ASAE CRS Lunch 11.24.10 "Facing Your Fears: Intnl Expansion"


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Some pointers on how to think about serving markets outside your home market

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  • Room 515B
  • Expectations are always based on something or someone who “promised” a desired outcome Attendees don’t want to attend sessions or meet new people or vendors….they want a “solution” to their problem in the form of a session, person or vendor to help them achieve a certain outcome
  • ASAE CRS Lunch 11.24.10 "Facing Your Fears: Intnl Expansion"

    1. 1. Facing Your Fears International Expansion November 24, 2010 12noon-100pm Peter Turner Senior Advisor – Global Dev Strategy MCI Group Connecting Great Ideas and Great People
    2. 2. Is this Happening to You? <ul><li>A growing presence of non-US </li></ul><ul><ul><li>Member and customer product consumption </li></ul></ul><ul><ul><li>Attendance at US meetings </li></ul></ul><ul><ul><li>Author contributions </li></ul></ul><ul><li>Greater reliance on international members and customers for revenue growth </li></ul><ul><li>Greater demands you be more “present and engaged” in their region </li></ul><ul><li>Effects of globalization on industry and/or profession you represent </li></ul>
    3. 3. What Associations Say Are Barriers to Intl Growth <ul><li>Lack of experience and knowledge of region </li></ul><ul><li>Local business licensing and operation </li></ul><ul><li>Weak volunteer leadership support </li></ul><ul><li>Getting government endorsements and promotion support </li></ul><ul><li>Better local marketing and business development </li></ul><ul><li>Local community receptivity to US-based associations </li></ul><ul><li>Rising inflation of costs to do business </li></ul>
    4. 4. It’s All About What’s Locally Relevant Customers don’t want another product or membership … .they buy an “experience” to help them find a “solution” to their problem
    5. 5. Infrastructure Options Reduce Your Risk
    6. 6. Option #1 – National Society and/or Local Benefactor <ul><li>Market Knowledge – ability to see changes in the perception of industry or academia resulting in better participation, interest in YOU or to identify and remedy dissent? </li></ul><ul><li>Management – possibility of leadership changes that could weaken or hinder YOUR activities? </li></ul><ul><li>Infrastructure – strength of its local network to provide needed expertise at the point of need? </li></ul><ul><li>Competency – business expertise to perform required responsibilities? </li></ul><ul><li>Commitment –interest of the existing political and administration leaders to provide ongoing infrastructure and financial support? </li></ul><ul><li>Politics – changing attitudes among core local leadership that could retard or undermine support or relations? </li></ul><ul><li>Culture – degree to which bureaucratic culture stifles performance </li></ul><ul><li>Scalability – ability to transfer our success to other major industry regions in a targeted market? </li></ul>
    7. 7. Option #2 – Hiring Local FTE’s Directly <ul><li>Competency – expertise and experience in business skills? </li></ul><ul><li>Reputation – ability to establish credibility among YOUR stakeholders and partners? </li></ul><ul><li>Flexibility – means to adjust plans to local market intelligence? </li></ul><ul><li>Market Knowledge – ability to collect, analyze and report on market intelligence? </li></ul><ul><li>Management – ability to coordinate various groups, to achieve measurable objectives, develop and manage budgets, work with players, and prepare documents and presentations? </li></ul><ul><li>Determination – ability to endure challenges to YOUR local interests? </li></ul><ul><li>Politics – ability to affect or maintain the climate among local players on YOUR behalf? </li></ul><ul><li>Scalability – ability to transfer success to different customer regions within market or to other regional markets? </li></ul><ul><li>Entry/Exit Costs – the barrier to enter or exit employee relationship based on performance or market changes? </li></ul>
    8. 8. Option #3 – Local Business Service Providers <ul><li>Management - flexible, scalable, capacity-building “local” business services? </li></ul><ul><li>Branding – whose brand is featured as part of conducting business? </li></ul><ul><li>Competency - proven experience to help associations grow their business? </li></ul><ul><li>Market Knowledge - people and practices to achieve results? </li></ul><ul><li>Focus - achieving a sustainable business & operating model? </li></ul><ul><li>Commitment - flexibility to work with third party providers to ensure locally relevant customer experiences? </li></ul><ul><li>Viability - a financially strong, diverse business and effective leadership? </li></ul><ul><li>Business License - access to WOFE for to conduct business locally? </li></ul><ul><li>Back Office - access to financial management and fully functioning office and IT infrastructure? </li></ul><ul><li>Entry/Exit Costs – low risk, turnkey on/off capability? </li></ul><ul><li>Integration - ability to coordinate with your HQ - practices, reporting metrics, and communication </li></ul><ul><li>Market Relations – ability to grow contacts with government, and academic institutions, and private sector? </li></ul>
    9. 9. xx Xxxxxxxxxxx Xxxxxxxxxxx
    10. 10. Global Business & Economic MegaTrends <ul><li>Power Shift from West to East </li></ul><ul><li>Acceleration of Global Innovation and Knowledge Diffusion </li></ul><ul><li>Commercialization of Innovation </li></ul><ul><li>Technology Adoption Acceleration in Emerging Markets </li></ul><ul><li>Stark Healthcare Realities… for Some </li></ul><ul><li>24/7 Global Business Mgmt </li></ul><ul><li>Greater Government Intrusion </li></ul><ul><li>Global Labor Skill Shortage & Need for Mobility </li></ul><ul><li>Massive Fluctuation in Youth and Aged Groups </li></ul><ul><li>Sustainability Transcends CSR </li></ul><ul><li>West’s VC Industry Shrinks While Emerging Markets Grow </li></ul><ul><li>Global Crisis Stalls R&D Investment & IP Grants in US, EU & Japan </li></ul>
    11. 11. For More Information & Case Studies Peter Turner Senior Advisor, Global Development Strategy Phone: +1 571 275 1516 Blog: E-mail: [email_address]