Contents
Foreword .............................................................................................xvii
Preface ..................................................................................................xix
Acknowledgments ...............................................................................xxi
Author ............................................................................................... xxiii
Chapter 1 Understanding and Executing Successful
Leadership and Management ............................................ 1
Defining Leadership and Management .....................................2
Innate or Learned? ........................................................................5
Quality Leadership Skills ............................................................7
These Traits Can Be Both Represented or Argued as
Positives and Negatives ..............................................................10
They Are All Positive and Negative to an Extent ...................10
Where Do We Stand as Individuals in All These Traits? ......11
And How Do We Know Where We Really Stand? ................11
Chapter 2 Business Management Skill Sets ..................................... 13
Business Management 101 .........................................................13
Finance .........................................................................................14
Communication ..........................................................................14
Be a Student Always...............................................................15
Be Articulate ...........................................................................16
Be Interesting..........................................................................16
Be Direct, No Nonsense ........................................................17
Utilize Storytelling ................................................................18
Create Feedback .....................................................................19
Be Timely ................................................................................19
Make Sure Your Points Are Understood by Keeping
It as Simple as Possible ...............................................................19
Do Not Waste People's Time ............................................... 20
Learn to Speak to Groups, Publicly, and to Utilize
PowerPoint ............................................................................. 20
Create a "Communication Style" .........................................21
Project Management ..................................................................21
Problem Resolution ....................................................................24
Stop the Bleeding ...................................................................25
Assessment ..............................................................................25
Strategy ....................................................................................26
Action ......................................................................................26
Reassessment ..........................................................................27
Revision ...................................................................................27
Outreach ................................................................................. 28
Mitigation .............................................................................. 28
Closure.....................................................................................29
Negotiation ................................................................................. 30
Time Management .....................................................................31
Delegating .............................................................................. 34
Time Management and Communicating ................................35
People Skills .................................................................................36
Business Development ...............................................................37
Growth Strategies .......................................................................38
Raising the Bar of Sales Management .................................38
In Organic Sales ................................................................38
Creating a Viable Sales Strategy ..........................................39
Hiring Quality Business Development and Sales
Personnel .................................................................................41
Building a Sales Pipeline of Opportunity .......................... 43
Creating an Inventory of Prospects .................................... 44
Closing More Deals .............................................................. 46
Price ........................................................................................ 46
Customer Service ...................................................................47
Specific Sales Strategy .......................................................... 48
Concluding Remarks ............................................................ 48
Operations ...................................................................................49
Strategic Planning as an Operational Responsibility ............52
Strategic Planning Considerations ......................................52
Mantra ................................................................................52
Goals and Deliverables .....................................................53
Specific .....................................................................................53
Measurable ..............................................................................53
Attainable ................................................................................53
Contents * xi
Relevant .................................................................................. 54
Time Frame............................................................................ 54
Collaboration ......................................................................... 54
Chapter 3 Financial Considerations ................................................. 57
Financial Controls ......................................................................57
Controlling Spend through Procurement Management .......61
Senior Management's Role in Procurement .......................61
Overview ............................................................................61
Sourcing ..............................................................................63
Purchasing..........................................................................63
Vendor Management ............................................................ 66
The RFP Tool in Managing the Purchasing Function ......67
Risk Management in Procurement .................................... 68
Summary .....................................................................................70
Chapter 4 Going Global-The Business Case to Go Global:
Foreign Purchasing and Export Sales ............................. 71
The "Case" to Go Global ............................................................72
Export Sales ............................................................................73
Choice of INCO Terms .....................................................75
Utilization of Freight Forwarders ...................................76
Landed Costs .....................................................................77
Competitive Pressures ......................................................77
Trade Compliance Issues .................................................77
Use of Distributors and Agents .......................................78
Global Expansion ..............................................................78
Global Sourcing ......................................................................79
Foreign Asset Expansion ......................................................79
Developing the Skill Sets of Global Business ..........................79
Understanding Foreign Cultures ........................................ 80
Understanding Import and Export Operations,
Regulations, and Procedures ............................................... 80
Global Supply Chain..............................................................81
International Legal, Accounting, and Finance Issues ......82
International Marketing, Sales, and Customer Service ..... 82
Technology on a Global Scale ..............................................85
International Purchasing ..................................................... 86
Benefits to Americans and the World ................................ 88
Foreign Purchasing ................................................................... 88
Sourcing Globally: Senior Managements Guide to
"Twelve Key Best Practices" ................................................ 88
Trade Compliance and Regulatory Responsibilities..............92
Buying Internationally: Import Supply Chain ..................93
Duties and Fees .................................................................94
Harmonized Tariff Classification ...................................94
Country of Origin Marking ............................................95
Trade Compliance with Customs .................................. 96
Reasonable Care Standard .............................................. 96
Customhouse Brokers ................................................... 100
Internal Supervision and Control .................................103
Supply Chain Security ....................................................104
Invoice Requirements .....................................................106
Bonds ................................................................................107
Record Retention .............................................................108
Selling Internationally: The Export Supply Chain ..........109
Government Agencies Responsible for Exports .........109
International Traffic in Arms Regulations ..................110
Export Administration Regulations.............................110
Commerce Control List ..................................................111
Electronic Export Information .....................................112
U.S. Principal Party in Interest .....................................112
Schedule B Number/Harmonized Tariff Number ......113
Valuation ..........................................................................113
Recordkeeping Requirements .......................................114
Denied Party Screening .................................................114
Embargoed Country Screening ....................................114
Consularization and Legalization ................................115
Solid Wood Packing Material Certificates ..................115
Preshipment Inspections ................................................116
Free Trade Affirmations .................................................116
Getting Paid .....................................................................116
Customs-Trade Partnership against Terrorism Benefits .....117
Background ...............................................................................118
Contents * xiii
Customs-Trade Partnership against Terrorism
Approach and Guiding Principles ......................................... 120
External Factors ....................................................................... 122
Customs-Trade Partnership against Terrorism for
Exporters ................................................................................... 122
Additional Consideration: Drawback, Free Trade
Agreements, Foreign Trade Zones, and Bonded
Warehouses ............................................................................... 123
Chapter 5 Mastering Business Development ................................. 125
Developing an International Business Strategy ...................125
Understanding the Cultures of the World ........................... 126
Business Culture ..................................................................127
Considering Cultural Factors .............................................127
Twelve Steps to Building a Successful International
Business Model .....................................................................132
E-Commerce in Global Trade ................................................ 134
Creating an E-Commerce Website Globally .........................148
Step 1-Select a Domain Name .........................................148
Using Country-Level Domain Codes ...........................148
Internationalizing Your Domain Name ......................148
Step 2-Register with Search Engines ..............................149
Step 3-Choose a Web Host ...............................................149
Step 4-Website Content: Localize and
Internationalize ....................................................................150
Step 5-Execute Orders ......................................................151
Policy-Advice ...................................................................152
Chapter 6 Decision Management ................................................... 155
Better Decision Making: Qualitative versus
Quantitative ......................................................................... 155
Understand the Decision ....................................................161
Mine .......................................................................................161
Build a Team .........................................................................163
Establish Preliminary Findings .........................................163
Build a Metrics and Quantitative Model ..........................164
Evaluate Qualitative Criteria ..............................................164
Complete the Analysis ........................................................164
Make the Decision and Implement ...................................165
Follow-Up and Tweak .........................................................165
Emotional Intelligence ........................................................165
Chapter 7 Delivering Successful Negotiations .............................. 171
Defining What We Want to Accomplish in Negotiation
and Developing a Strategic Plan .............................................172
Goal Setting ..........................................................................172
Assessment ............................................................................173
Mining ...................................................................................173
Planning ................................................................................173
Action ....................................................................................174
Tweaking ...............................................................................174
Closure...................................................................................174
Negotiating Globally ................................................................174
The Essence of Compromise ...................................................175
Trust Is the Critical Asset ........................................................176
Chapter 8 Building the Sustainable Business Model ..................... 189
Overview of the Sustainable Business Model .......................189
The Ten Steps of Sustainable Business .................................. 190
Integrative Management ..........................................................191
Developing and Managing Team Initiatives.........................194
Team Building ......................................................................194
Collaboration ...................................................................194
Camaraderie ....................................................................194
Effective Delegation ........................................................195
Mentoring Effectiveness .................................................195
Crossing Company Silos ................................................196
Better Results ...................................................................196
Choosing Team Members ...................................................196
Managing the Team .............................................................197
Commercial Example ...............................................................197
Cyber Security Issues in Global Trade ..................................199
Avoiding Costly Mistakes ...................................................199
Overview of Cyber Security .............................................. 200
Cyber Security Impacts ...................................................... 200
Application Security ...................................................... 200
Information Security ..................................................... 200
Network Security ............................................................201
Disaster Recovery and Continuity Planning ............. 202
Operational Security...................................................... 202
Technology Bullying ...................................................... 202
End-User Education and Training .............................. 202
Cyber Security Cases .......................................................... 203
Best Practices in "Mitigating" Potential Security
Issues ...................................................................................203
Assessment ...................................................................... 204
Professional Support ...................................................... 204
Mindset ... Cyber Security Is a Very Real Threat! ...... 204
Establish Cyber Security Initiative .............................. 204
Train and Educate Staff ................................................. 205
Personnel Issues in Cyber Security .................................. 205
Additional International Cyber Concerns ...................... 205
Appendix ............................................................................................ 207
Index .................................................................................................... 323
