Presentation SME Ukraine 2009

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MATCHING DUTCH SMEMATCHING DUTCH SME

EASTERN EUROPEAN BUSINESSEASTERN EUROPEAN BUSINESS

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MISSION STATEMENTMISSION STATEMENT

• PROMOTION OF CO-OPERATIONPROMOTION OF CO-OPERATION

• CREATION OF JOINT BUSINESSCREATION OF JOINT BUSINESS

• CONSULTANCY AND PARTICIPATIONCONSULTANCY AND PARTICIPATION

• MARKET EXPANSION FOR BOTH PARTNERSMARKET EXPANSION FOR BOTH PARTNERS

• GUIDANCE OF PARTNERSHIP GUIDANCE OF PARTNERSHIP

• MONITORING JOINT VENTUREMONITORING JOINT VENTURE

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STEP ONE STEP ONE

• IDENTIFICATION OF POTENTIAL CLIENTSIDENTIFICATION OF POTENTIAL CLIENTS

• BUILDING RELATIONSHIPBUILDING RELATIONSHIP

• ANALYSIS OF THE BUSINESSANALYSIS OF THE BUSINESS

• FORMULATION TERMS OF REFERENCEFORMULATION TERMS OF REFERENCE

• PROCESS PLANNING AND BUDGETPROCESS PLANNING AND BUDGET

• CONTRACTCONTRACT

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STEP TWOSTEP TWO THE MATCH THE MATCH

• IDENTIFICATION OF A POTENTIAL COUNTERPARTIDENTIFICATION OF A POTENTIAL COUNTERPART• BUILDING RELATIONSHIPBUILDING RELATIONSHIP• ANALYSIS OF THE BUSINESSANALYSIS OF THE BUSINESS• ANALYSIS OF THE MARKETANALYSIS OF THE MARKET• INTRODUCTION OF THE PARTNERSINTRODUCTION OF THE PARTNERS• CONCEPT BUSINESS & INVESTMENT PLANCONCEPT BUSINESS & INVESTMENT PLAN• DECISION ON FUTURE CO-OPERATIONDECISION ON FUTURE CO-OPERATION

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STEP THREE STEP THREE

• LEGAL FORMATION OF THE JOINT VENTURELEGAL FORMATION OF THE JOINT VENTURE• SEARCH FOR FINANCIAL RESOURCESSEARCH FOR FINANCIAL RESOURCES• SEARCH FOR SUBSIDIESSEARCH FOR SUBSIDIES• FINALISATION OF FINANCINGFINALISATION OF FINANCING• EXCHANGE OF STAFF AND TRAININGEXCHANGE OF STAFF AND TRAINING• FINAL LEGAL AND FINANCIAL CHECKFINAL LEGAL AND FINANCIAL CHECK• JOINT DECISION ON IMPLEMENTATIONJOINT DECISION ON IMPLEMENTATION

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STEP FOUR STEP FOUR

• DUTCH-UKRAINIAN MANAGEMENT IN PLACEDUTCH-UKRAINIAN MANAGEMENT IN PLACE

• IMPLEMENTATION AND START UPIMPLEMENTATION AND START UP

• CONTINUOUS TRAININGCONTINUOUS TRAINING

• MONTHLY FINANCIAL MONITORINGMONTHLY FINANCIAL MONITORING

• JOINT MANAGEMENT DURING THREE YEARSJOINT MANAGEMENT DURING THREE YEARS

• QUARTERLY REPORTING AND EVALUATIONQUARTERLY REPORTING AND EVALUATION

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MATCHING SME BUSINESSMATCHING SME BUSINESSMEANS FULL COMMITMENT AND MEANS FULL COMMITMENT AND

LONGTERM VIEW LONGTERM VIEW WITH MUTUAL BENEFIT WITH MUTUAL BENEFIT FOR BOTH PARTNERS FOR BOTH PARTNERS

AND STRONG MONITORINGAND STRONG MONITORING

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INTERCULTURAL MANAGEMENT

KEY FOR SUCCESSFUL OPERATION IN UKRAINE

IT IS ALL ABOUT PEOPLE AND STAFF

COMMUNICATIONCOMMUNICATION

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• Invest in history and understanding of culture;• Language know –how will help;• If not, English will work as intermediary;• As soon as possible learn the basics;• Be never dependent of one interpreter;• Work on a personal relationship with key people;• Become friends and mix up with the community;• Have local friends not only in labour relation;• Show family commitment.

MIS - COMMUNICATIONMIS - COMMUNICATION

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• Do not expect pro active behaviour;• Do not expect automatic collegial behaviour;• Do not accept close doors;• Problems in the company are not existing;• Bad news will never be delivered automatically;• Personal responsibility does not exists;• Dutch have no patience;• Dutch people have no understanding;• Family is more important than the company.

LEARNING AND EXPERIENCELEARNING AND EXPERIENCE

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• Learning takes many years from both sides;• Relation is more important than money;• Position is more important than money;• Friends are more important than the truth;• Time is less important than personal contact;• They have all the time and you not;• Everybody you will meet is connected;• Willingness to learn is an attitude;• Changing behaviour is a quality.

INTERCULTURAL NEGOTIATINGINTERCULTURAL NEGOTIATING

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• Observe carefully body language; • Russian roulette is not invented in the Netherlands;• Ukrainians are good in mathematics and chess;• Ukrainians can make or do everything you want;• A promise is not a contract; • Result will never be booked in one meeting; • Risk is an unknown phenomena;• Dutch want to have result within one year;• Creating the final contract is a second round.

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contactcontactP.W. de VreedeP.W. de Vreede

Bastiaansplein 63Bastiaansplein 632611 DC Delft2611 DC DelftNetherlandsNetherlands

Fax: +31 84 751 68 80Fax: +31 84 751 68 80Dutch Mob: +31 653 410 617Dutch Mob: +31 653 410 617

E-mail: E-mail: [email protected]@casema.nlUkr Mob: +380 50 8355512Ukr Mob: +380 50 8355512

Skype: vreede48Skype: vreede48

Partner of Soproved SAPartner of Proconsult Lviv

Partner of RSM Erasmus UniversityPartner in Wittenborg University of Applied Sciences