Britain is leaving the EU. Whatever the outcome of the Brexit negotiations, business with our traditional partners in Europe will never be quite the same. It provides companies with a strong incentive to explore new high-growth markets.
From the already well established BRICS (Brazil, Russia, India, China and South Africa) to the less familiar MINTs (Mexico, Indonesia, Nigeria and Turkey), these markets present British companies with the tempting prospect of rapidly growing populations, a growing though under-supplied middle class, a new generation of urban consumers wanting to improve their life style and quality of life, and large national investment projects. As Europe remains stagnant, there is the chance for British companies to pin their longer-term success to some of the fastest growing and most exciting markets that the world has ever known.
At the same, these same high-growth markets have a high level of risk, and exporters need to build a risk management programme into their go-to-market strategies. Aside from political risk (for example regime change, social and political unrest or unseating of the head-of-state), there are less obvious risks such as economic volatility due to excessive dependence on extractives, raw materials or commodities. Many of these countries are ruled by authoritarian regimes, which can make sudden decisions on tariffs, quotas or foreign exchange which can dramatically affect terms of trade. Finally there is the important issue of different cultures of business based on age-old traditions, and ethical norms which are very different from our own. In particular, one of the highest risks for British companies is dealing with the corruption that is endemic at every level of society, business and government.
The course will explore these issues - and more - through case studies from some of the main emerging markets, role-playing, negotiation simulation, and a lively exchange of best practice, which will equip exporters to approach the new markets with renewed confidence.
Who should attend
- Business people who are new to exporting, or new to exporting in high-growth markets
- Business people who have worked in high-growth markets and who would be interested in sharing their experience with their peers
- Where is the growth? Which market to choose?
- Getting to know the market
- Getting the license to operate – dealing with government
- Social, political and economic risk
- Corruption, fraud and theft risk
- Balancing risks and opportunities
The course will explore these issues - and more - through case studies from some of the main emerging markets, role-playing, negotiation simulation, and a lively exchange of best practices with business leaders from the countries themselves, which will equip exporters to approach the new markets with renewed confidence, energy and enthusiasm.
The Presenter – Brook Horowitz
Brook worked during the early part of his career with TI Group (later merged into Smiths Group) in the UK, and GE. A fluent Russian speaker, he was responsible for developing GE’s business in the Soviet Union from 1989 to 1991. Much of his subsequent career with GE in the nineties was spent in Russia, Hungary and the newly emerged “transition” economies of Central and Eastern Europe. He was also responsible for sales and marketing for Europe for one of GE’s business units.
In more recent times, he has operated in China, Turkey, Vietnam, and has experience working with a number of other high-growth markets. He runs his own consultancy, “Culture of Business”, and is CEO of an NGO, IBLF Global, which promotes responsible business practices in emerging and developing markets. From 2013 to 2015, he was co-chair of the Business 20 (B-20), a group of leading multinationals advising the G-20 government on policies and laws. Brook is a graduate of Cambridge and Harvard Universities.
Brook will be joined, in person or live video link, by a group of outstanding practitioners of business with, and from, some of the world’s most exciting and challenging markets:
• China: Tim Nash, MD of Access China Limited, a consultancy that helps UK businesses to engage successfully with China. With 30 years of professional experience in China, business, technology and education, he has worked across the private and public sectors, with multinationals and start-ups.
• Turkey: Sevdil Yıldırım, Independent Board Member of TAV Airports Holding Co., Akfen Group, Tepe Group, Is Real Estate Investment Trust and Denizli Glass (of Sisecam Holding). She has managed several major investment funds and venture capital projects in Turkey, the Middle East and with China.
• Vietnam: Vinh Nguyen, Deputy Secretary General of Vietnam Chamber of Commerce and Industry (VCCI). Vinh has been a leading light in promoting Vietnam’s international trade and attracting foreign direct investment for over 25 years.
• Russia: Luc Jones, Partner and Commercial Director of Antal Russia. Luc is a well-known labour market and recruitment expert in Russia/CIS having lived in Moscow since 2002. He’s written two guides to business in Russia: “Guide to Successful hiring in Russia/CIS”, and “Why Russians don’t Smile”.
Member price - £260 + VAT
Non-member price - £360 + VAT
Join the Institute from as little as £65 and save over £100 on your training course!
Continuing Professional Development (CPD)
This course is CPD certified - 12.5 points