Published in the NZ National Business Review

1. 44 November 28, 2008 / The National Business Review
PEOPLE IN BUSINESS
US bound: expanding into thin air
expansion issues first hand. ahead for a higher burn rate not acute, and therefore Returning to the
The chief executive Zeacom now has 35 US-based before expecting a return. harder to spot. Himalayan trek metaphor,
needs to re-locate to employees.
“First, the chief executive
Cash is king.
Making the right hiring
In perilous times, it is
more important than ever to
it is also useful to have an
experienced guide.
the US to get things has to relocate to the US,” decisions is arguably the steer a course between fear The NZTE Beachheads
Mr. Valentine says. “US number one factor in US and rashness. While prudence programme and a number of
moving buyers want to see that success. While hiring top and financial discipline are qualified commercial firms
you’re committed to the talent, or “A+ players,” is called for, so is a measure can provide the best practices
Roger Branch market. He also recommends always the best strategy, the of boldness. There will be and lessons learned from
psychometric testing and problem is that B+ players opportunities to capitalise experience.
Expanding a business to the deep reference checking can look like A+ unless you on competitor’s weaknesses,
Roger Branch is associate director of
US during difficult economic that goes beyond the given have a good benchmark. which may surface as Kinross Partners, an executive search firm
times is like a trek to the referees. While hiring B+ players won’t opportunities to gain market specialising in building management teams
Himalayas. It can be done, “Also, recognise that be an obviously bad choice, it share from them, or to make for growth companies in NZ and their US
operations. He is also on the Council of
and it can be rewarding, but Americans like working for a is a deceptively bad move for acquisitions at attractive or the NZ Angels Association and teaches
you had better be fit, plan New Zealand company,” he a business’s long term health. even fire sale prices. Once short courses at the University of Auckland
well, and realise the air is adds. “We New Zealanders The problems will be chronic, again, cash is king. Business School.
much thinner at altitude. tend to be less formal and
To complete the metaphor, hierarchical. Opening a beer
fitness relates to the strength at work at 5pm on a Friday
of the business’s balance surprises our American
CHANGE YOUR LIFE
sheet, to plan well equates Roger Branch friends in a positive way.”
to the ability to adjust your These are not the best of
thinking to new market where you locate should be times economically, but the
conditions, and thin air based not only on where your conventional wisdom applies
equates to the fact that cash customers are, but on tax and even more. It boils down to
is much harder to come by in labor law implications, which two things – cash and people.
a recessionary global credit vary from state to state.” Executives need to reassess
crunch. Hiring decisions are the assumptions of the length Hear about Jin Shin Jyutsu, the
Businesses need to also crucial, he says. “You of a sales cycle, especially in a
consider a number of factors need to hire Americans and down market.
ancient art of Japanese healing,
when expanding offshore, adjust your expectations of Companies with a three- through leading international
especially to the US, New how much to pay. Paying for month “normal” sale cycle
Zealand’s second-largest performance is a given and may need to budget for six practitioner, Jed Schwartz, direct
trading partner. According some form of equity becomes or even more. Additionally, from New York.
to Mike Hearn, executive almost necessary to hire top closing the sale is not the
director of the American talent into key roles.” same as getting paid, and Often described as acupuncture without needles,
Chamber of Commerce, you Miles Valentine, chief some customers will turn
have to realise that you don’t executive of Zeacom, a global into slow or even no-payers Jin Shin Jyutsu is an acupressure program that can be
know what you don’t know. communication technology out of self preservation. Smart self-administered or applied through the expertise of
“You need a presence in company based in New companies expanding into
the US,” says Mr. Hearn, “but Zealand, knows the US a down economy will plan a Jin Shin Jyutsu practitioner.
APPOINTMENTS Hear about it’s history, learn simple self-help
sequences and develop a new understanding of health
Plan-b, a business continuity Waikato, based at Plan-b’s advisory group on the Holi- and stress management for all areas of your life.
company new Business Recovery days Act 2003, and is a mem-
providing Centre in Hamilton. He has ber of the NZ Society of
contingency over 15 years experience in Construction Law.
services to sales both in Wellington DATE: Sunday 30 November 2008
some of where he worked for IBM, Andrew Mayne has been VENUE: The University of Auckland Business School
New Zea- Computerland and Gen-i, promoted to The Owen G Glenn Building (Building 260)
land’s major and in Hamilton where again associate 12 Grafton Road, Auckland City
organisa- he worked for Gen-i. status at Col- TIME: 1.30 pm to 4.30 pm
tions, has liers Interna-
appointed Mark Hardie Sherridan Cook has been tional in COST: $30 per ticket plus $3 for postage
and booking fee (total $33)
general manager of sales elected a Welling-
and marketing. He has a partner of ton. He TICKETS: Book on (09) 358 4722 (for
long history in the IT servic- national law joined Col- visa or mastercard) or send
es sector in New Zealand, firm Buddle liers in Feb- a cheque to 15 Alberon
including roles as the head Findlay. An ruary 2005 when he returned Street, Parnell, Auckland
of sales and marketing of expert in from the London property Please make cheques
Gen-I, then Optimation. industrial market. He has been instru- payable to ‘The NZ
Steve relations, mental in some of the largest Association of Jin Shin
Hughson employment industrial transactions in the Jyutsu Inc.’
has been contracts, remuneration and Wellington region in recent
appointed holidays, as well as dispute times. Sponsored by
For more information about Jin Shin Jyutsu and
business resolution and health and
Appointment notices should be sent to Jed Schwartz please visit: www.jinshinjyutsu.org.nz
develop- safety, he recently joined the
appointments@nbr.co.nz with a high- or www.jinshinjyutsu.com
ment man- firm’s Auckland office. He resolution jpeg image. Hard copy can be
ager for the consulted to the government sent to PO Box 1734, Auckland
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