Asae Agm Panel 2008.V3


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ASAE & Center AGM 2008 -
"Local Business Strategy and Infrastructure Can Grow Business Globally"

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Asae Agm Panel 2008.V3

  1. 1. ASAE 2008 Local Business Strategy and Infrastructure Can Grow Business Globally <ul><li>Tom Reiser, ISN, Brussels </li></ul><ul><li>Helen van Oers, World at Work, Singapore </li></ul><ul><li>Matteo Pederzoli, MDRT Brussels </li></ul>
  2. 2. Session outline <ul><li>Define your session outcomes </li></ul><ul><li>Global growth: What’s the right strategy? </li></ul><ul><ul><li>Mistakes most often made </li></ul></ul><ul><ul><li>Questions that associations are asking </li></ul></ul><ul><li>Share proven practice knowledge: </li></ul><ul><ul><li>Outreach & Global Brand Awareness - World Kidney Day – Tom Reiser </li></ul></ul><ul><ul><li>Pan-Asian Conference Start-up - World at Work – Helen van Oers </li></ul></ul><ul><ul><li>Business Development in New Europe - MDRT – Matteo Pederzoli </li></ul></ul><ul><li>Open discussion </li></ul><ul><ul><li>Answer questions </li></ul></ul><ul><ul><li>Ensure we addressed your session outcomes </li></ul></ul><ul><li>Session takeaways </li></ul><ul><li>For more information </li></ul>
  3. 3. But first….how many of you <ul><li>Work for </li></ul><ul><ul><li>a US association with international members? </li></ul></ul><ul><ul><li>OR a US-based international association? </li></ul></ul><ul><li>From professional societies? </li></ul><ul><li>From trade associations? </li></ul><ul><li>What challenges do you most often face in growing your business outside the US? </li></ul><ul><li>And finally…what outcomes would you like to take away from this session ? </li></ul>
  4. 4. MCI Group 27 Offices in 18 countries Plus 4 Offices via the SmithBucklin - MCI Global Partnership ID Regional Offices Brussels, Dubai, Singapore, Buenos Aires ID National Offices London, Paris, Mumbai, Shanghai
  5. 5. Mistakes most often made <ul><li>Sell them what we have, not what they want….. </li></ul><ul><li>Communications, promotions or product design/delivery US-centric E.g. Live webinars at 1100pm in Mumbai? </li></ul><ul><li>Taking revenues out of a region versus managing revenue and expenses within the region E.g. losing on currency exchange, not building wealth locally </li></ul><ul><li>No HQ international staff leader to help drive international orientation across business units </li></ul><ul><li>Centrally run, no regional presence </li></ul><ul><li>Treating “international” as one “thing” e.g. 50 US chapters and 1 international chapter of 50 countries </li></ul><ul><li>“ Going global” without a real reason, strategy, plan </li></ul><ul><li>Not seeing a region as profit center (particularly as the USD is weak) </li></ul><ul><li>Little if any integration of leadership composition (95% US 5% international) often doesn’t reflect member ratio </li></ul><ul><li>Little if any consideration of non-US perspective in agendas, planning and decision-making processes E.g. “diversity”… not an issue outside US </li></ul>
  6. 6. Questions that associations are asking…How <ul><li>Do we grow globally? </li></ul><ul><li>Pick the right regions to serve? </li></ul><ul><li>Lead with membership or product? </li></ul><ul><li>Adapt membership or product to local needs? </li></ul><ul><li>Do we develop the right regional model to deploy them? </li></ul><ul><li>Do we create or sustain chapters and local participation? </li></ul><ul><li>Do we develop partnerships, sponsors? </li></ul><ul><li>Manage expenses while mitigating risk (e.g. currency)? </li></ul>
  7. 7. World Kidney Day Tom Reiser – ISN Executive Director <ul><li>Tom &quot;has&quot; +15 years experience working with an in many &quot;cases led&quot; international medical professional societies </li></ul><ul><li>He currently serves as MCI’s Institutional Healthcare Practice Leader as well as the Executive Director of the International Liver Cancer Association and the International Society of Nephrology </li></ul><ul><li>Tom has lived and worked in Europe and the United States and speaks frequently on topics related to professional association and conference management </li></ul>
  8. 8. World at Work Helen van Oers – Director of Asia Pacific Development <ul><li>Served several US-based associations covering member and chapter relations, certification program management, overall daily operations including business and budget planning, event and marketing management, and team director </li></ul><ul><li>Six years at MCI Brussels then open MCI Singapore </li></ul><ul><li>Now a member of the MCI Asia Pacific leadership team based in India </li></ul><ul><li>Helen received her Bachelor Business Administration in Hotel Management from the Hotel School The Hague, Netherlands </li></ul>
  9. 9. Million Dollar Roundtable Matteo Pederzoli – European Regional Director <ul><li>As European Regional Director for the Million Dollar Roundtable, Matteo focuses on Central & Southeastern Europe and Commonwealth of Independent States to develop MDRT membership among top management in life insurance corporations </li></ul><ul><li>Previously served at </li></ul><ul><ul><li>The Center for Strategic and International Studies developing economic and foreign policy for Central and Eastern European countries. </li></ul></ul><ul><ul><li>Print Services & Distribution Association </li></ul></ul><ul><ul><li>Past board member of the Society of National Association Publications </li></ul></ul><ul><li>Served as International Ticket Sales Manager for the Torino 2006 Winter Olympic Games Organizing Committee </li></ul><ul><li>Matteo holds a BA in Communication/Political Science from Arizona State University and a Master's in International Affairs from George Washington University </li></ul>
  10. 10. Your Questions! <ul><li>Flip Chart (your session outcomes) </li></ul><ul><li>Other thoughts… </li></ul><ul><ul><li>What challenges have you met with your own global membership campaigns? </li></ul></ul><ul><ul><li>Do you adapt the content and/or delivery of your products and services to meet local needs? </li></ul></ul><ul><ul><li>Are you conducting regional/local market feasibility studies and an event business plan to establish a sustainable conference model? </li></ul></ul>
  11. 11. Session Takeaways – “Think Like a Start up” <ul><li>An active and visible local presence – depending on the strategy and goals – to project into a region and demonstrate your commitment to stakeholders that you are there not to “take out” value but to “invest” value that returns for everyone </li></ul><ul><li>Management on the ground with fully integrated practices and procedures with international HQ </li></ul><ul><li>Technology integration – Whether it’s managing detailed member records, collaborative systems, or database marketing initiatives </li></ul><ul><li>Lower communication and cultural barriers </li></ul><ul><li>Integrate local volunteer leaders into your management process (“real” self-determination” with ability for them to have a stake in building “locally relevant” products and services) </li></ul><ul><li>Treat the market as an investment with a tangible, measurable locally relevant strategy and implementation plan (3 year time horizon) </li></ul><ul><li>Calculated risk management (keeping the costs to enter/exit a market manageable); revenues collected and expenses paid in local currency ; get shielded from local personnel laws concerning hiring, discipline, or HR benefit costs </li></ul><ul><li>Accelerate time to market (with on the ground resources to respond quickly) </li></ul><ul><li>Scalable operations – Having the ability to adapt resource needs quickly any where in the world by project or for other purposes with the proper expertise when needed. </li></ul>
  12. 12. For more information Contact information : Peter Turner MCI Institutional Division – US Market +1 571 275 1516 [email_address]