delaware presentation nov2012
TRANSCRIPT
The session on “How grow and manage an international company”, will take place on November 21st as from 16h00 by Luc Van Aelbroeck (Managing Partner Delaware Consulting International) In the first part of this lecture, we will discuss the observations mentioned in the article “The Economy’s new rules, go GLOCAL”. From there on we will highlight some important stepping stones for growing and managing a GLOCAL company, making reference to Delaware Consulting practices. Entrepreneurship, company DNA, Vision, Mission, strategy and business model will be put in perspective, looking for levers to foster the international growth. Furthermore, the lecture will elaborate on “the partnership” as a company format and how it proofs to be an easy and successful way for growing and managing a GLOCAL company, at least in a business services landscape.
Tags
go GLOCAL
Delaware Consulting
Entrepreneurship
Key to a strong G
Key to a strong L
The Partnership model
Where to start?
Go GLOCAL globalisation
• GLOBALISATION plays a role in business, culture, the environment, human migration patterns, international development, politics, science, technology, …
• The case for the benefits of ECONOMIC GLOBALISATION is mainly about larger, international markets, allowing for more efficient, effective allocation of limited human, physical and financial resources.
• summum of ECONOMIC GLOBALISATION might be “the flat world” (Thomas Friedman), a single economically interconnected world, where technology, innovation and free trade erase historical and geographic boundaries, leading to a world where all competitors have an equal opportunity
Go GLOCAL a world not that flat & getting bumpier…
• due to foreign wages going up, energy prices and cost of transport rising, political risk, protectionism, export restrictions, self-serving regulatory and taxes, emerging countries getting stronger, global competition, …
Go GLOCAL the economy’s new rules
• Hometown Bankers know best – Finance ruled the world and greased the wheels of globalisation – Smaller banks closer to their core business, in support of needs
• Manufacturing matters – Manufacturing drives growth, R&D and innovation
• Blue collar jobs go high-tech – One might be better off with highly skilled laborers locally
than with low wage low skilled workers remotely – Connect educators with companies
• Closer is faster and faster is good • Local leaders must step up
Go GLOCAL the economy’s new rules
Long live GLOCAL companies… companies in the global playfield, but where they can, they source produce and are in business locally
Delaware Consulting summary
History • Founded in 1981; has been part of Bekaert, Andersen and Deloitte • Independent partnership since 2003
Today • 750+ professionals • US, Belgium, France, Luxembourg, The Netherlands, China, Singapore
Recipe • Aligning business and technology • Combining strengths, delivering solutions
Philosophy • Entrepreneurship, Care, Respect, Team spirit, Commitment
DCI Luc Van Aelbroeck, Peter Oyserman (Chairman BoD), Jan Delaere, Wouter Fransoo, Jan Vets, Toon Vermeersch,
Denis Latour, Vincent Lechien, Patrick Andersen, Filip Decostere, Patrick Dassaud, Jean-Philippe Lasbroas, Eric Hiernaux, Didier Galland, Wim Desmet, Wim Van Eyken, Roel Winter, Jan-Bernard Blaas, Frank van Asten
DUS Luc Van
Aelbroeck
DBE Jan Delaere
Peter Oyserman Wouter Fransoo
Jan Vets Toon Vermeersch
Denis Latour Vincent Lechien Patrick Andersen Filip Decostere
DEX Wim Desmet
DNL Wim Van Eyken
Roel Winter Jan-Bernard Blaas Frank van Asten
DFR Patrick Dassaud
Jean-Philippe Lasbroas
Eric Hiernaux Didier Galland
DCN Jan Vets
Managing Partner
Delaware Consulting a GLOCAL organisation
L L GoToMarket
Sales BP Ownership Account Mgt
L Results P&L, Cashflow
Profitable Sustainable
L People Capabilities Teamspirit
Critical Mass
L Delivery Projects Services
L Leadership Plan
Governance
G G Delivery
Projects Services
G DNA Values
Purpose
G Development Accounts
Markets/Verticals Functional capabilities
Delaware Consulting 3.0 a GLOCAL organisation
G Leadership Vision
Mission Strategy
Plan Governance
Business Model
Entrepreneurship
• the art of entrepreneurship
• being an entrepreneur
• entrepreneurship as a combination of personality styles
• entrepreneurship as a global core value
• entrepreneurship as a global strength
Luc Van Aelbroeck
Entrepreneurship
Entrepreneurship is the act and art of being an entrepreneur or "one who undertakes innovations, finance and business acumen in an effort to transform innovations into economic goods". This may result in new organisations or may be part of revitalizing mature organisations in response to a perceived opportunity. The most obvious form of entrepreneurship is that of starting new business (referred as Startup Company) http://en.wikipedia.org/wiki/Entrepreneurship
Entrepreneurship the ART of being an entrepreneur
‘De kunstenaar is als een vergaarbak van waarnemingen die overal vandaan komen: uit de hemel, van de aarde, van een voorbijrennend figuur of een spinneweb. We moeten dat zoeken wat we voor ons werk kunnen gebruiken, overal vandaan, alleen niet uit ons eigen werk. Ik deins er voor terug om mezelf te kopiëren. Maar als iemand mij een map met oude tekeningen overhandigde, zou ik er niet voor terugdeinzen om daar alles uit te halen wat ik kan.’
(Pablo Picasso)
Entrepreneurship being an entrepreneur
Probably all personality profiles can be entrepreneurs of some kind. Whatever global, local or glocal setting you will be part of, take it from who you are.
Entrepreneurship being an INFJ entrepreneur
Luc Van Aelbroeck
18/02/62 – married, 3 children – IR KMS, McSc VUB, BIR Vlerick School
INFJ – ‘protector & idealist’ “As an INFJ, your primary mode of living is focused internally, where you take things in primarily via intuition. Your secondary mode is external, where you deal with things according to how you feel about them, or how they fit with your personal value system. INFJs are gentle, caring, complex and highly intuitive individuals, artistic and creative. INFJs place great importance on having things orderly and systematic in their outer world. They put a lot of energy into identifying the best system for getting things done, and constantly define and re-define the priorities in their lives.
Global Delaware Consulting values: Entrepreneurship: As its partners have committed never to sell the company, Delaware Consulting is a framework to build value for the next generations. Management and employees are each other's partners, making an appeal for each individual’s creativity and entrepreneurship. Therefore every member of the Delaware family must try to strengthen the company. Sustaining a culture of diversity in thinking, Delaware people add value to the company by showing initiative and constructive criticism.
Entrepreneurship a global core value
Entrepreneurship Commitment Respect Teamwork Care
27
Key to a strong G
build on your DNA
build on a vision, mission, strategy & business model
go step by step and think ahead of plan •
L L GoToMarket
Sales BP Ownership Account Mgt
L Results P&L, Cashflow
Profitable Sustainable
L People Capabilities Teamspirit
Critical Mass
L Delivery Projects Services
L Leadership Plan
Governance
G G Delivery
Projects Services
G DNA Values
Purpose
G Development Accounts
Markets/Verticals Functional capabilities
a GLOCAL organisation Key to a strong G
G Leadership Vision
Mission Strategy
Plan Governance
Business Model
Entrepreneurship Commitment Respect Teamwork Care
Friendship
Build on your DNA DLW, a company driven by friendship
Entrepreneurship Commitment Respect Teamwork Care
Leadership Friendship
Build on your DNA DLW, a company driven by leadership
having a plan reaching out for the plan
governance (legal, operational, G2M/BP)
multiply strengths blue ocean
Entrepreneurship Commitment Respect Teamwork Care
Leadership Friendship
Build on your DNA DLW, friendship x leadership
Entrepreneurship Commitment Respect Teamwork Care
Friendship Leadership
Responsibility
Build on your DNA friendship x leadership x care = responsibility
Responsibility
LT more important than ST Grow as a GLOCAL organisation
along the DLW Vision/Mission Pass-DLW-on to the Next Generation
Entrepreneurship Commitment Respect Teamwork Care
Build on your DNA DLW, driven by responsibility
we believe in a global, connected world
with local entrepreneurship
and corporate social responsibility
where technology inspires people
Build on a vision, mission, strategy & business model Vision
to be the long-term, committed
partner for organizations and people,
aligning business and IT,
creatively applying world-class technology,
fostering collaboration, realizing synergies
Build on a vision, mission, strategy & business model Mission
Geography • geographical relevancy in 3 time zones
Market • expand to LE via functional solutions • expand to SME via vertical solutions
Vertical • enrich existing verticals • develop new and micro-verticals
Delivery Model • maintain project focus • strengthen Application Management Services
• integrate Software as a Service
Functional • deepen & broaden functional solutions: ERP, CRM, SCM, BI/PM, IS, e&mCommerce
Sustainable growth by combining strengths beyond team, company and country borders,
while protecting the Delaware Consulting identity
Geography
Market
Vertical Delivery Model
Functional
Build on a vision, mission, strategy & business model Strategy
3.0 3.0
+ DCI Int’l partnership + 3 time zone relevance (2009-2014)
DLW 1.0 = SKILLS > SAP > software engineering > process knowledge > project management > business consulting > account management (1981-2003)
+ DLW vision + DLW mission + DLW strategy/plan + DLW portfolio/ABC (2003-2009)
2.0 1.0
Go step by step
1.0
Go step by step and think of ahead of plan
3.0 3.0 2.0 1.0 11.0
a gLocal platform for entrepreneurship along the DLW values & vision
still passing on to the next generation
…
Key to a strong L
Harbin, Suzhou, Shanghai, Singapore, Lyon, Lille, Paris, Nantes, Kortrijk, Antwerp, Waver, Den Bosch, Eindhoven, Luxembourg,
Dallas, Auburn, Atlanta, …
…
is a strong L Leadership
and strong people
Key to a strong L standard way to grow the business
1 3
2 Existing Business
New Business
Existing Country New Country
Key to a strong L best way to grow the business
1 Existing Business
New Business
Existing Country New Country
1 1
1
find the right
Local leadership
L L GoToMarket
Sales BP Ownership Account Mgt
L Results P&L, Cashflow
Profitable Sustainable
L People Capabilities Teamspirit
Critical Mass
L Delivery Projects Services
L Leadership Plan
Governance
G G Delivery
Projects Services
G DNA Values
Purpose
G Development Accounts
Markets/Verticals Functional capabilities
a GLOCAL organisation Key to a strong L
G Leadership Vision
Mission Strategy
Plan Governance
Business Model
The partnership model
• the Partnership as an “in-between” company model
• put agreements in writing
• leading by example
Partnership as a company model put agreements in writing
act as “a big one”, from day 1 amongst shareholders, financial parties, … even amongst friends and for sure in an international playfield
Partnership as a company model Partners, leading by example
• Duties of Partners – Accountable – Exclusive (IP) – Non-Compete (IP) – Adhere to the Partnership Agreement
• Admission decided by a 2/3 decision of the General Meeting – Fit with the vision mission strategy and values – Entrepreneurship – Leadership – Results
Tags
ü go GLOCAL
ü Delaware Consulting
ü Entrepreneurship
ü Key to a strong G
ü Key to a strong L
ü The Partnership model
Where to start?
Thank you and all the best Luc Van Aelbroeck Delaware Consulting International [email protected]