnlowe@hilltopglobal.com
Developing International Business/Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos