Cutting-Edge Strategies to Build an International Network of Partners and Friends How can a small company do it? Why must a small company do it?

Cutting-Edge Strategies to Build an International Partnership Network
Member of
Cutting-Edge Strategies to Build an
International Network of Partners
and Friends
How can a small company do it?
Why must a small company do it?
argelich
Independent Information andIndependent Information and
Communications Technologies ConsultantsCommunications Technologies Consultants
Building the futureBuilding the future
Seville, June 1, 2011Seville, June 1, 2011

Member of
ProfileProfile
The company was founded by Mr. Agustín
Argelich after the Barcelona ’92 Olympic
Games. He was one of the youngest project
leaders in the Barcelona ’92 Olympic
Organizing Committee.
Argelich is an independent Information &
Communications Technology engineering and
consultancy company.

Member of
Life is networkingLife is networking
 Improve human
networking using
electronic
networking
 Run business on
networks, run
networks with
management
 No telecom, no
business

Member of
InternationalInternational
Countries where we have developed
projects:
Spain (20 years)
Portugal (15 years)
Switzerland (7 years)
Austria (3 years)
Czech Republic (3 year)
Working languages: Spanish, English
and Catalan.
No conflict of interest with
Vendors, Carriers and
Systems Integrators.
IndependentIndependent
Argelich is a member of the
Society of Telecommunications
Consultants, the largest North
American association of
Independent Telecom
Consultants.
Partnerships in the US,
Canada, and France

Member of
STC is an international organization of independent
telecommunications and information technology consultants
who serve clients in business and government.
Founded in 1976. Celebrating its 35th anniversary.
Based in California.
STC members adhere to strict professional standards and a
rigorous code of ethics.
The Standard of Excellence in
Telecommunications Consulting
STC is dedicated to improving the competence of its members so that they may serve clients with
reliability, integrity, and the highest level of professionalism.
STC groups approximately 150 Principal Consultants.
Thinking of building a better future

Member of
There is no otherThere is no other
option.option.
Our clients asked us toOur clients asked us to
provide services out of Spain.provide services out of Spain.
April 13, 1970, at 21:30: JackApril 13, 1970, at 21:30: Jack
Singert from Apollo XIII at 320,000Singert from Apollo XIII at 320,000
km from Earthkm from Earth
““Houston, weHouston, we
have a problem.”have a problem.”
Why did we decide to workWhy did we decide to work
internationally?internationally?
Globalization: we are living in aGlobalization: we are living in a
small world now.small world now.
Our business, consultancy, is one of the first
services companies globalize. Company
headquarters needs to establish the same
telecom strategy and networks throughout their
subsidiaries; thus, if a consultant wants to keep
working with his current clients and acquire new
ones, he must be able to provide services
worldwide.

Member of
History lessons learnedHistory lessons learned
 Don’t ignore the nature of things.
 Use the right technology.
The Polish Pomorska Cavalry,The Polish Pomorska Cavalry, ignoring the natureignoring the nature of ourof our
tanks, had charged them with swords and lances and hadtanks, had charged them with swords and lances and had
suffered tremendous losses.suffered tremendous losses.
General Heinz Guderian,General Heinz Guderian,
commander of the 19th Corps.commander of the 19th Corps.

Member of
Mobility is the “fall of the wall” inMobility is the “fall of the wall” in
enterprise communicationsenterprise communications
No more borders, no
more geographical
limits in your network
Voice, data, video, and
control signals
Wireless high capacity
data networks

Member of
Demographic considerationsDemographic considerations
They have always
been living with what
we (adults) call new
technologies.
Probably, it is the
first time in human
history that new
generations, our
teenagers, are
more innovative
and dynamic than
enterprises.
Ageing society

Member of
Multinational and
multidisciplinary teams
Three-dimensional and
polyhedral reality
Complex andComplex and
multidisciplinarymultidisciplinary
projectsprojects
Work on a project basisWork on a project basis

Member of
The party is overThe party is over

Member of
Work on a network – work on aWork on a network – work on a
project basisproject basis
Rigid organizations have
no future in a
changing world.
Learning organization
Multinational and multidisciplinary teams

Member of
How did we build anHow did we build an
international network ofinternational network of
contacts and businesscontacts and business
partners?partners?
 Attending professional
conferences.
 Speaking at international
congresses.
 Publishing articles in
international publications.
 Being active in social
network forums.
 Joining international
professional associations
and chambers of commerce
and being active members.

Member of
Documento
Adobe Acrobat

Member of
How do you chose the right partner?How do you chose the right partner?
 Detect an opportunity.
 Sign an NDA.
 Ask or investigate their reputation.
 Visit their office.
 Follow your intuition.
 Check if you share the same values, ethics, methodology.
 Sign a win-win agreement with crystal-clear scope and fees.

Member of
OR

Member of
Innovation is aInnovation is a
new way of doingnew way of doing
something.something.
The innovation dilemmaThe innovation dilemma
Evolution versus RevolutionEvolution versus Revolution
Taking risks isTaking risks is
inevitable.inevitable.
You can manageYou can manage
the risk.the risk.

Member of
Your competitors will do it.Your competitors will do it.

Member of
Why is it so difficult toWhy is it so difficult to
implement a change?implement a change?
“Humans only change
when they actually
realize the
consequences of not
doing it.”
”
It’s easier to do nothing.It’s easier to do nothing.

Member of
International businessInternational business
needs budget and time.needs budget and time.
Time is the mostTime is the most
expensive issue.expensive issue.
Ask for and useAsk for and use
governmentgovernment
agencies’ funds.agencies’ funds.

Member of
StrategiesStrategies

Member of
What is reallyWhat is really
important is yourimportant is your
attitude.attitude.
AptitudesAptitudes
andand
AttitudesAttitudes
You chose yourYou chose your
attitude.attitude.

Member of
As Gaudi imaginedAs Gaudi imagined
Barcelona’s newBarcelona’s new
cathedral, …cathedral, …
…… imagine your ownimagine your own
future.future.
The power of imaginationThe power of imagination

Member of
Columbus was looking forColumbus was looking for
a different route to India.a different route to India.
He was successful,He was successful,
because he was open-because he was open-
minded.minded.
He was trying toHe was trying to
optimize an establishedoptimize an established
procedure.procedure.
He thought globally.He thought globally.
“Integrated
communications to
optimize business
processes”

Member of
Saber elegir los socios adecuadosSaber elegir los socios adecuados
Contratos de sumisión o acuerdos Ganar / Ganar
Create your own opportunities.Create your own opportunities.
First habit of efficient people.First habit of efficient people.

Member of
Improve yourImprove your
communication skillscommunication skills
•Technicians have toTechnicians have to
improve theirimprove their
communication skills.communication skills.
•Be careful with e-mail.Be careful with e-mail.
•Building humanBuilding human
relations need timerelations need time..
•Networking.Networking.
•Interdependence.Interdependence.

Member of
ListenListen
Try to understandTry to understand
before beingbefore being
understood.understood.
Take care withTake care with
cultural issues.cultural issues.

Member of
AskAsk
Ask about their needsAsk about their needs
and expectations.and expectations.
Spend time with yourSpend time with your
potential partners andpotential partners and
clients.clients.
Ask for help, if need be.Ask for help, if need be.

Member of
Objective - Retos
UC2: Unified
Communications
and Collaboration
Use the right toolUse the right tool
What are the
right tools?
Social networks

Member of
Video ageVideo age
12%
35%53%
Kinesthetic
Audio
Visual
You CANNOT renounce your most
important communication channel.
Persuasion channels
Human
communications
are not easy.
High-capacity IP networks
allow video transmission.
““The world runs throughThe world runs through
visual communication.”visual communication.”
John Chambers, CISCO CEO, Barcelona Mobile Global Congress,John Chambers, CISCO CEO, Barcelona Mobile Global Congress,
February 2008February 2008

Member of
Is web collaboration an option?Is web collaboration an option?
Important hard $ savings
• Travel expenses
• Time traveling
• Balance between professional and personal live
It’s not an option, it’s the right choice.It’s not an option, it’s the right choice.

Member of
MobilityMobility
Always on-line, if you
want.
Mobility is the next big frontier in
networking, and providing
continuous access to mobile
personnel will be the single most
important thing we can do to
improve productivity.”
Michael Finneran
dBm Associates Inc.
Work from wherever
you need to.

Member of
BenefitsBenefits
andand
ResultsResults

Member of
Direct benefits - hard $Direct benefits - hard $
Average of 20% of our
turnover

Member of
Brand recognition
Education
Training
Multicultural vision
Open-mined vision
More and bigger business
opportunities
New ideas
Don’t be the captain of the Titanic!
Indirect benefits – soft $Indirect benefits – soft $

Member of
Our North American PartnersOur North American Partners
www.marlboroconsulting.com
New Jersey -Washington
www.marthabuyer.com
New York
www.intech-group.com
Philadelphia
www.teleplusconsulting.com
Minneapolis
www.crploof.com
Detroit
www.eddingtonconsulting.com
Toronto
www.xpensert.com
New York - Bogotá
www.3d-cellular.com
Montreal
www.digby4.com
New York

Member of
Top ten strategiesTop ten strategies
 Believe in yourself, in your product, in your company.
 Join the right associations, professional and commercial
associations alike.
 Travel to attend one-to-one meetings.
 Be visible: speak at conferences, write articles, post in forums.
 Be careful with e-mail. Call, or better, video call people. Prioritize
visual contacts.
 Be tenacious and patient: everything needs time. Be in touch
regularly.
 Consider cultural issues. Similar doesn’t mean the same. Improve
your communication skills.
 Interdependence. Don’t do everything yourself. Establish win-win
agreements. Look for help.
 Long-term agreements instead of short-term ones.
 Be open-mined. The power of imagination.

Member of
Questions?Questions?

Member of
The key toThe key to
successsuccess
People arePeople are
the keythe key

Member of
Let us create
wealth together.
Shaping the future …Shaping the future …
By improving your
international networks
you will …
Improve your life.
Improve your society.
Improve your business.

Member of
Agustín ArgelichAgustín Argelich
 Telecom Engineer (12/1986) www.salle.url.edu
 European Engineer (no. 12,868 ES) www.feani.org
 Vice President of the Society of Telecommunications Consultants
and Chairman of the International Affairs Committee
www.stcconsultants.org
 Founder. President. Principal Consultant. ARGELICH INGENIEROS.
Independent ICT Consultancy and Engineering Company
 Member of American Chamber of Commerce in Spain
www.amchamspain.com
 Member of COITT www.coitt.es
 Member of IEEE www.ieee.org
 Member of Cercle del Coneixament www.cperc.net
 Founded the company in 1992
 25 years in telecom project management
 Previous professional experience:
 Barcelona '92 Olympic Organizing Committee (04/1990 to 10/1992). Technology Director
at IX Paralympic Games Barcelona '92. Telecom Controller during Olympic Games.
 Ascó Nuclear Power Plant (03/1988 to 03/1990). Telecom Manager.
 Spanish Air Force. US and Spanish Common Air Base in Saragossa (03/1987 to
02/1988). Lieutenant.

Member of
Independent consultancy services
• Feasibility studies.
• Negotiate agreements between end user and the facility manager.
• Look for international funds.
• Design and re-design financial models.
• Prepare technical specifications. Network design.
• Select systems integrators. Public tender process. Propose and negotiate
contracts.
• Project management of implementation phase. Acceptance test.
• Select network manager. Public tender process. Propose and negotiate
contracts.
• Select carriers. Fixed and wireless (mobile).
• Ongoing network management supervision.
• Propose new investments and projects. Discuss with carriers and network
manager.

Member of
Corporate cultureCorporate culture
 Independent
 International
 Learning organization
 Service-oriented
 High quality
 Innovation
 Efficient & synchronized team
Our aim is to make sure that our
clients obtain great benefits from
our services, whilst building a
relationship based on full trust.
We provide the best quality,
knowledge, and experience.
We work closely with our clients in
order to achieve our common goal,
looking to the future and towards
continuous collaboration.

Member of
Contact dataContact data
Rambla de Catalunya, 112
08008 Barcelona, Spain
Tel. + 34 93 415 12 35
Fax + 34 93 217 42 98
E-mail: argelich@argelich.com
www.argelich.com

Cutting-Edge Strategies to Build an International Network of Partners and Friends How can a small company do it? Why must a small company do it?

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Cutting-Edge Strategies to Build an International Network of Partners and Friends How can a small company do it? Why must a small company do it?

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