With John Lowe and Costas Stavropoulos Presentation to joint meeting of IERG California & IMC SoCal Chapters by John Lowe and Costas Stavropoulos, two international consultants and colleagues, about international business and transnational opportunities for consultants. (Gateways, Springboards, and Footprints). Pactical examples, what works, and what does not! John Lowe – IERG California Chapter Chair (International Executive Resources Group). Constantinos (Costas) Stavropoulos, CMC – IMC SoCal Chapter, Membership Chair Moderated by Jerry Savin, IMC, with an interactive session with Q&A and discussion with the audience, comprised of members of both organizations and guests.

1. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Your International Opportunities
What works, and what does not!
A Joint Interactive Session

2. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Moderator: Jerry Savin
Co-Presenters: John Lowe and
Constantinos Stavropoulos
Your International Opportunities
Joint Interactive Session

3. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Brief Joint Presentation
‒ By John Lowe and Constantinos (Costas) Stavropoulos
Interactive discussion
‒ They will share their knowledge
‒ Please ask your questions as they arise
‒ They will provide practical examples
‒ We have allocated time for Q&A and discussion
throughout the presentation and at the end
‒ John & Costas will stay after the meeting for one-on-
one contacts and lead conversations
Moderated by Jerry Savin Jerry
INTRODUCTIONS / PREAMBLE

4. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
Costas

5. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Filtering Opportunities 1
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
Costas

6. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2.Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
John

7. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Consulting Basics will
still work for you
internationally
Stick to your own best
practices
Use what works for you
Sticking to the Basics 2
John

8. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Sticking to the Basics (cont’d) 2
Research / Understand the Landscape
(by regions and countries)
John

9. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3.Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
John

10. 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
For example, not just FDA!
(Food Drug Administration in USA)
• The specifics can be very granular –
by industry and by country
– Regional differences in larger
counties
– Ethnicity impact on markets
Doing Your Homework 3
John

11. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
John

12. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
 Greater focus of establishing a strong
personal relationship before doing any
business.
 You cannot take a short-cut and just go
directly to handle business.
 In many countries, American directness
and impatience is viewed badly.
John
Customizing Your Approach 4

13. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
John & Costas

14. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Local Alliances are essential!
• Must collaborate locally
• Invest the 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 & compatibility
– develop mutual trust
• Handshake deal and trust more important than a written
legal agreement
– Agreement is probably unenforceable anyway!
John & Costas
Your Essential Toolkit 5

15. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
Costas

16. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
A Few Recent Short Stories
 Deal Closing in Doha (Qatar)
“Will we ‘ever…ever…ever’ start talking business?”
 Discussing to Collaborate in Shanghai (China)
“When will we agree ‘to-the-point’ on something?”
 Business Networking in Seoul (South Korea)
“Why do introductions take ‘sooooo’ long???”
 Business Linking in Bucharest (Romania)
“Do I really have to eat and drink ‘aaaall’ this ???”
Some Examples 6
Costas

17. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Filtering Opportunities
2. Sticking to Basics
3. Doing Your Homework
4. Customizing Your Approach
5. Your Essential Toolkit
6. Some Examples
7. Key Take-Aways
Your International Opportunities
John & Costas (+Jerry)

18. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
1. Relationships
2. Linkages
3. Alliances
Key Take-Aways 7
John & Costas (+Jerry)

19. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Build Trustworthy Relationships 7.1

20. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Establish “Glocal” Linkages 7.2

21. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Honor Local Alliances Equitably 7.3
Don’t be greedy! Share.
100% X $0 = $0

22. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Wrap Up
Build
Long Term
Trustworthy
Relationships
Establish
Strong
“Glocal”
Linkages
Honor
Local
Alliances
Equitably

23. International Business & Consulting Opportunities
Co-Presented by John Lowe & Constantinos Stavropoulos
Thank You!
Constantinos Stavropoulos
IMC SoCal Membership Chair
Founder, InnoValue
E: constantinos@innovalue.gr
W: http://www.innovalue.gr
John Lowe
IERG California Chapter President
President, Hilltop Global Associates
E: johnlowe@hilltopglobal.com
W: http://www.hilltopglobal.com/