You’re probably wondering what sort of blog this is going to be with a
strange title like this. Apart from starting with the letter “A” – what do
these three capital cities have in common and why have they been singled out? Well,
in fact they represent three phases in my export career which began in 1977 and
shows no sign of petering out even today in 2012. Amman was one of the places
where I learnt the basics of export trade, working on large deals involving
many thousands of tonnes of titanium dioxide for the huge and then still
burgeoning Jordanian paint manufacturing industry. Jordan was a fascinating and
exciting country but not a particularly easy market to get to grips with for
someone in their early 20’s, fresh out of university, inexperienced in business
and struggling to build a career. So much was unfamiliar, unstructured, and
risky and how on earth was I going to forge a business relationship with these
people about whom I know so little? Of course I persisted, did my homework,
consulted with more experienced colleagues and generally “got stuck in”.
My second port of call was Algiers – here the business involved was
altogether much more significant due to the buying power of the wealth
generated for Algeria by her natural resources of oil and gas. This represented
a great opportunity for me but equally of course it represented a significantly
bigger challenge as literally every supplier in the world was now chasing the
same business I was after. Again, whilst it was fascinating to explore the
market - “la ville blanche”of Algiers with its colonial French architecture,
Berber souks and spicy lamb tagine cuisine, Algeria was a difficult market to
do business with because of its sprawling and yet intricate web of state-run
bureaucracy. It was no easy matter to locate the correct contacts, make
effective presentations and ultimately nigh on impossible to win the hearts and
minds of a purchasing committee that often involved 20 or more people all
talking at once and ignoring or seeming to ignore what was put before them.
However, I persisted (this time I am working in the construction industry where
project selling for a turnkey job could often span many years from design to
construction and handover) and was duly rewarded for use of my weapons of
choice in this battle - patience and tenacity.
Following that experience I was bitten so badly by the overseas bug that
I took on a contract involving 4 years spent living and working in Riyadh
before finally returning to the UK in the late 1980’s to resume exporting but
from a UK base. I spent a number of years working for British companies in
various European and North American cities before setting up Barnhill Marketing
in 1999.
And so, to the Amsterdam phase. This refers to a period when I was fortunate enough to start working as a consultant and was given the opportunity to pass on some of the export knowledge and skill I had acquired over the years. My first major client was a pet food manufacturer where we managed to grow the business via international trade which originally was done only on an accidental basis. By exhibiting in key overseas markets, the main one of which was the Private Label Manufacturer’s Association in Amsterdam, we were together able to expand, diversify and ultimately transform the company into the successful and fast-growing organisation it is today with links into many countries around the world being a cornerstone of its sustainability. This consultancy phase meant I was able to cast my net wider than before and found myself helping exporters all over Wales via the Welsh Government’s International Trade Development business support programme which ran non-stop for approximately 5 years. Today I am delighted to be able to keep this work going through a variety of means such as my Chairmanship of the North East Wales Export Forum, my own private sector export clients and funded programme coaching such as Leadership and Management or BIS Coaching for Growth.
And finally I can conclude this blog by simply saying that all of the positive
outcomes mentioned above have come about for two main reasons:
·
An instinctive and intuitive love of
all things overseas ignited by a passion for languages
·
A desire to take the harder route in
the first place and ignore the softer option
By going to Amman and Algiers I was giving myself a considerable
challenge - made even harder by the fact that I was offered a post in Paris at
the same time which really tested my resolve! I was determined to follow the
more challenging path then and I’m still determined to do the same today. I’m trying
to challenge myself every day and in my opinion it’s not a bad way of ensuring
your business stays fresh, ahead of the game and, in the last analysis, fit for
survival. In these times of real economic hardship I would suggest that my
“export” strategy could profitably be adopted in many areas of business,
management and leadership. The parallels with other areas of life are also
legion but perhaps most appropriately in the world of sport which gives us a
short mantra to end the blog with which I think is particularly apt for our
purposes and also has the added advantage of being very easy to remember when
it’s needed:
“No pain – no gain”
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