OBM Consulting - Some Challenges of Growth

© Copyright 2010, Quality Safety Edge. All rights reserved.

OBM Consulting Some Challenges of Growth

byTerry E. McSween

IABA ConferenceMay 30, 2011Denver, Co

© Copyright 2010, Quality Safety Edge. All rights reserved.© Copyright 2010, Quality Safety Edge. All rights reserved.

Challenges of Growth

• What our growth looks like• Challenges

– Consistency of service– International business– Flexibility of service

• Examples


Some Observations

• In 2009, 97% of our income was from domestic projects

• 2010 was worst income in three years, but we had our best sales year ever

• Well over 90% on new growth is International Projects


International Business

• Business issues– The sale– Doing business – getting your money!

• Free trade agreements• Local partners (ex. Chile & Italy)• Agents (ex. Middle East)• Establishing a foreign company (ex. Brazil)

– Tax complexities– Bureaucracy redefined



• Disclaimer• Implementation issues

– Objectives / “Maturity”– Union and employee/management relations– Logistics & materials– Consultant flexibility


A Big Problem



• Cultural issues– Fear of being conned– Accurate communication (words, abbreviations,

colloquialisms)– Prejudice, age, and sex discrimination


International Projects• Brazil• Canada• China• Germany• India• Italy

• Kuwait• Mexico• Nigeria• Singapore• The Netherlands• Trinidad & Tobago


• Implementing Behavioral Safety in Korea is no different than implementing in Kansas.

• In both cases, consultant needs to be

able to communicate with the client and know what will best fit the organization.

Conclusion


1. Success requires a native language speaker2. Use the Internet and local, legal and

accounting resources for help3. Remember the principles, keep the end in

mind, and create a process suited to the organization

Recommendations