page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48
page 49
page 50
page 51
page 52
page 53
page 54
page 55
page 56
page 57
page 58
page 59
page 60
page 61
page 62
page 63
page 64
page 65
page 66
page 67
page 68
page 69
page 70
page 71
page 72
page 73
page 74
page 75
page 76
page 77
page 78

Customer focus January 10 www. bus- ex. com 17 Experts Expanding abroad is a major growth opportunity, but it can also be a dangerous strategy. Expert advice is vital, but who can you trust? Becky Done navigates the minefield with the benefit of Jim MacDonald's experience J im MacDonald has been in the energy business for more than 20 years, over which time he has amassed numerous contacts and extensive experience in areas such as the Far East, Middle East, South America and Europe. He has an in- depth insight into each region's particular business landscape, gleaned over two decades- a map of cultural differences, economic patterns and commercial trends. Compare this knowledge with that of a young business considering overseas expansion for the first time and it is easy to see why many organisations will seek out expert guidance when considering their first move into unfamiliar territory. For the past decade, MacDonald's company, MacDonald Energy Projects, has been helping clients from the UK and Europe identify and secure tenders in the Middle Eastern marketplace. The company has established strong business partnerships in many Middle Eastern countries, including Oman, Qatar, Abu Dhabi and Kuwait, providing advice and assistance to help its clients identify good opportunities. Many Western companies wishing to expand are looking towards the Gulf region and in particular, to high-growth markets such as Oman and Qatar, where many opportunities await in the form of major infrastructure and economic development projects. But different cultures and business practices can make breaking into such markets challenging. All too often, organisations exit from their first foray overseas not much the wiser and considerably lighter of pocket. But this does not necessarily indicate that the organisation is unsuited to that marketplace; more likely, it is that they were inadequately prepared or poorly advised. MacDonald would agree, seeing the main challenge posed by expansion into new markets as being a lack of experience. " The biggest problem with a lot of companies is expansion in

18 www. bus- ex. com January 10