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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Cutting-Edge Strategies to Build an International Network of Partners and Friends
How can a small company do it?
Why must a small company do it?
argelichIndependent Information and Independent Information and Communications Technologies Consultants Communications Technologies Consultants
Building the futureBuilding the future
Seville, June 1, 2011Seville, June 1, 2011
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Cutting-Edge Strategies to Build an International Partnership Network
Member of ProfileProfile
The company was founded by Mr. Agustín
Argelich after the Barcelona ’92 Olympic
Games. He was one of the youngest project
leaders in the Barcelona ’92 Olympic
Organizing Committee.
Argelich is an independent Information & Communications Technology engineering and
consultancy company.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Life is networkingLife is networking
Improve human networking using electronic networking
Run business on networks, run networks with management
No telecom, no business
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
InternationalInternational
Countries where we have developed projects:
Spain (20 years)Portugal (15 years)Switzerland (7 years)Austria (3 years)Czech Republic (3 year)
Working languages: Spanish, English and Catalan.
No conflict of interest with Vendors, Carriers and Systems Integrators.
IndependentIndependent
Argelich is a member of the Society of Telecommunications Consultants, the largest North American association of Independent Telecom Consultants.
Partnerships in the US, Canada, and France
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
STC is an international organization of independent telecommunications and information technology consultants who serve clients in business and government.
Founded in 1976. Celebrating its 35th anniversary.
Based in California.
STC members adhere to strict professional standards and a rigorous code of ethics.
The Standard of Excellence in Telecommunications Consulting
STC is dedicated to improving the competence of its members so that they may serve clients with reliability, integrity, and the highest level of professionalism.
STC groups approximately 150 Principal Consultants.
Thinking of building a better future
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
There is no other There is no other option.option.
Our clients asked us to Our clients asked us to provide services out of Spain. provide services out of Spain.
April 13, 1970, at 21:30: Jack April 13, 1970, at 21:30: Jack Singert from Apollo XIII at 320,000 Singert from Apollo XIII at 320,000
km from Earth km from Earth
““Houston, we Houston, we have a problem.”have a problem.”
Why did we decide to work Why did we decide to work internationally?internationally?
Globalization: we are living in a Globalization: we are living in a small world now. small world now.
Our business, consultancy, is one of the first services companies globalize. Company
headquarters needs to establish the same telecom strategy and networks throughout their subsidiaries; thus, if a consultant wants to keep working with his current clients and acquire new
ones, he must be able to provide services worldwide.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of History lessons learnedHistory lessons learned
Don’t ignore the nature of things.
Use the right technology.
The Polish Pomorska Cavalry, The Polish Pomorska Cavalry, ignoring the natureignoring the nature of our of our tanks, had charged them with swords and lances and had tanks, had charged them with swords and lances and had suffered tremendous losses. suffered tremendous losses.
General Heinz Guderian, General Heinz Guderian, commander of the 19th Corps. commander of the 19th Corps.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Mobility is the “fall of the wall” in Mobility is the “fall of the wall” in enterprise communicationsenterprise communications
No more borders, no more
geographical limits in your network
Voice, data, video, and control signals
Wireless high capacity data
networks
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Demographic considerations Demographic considerations
They have always been living with what we (adults) call new
technologies.
Probably, it is the first time in human
history that new generations, our teenagers, are
more innovative and dynamic than
enterprises.
Ageing society
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Multinational and multidisciplinary teams
Three-dimensional and polyhedral reality
Complex and Complex and multidisciplinary multidisciplinary
projects projects
Work on a project basis Work on a project basis
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Cutting-Edge Strategies to Build an International Partnership Network
Member of The party is overThe party is over
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Work on a network – work on a project Work on a network – work on a project
basisbasisRigid organizations have no future in a changing world.
Learning organization
Multinational and multidisciplinary teams
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Cutting-Edge Strategies to Build an International Partnership Network
Member of How did we build an How did we build an international network of international network of contacts and business contacts and business
partners? partners? Attending professional
conferences.
Speaking at international congresses.
Publishing articles in international publications.
Being active in social network forums.
Joining international professional associations and chambers of commerce and being active members.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Documento Adobe Acrobat
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
How do you chose the right partner? How do you chose the right partner?
Detect an opportunity.
Sign an NDA.
Ask or investigate their reputation.
Visit their office.
Follow your intuition.
Check if you share the same values, ethics, methodology.
Sign a win-win agreement with crystal-clear scope and fees.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
OR
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Innovation is a Innovation is a new way of doing new way of doing
something.something.
The innovation dilemmaThe innovation dilemma
Evolution versus RevolutionEvolution versus Revolution
Taking risks is Taking risks is inevitable.inevitable.
You can manage You can manage the risk.the risk.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Your competitors will do it. Your competitors will do it.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Why is it so difficult to Why is it so difficult to implement a change? implement a change?
“Humans only change when they actually
realize the consequences of not
doing it.”
”
It’s easier to do nothing.It’s easier to do nothing.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of International business International business needs budget and time. needs budget and time.
Time is the most Time is the most expensive issue.expensive issue.
Ask for and use Ask for and use government government
agencies’ funds.agencies’ funds.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Strategies Strategies
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
What is really What is really important is your important is your
attitude.attitude.
Aptitudes Aptitudes and and
AttitudesAttitudes
You chose your You chose your attitude.attitude.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
As Gaudi imagined As Gaudi imagined Barcelona’s new Barcelona’s new
cathedral, … cathedral, …
… … imagine your own imagine your own future.future.
The power of imagination The power of imagination
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Columbus was looking for Columbus was looking for a different route to India.a different route to India.
He was successful, He was successful, because he was open-because he was open-
minded.minded.
He was trying to He was trying to optimize an established optimize an established
procedure.procedure.
He thought globally.He thought globally.
“Integrated
communications to
optimize business
processes”
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Saber elegir los socios adecuadosSaber elegir los socios adecuados
Contratos de sumisión o acuerdos Ganar / Ganar
Create your own opportunities. Create your own opportunities.
First habit of efficient people. First habit of efficient people.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Improve your Improve your communication skills communication skills
•Technicians have to Technicians have to improve their improve their communication skills. communication skills. •Be careful with e-mail.Be careful with e-mail.•Building human Building human relations need timerelations need time..•Networking.Networking.•Interdependence.Interdependence.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Listen Listen
Try to understand Try to understand before being before being understood. understood.
Take care with Take care with cultural issues.cultural issues.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Ask Ask Ask about their needs Ask about their needs
and expectations. and expectations.
Spend time with your Spend time with your potential partners and potential partners and
clients.clients.
Ask for help, if need be.Ask for help, if need be.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Objective - Retos
UC2: Unified Communications and Collaboration
Use the right tool Use the right tool
What are the right tools?
Social networks
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Video ageVideo age
12%
35%53%
Kinesthetic
Audio
Visual
You CANNOT renounce your most important communication
channel.
Persuasion channels
Human communicatio
ns are not easy.
High-capacity IP networks allow video
transmission.
““The world runs through The world runs through visual communication.” visual communication.” John Chambers, CISCO CEO, Barcelona Mobile Global Congress, John Chambers, CISCO CEO, Barcelona Mobile Global Congress, February 2008February 2008
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Is web collaboration an option? Is web collaboration an option?
Important hard $ savings • Travel expenses• Time traveling
• Balance between professional and personal live
It’s not an option, it’s the right choice.It’s not an option, it’s the right choice.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of MobilityMobility
Always on-line, if you want.
Mobility is the next big frontier in networking, and providing continuous access to mobile personnel will be the single most important thing we can do to improve productivity.”Michael FinnerandBm Associates Inc.
Work from wherever you need to.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Benefits Benefits and and
Results Results
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Direct benefits - hard $Direct benefits - hard $
Average of 20% of our turnover
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Brand recognition Education
TrainingMulticultural visionOpen-mined vision
More and bigger business opportunities
New ideas
Don’t be the captain of the Titanic!
Indirect benefits – soft $Indirect benefits – soft $
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Our North American PartnersOur North American Partners
www.marlboroconsulting.com
New Jersey -Washingtonwww.marthabuyer.com
New York
www.intech-group.com Philadelphia
www.teleplusconsulting.com Minneapolis
www.crploof.com Detroit
www.eddingtonconsulting.com Toronto
www.xpensert.com New York - Bogotá
www.3d-cellular.com Montreal
www.digby4.com New York
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Top ten strategiesTop ten strategies
Believe in yourself, in your product, in your company.
Join the right associations, professional and commercial associations alike.
Travel to attend one-to-one meetings.
Be visible: speak at conferences, write articles, post in forums.
Be careful with e-mail. Call, or better, video call people. Prioritize visual contacts.
Be tenacious and patient: everything needs time. Be in touch regularly.
Consider cultural issues. Similar doesn’t mean the same. Improve your communication skills.
Interdependence. Don’t do everything yourself. Establish win-win agreements. Look for help.
Long-term agreements instead of short-term ones.
Be open-mined. The power of imagination.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Questions?Questions?
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
The key to The key to successsuccess
People are People are the keythe key
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Let us create wealth
together.
Shaping the future … Shaping the future …
By improving your international
networks you will …
Improve your life.
Improve your society.
Improve your business.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Agustín ArgelichAgustín Argelich Telecom Engineer (12/1986) www.salle.url.edu
European Engineer (no. 12,868 ES) www.feani.org
Vice President of the Society of Telecommunications Consultants and Chairman of the International Affairs Committee www.stcconsultants.org
Founder. President. Principal Consultant. ARGELICH INGENIEROS. Independent ICT Consultancy and Engineering Company
Member of American Chamber of Commerce in Spain www.amchamspain.com
Member of COITT www.coitt.es
Member of IEEE www.ieee.org
Member of Cercle del Coneixament www.cperc.net
Founded the company in 1992
25 years in telecom project management
Previous professional experience: Barcelona '92 Olympic Organizing Committee (04/1990 to 10/1992). Technology Director at
IX Paralympic Games Barcelona '92. Telecom Controller during Olympic Games.
Ascó Nuclear Power Plant (03/1988 to 03/1990). Telecom Manager.
Spanish Air Force. US and Spanish Common Air Base in Saragossa (03/1987 to 02/1988). Lieutenant.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Independent consultancy services
• Feasibility studies.
• Negotiate agreements between end user and the facility manager.
• Look for international funds.
• Design and re-design financial models.
• Prepare technical specifications. Network design.
• Select systems integrators. Public tender process. Propose and negotiate contracts.
• Project management of implementation phase. Acceptance test.
• Select network manager. Public tender process. Propose and negotiate contracts.
• Select carriers. Fixed and wireless (mobile).
• Ongoing network management supervision.
• Propose new investments and projects. Discuss with carriers and network manager.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of Corporate cultureCorporate culture
Independent International Learning organization Service-oriented High quality Innovation Efficient & synchronized team
Our aim is to make sure that our clients obtain great benefits from our services, whilst building a relationship based on full trust.
We provide the best quality, knowledge, and experience.
We work closely with our clients in order to achieve our common goal, looking to the future and towards continuous collaboration.
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Cutting-Edge Strategies to Build an International Partnership Network
Member of
Contact data Contact data
Rambla de Catalunya, 112
08008 Barcelona, Spain
Tel. + 34 93 415 12 35
Fax + 34 93 217 42 98
E-mail: [email protected]
www.argelich.com