Professional Documents
Culture Documents
Building Your Global Empire
Building Your Global Empire
Building Your Global Empire
arah McCann, president and CEO of Apex Per- Women are learning how. In a 2006 survey by the Women’s
formance Systems, vividly remembers the first tenta- Business Enterprise National Council, an advocate for women-
tive toe she dipped into international markets. owned businesses, 25 percent of the group’s members said they
The call came in 1986. Come to France, said the organizers currently conduct business outside the United States.
of a European business conference. See Paris and, while you’re “A lot of business owners are getting into the international
at it, meet international entrepreneurs and try to sell them on market,” says Marilyn Johnson, vice president of market devel-
doing business with your sales training and management con- opment for IBM. “Women are looking for ways to capture new
sulting business. markets and grow without adding brick and mortar.”
McCann accepted the invitation and decided to tack on a few
days for a Parisian vacation too. “Were there any butterflies? R E A D Y T O G O — O R NO T ?
Sure,” she recalls. “What will they think of Americans? Will But how to get started? Where do business
our ideas be accepted? And the worst case, will they boo us owners go to get international clients, or
out of the auditorium?” partners, if not during a weekend in Paris?
There were no boos. And things worked out better than she While business conferences are one way to begin, there are
could have hoped. That conference led to two clients. One be- lots of other considerations to make first, say experts like Laurel
came the firm’s biggest customer for a number of years, Delaney, the self-described “queen of global” who owns and
adding about a quarter of a million dollars to her bottom line. runs a firm designed to help companies develop business in-
Another became a favorite client and a lifetime friend. Today, ternationally. Delaney’s company, Global TradeSource Ltd.
Apex Performance Systems, while based in Madison, Wis., (globetrade.com),“serves as a roadmap to doing business with
and Chicago, has clients from Jordan to New Zealand and the world,” she says.
many places in between. Although selling software in South Africa, services in Sing-
McCann’s experience is just one example of the way women apore or technology in Tajikistan may sound exotic, compa-
entrepreneurs are tapping into global business. They are ex- nies considering a leap abroad should ask tough questions
panding their markets, working with local representatives in about the nature of their business to determine whether or
the countries they target, and seeking innovative partners or not it’s even ready to go overseas, according to Delaney and
inexpensive manufacturers all over the world – an increasingly others. For example:
“flatter” world, where companies everywhere are connected on Is the business already successful? Overseas markets are
a more level playing field as if they were neighbors. Thomas no place for a struggling company. “I ask key questions to
Friedman, author of The World Is Flat: A Brief History of the determine if the business is in the ready stage,” Delaney says.
Twenty-First Century (Farrar, Straus and Giroux, 2005), says, “You have to have a proven business model here in the United
“If you want to grow and flourish in a flat world, you better States. You have to have taken the transaction all the way to
learn how to change and align yourself with it.” the end and kept up locally.”
A LTHOUGH
SELLING SOF T WA RE
IN SOU TH A FRICA,
services in Singapore or technology in Tajikistan may sound
exotic, companies considering a leap abroad should ask tough
questions about the nature of their business.