Swissep 25 9.2
Short Summary:
This presentation focuses on the speaker's 15-year journey building three successful companies in Vietnam, emphasizing the key factors contributing to their growth and scalability. Key points include building strong sales and management teams, implementing effective incentive programs, mastering global market entry strategies (including localization and communication skills), utilizing CRM effectively as a relationship-building tool, and leveraging strategic partnerships. The speaker details processes for scaling businesses, including defining a scalable organizational structure, setting clear KPIs, and stepping out of day-to-day operations to oversee the bigger picture. The applications and implications are demonstrated through the success of the speaker's three companies: Isova Solutioning (B2B offshore services), Vietnam Food (food processing), and BTC Academy (IT training). The speaker's core methodology revolves around focusing on people, product, process, and partnerships.
Detailed Summary:
The presentation is structured around the speaker's experience building and scaling three companies in Vietnam over 15 years.
Section 1: Introduction and Company Overview: The speaker introduces themselves and briefly describes their three companies: Isova Solutioning (an offshore company with 200 employees globally, focusing on 17 key B2B clients), Vietnam Food (processing shrimp byproducts for export), and BTC Academy (an IT and design training school with 5,000 students annually). Vietnam Food is highlighted as an example of finding innovative solutions to utilize underutilized resources (shrimp heads) for export.
Section 2: The Secret to Success: People, Product, Process, Partnership: The speaker outlines their "secret" to success as a four-pillar approach: People, Product, Process, and Partnership. This section forms the core of the presentation.
Section 3: Building a Strong Team and Implementing Effective Incentives: This section emphasizes the importance of building a strong sales team, independent of the owner's direct involvement. The speaker stresses the need for a smart management team, focusing on developing employees and using performance-based incentives ("money is the key") to motivate and reward contributions. They advocate for transparent incentive programs to ensure everyone understands their impact and receives appropriate recognition.
Section 4: Going Global from Vietnam: The speaker discusses the challenges and strategies for expanding businesses globally from Vietnam. Key elements include understanding the target market's culture, developing strong communication and language skills, and localizing products and services. The speaker emphasizes the importance of building relationships with clients, moving beyond transactional interactions to establish partnerships and even friendships. They use the example of Isova Solutioning, bringing in international talent to achieve ambitious sales goals.
Section 5: Scaling Processes and Optimizing Operations: This section focuses on creating a scalable organizational structure from the outset. The speaker advocates for clear, visual processes, easily understood by all employees, and emphasizes the importance of defining roles and responsibilities. They recommend setting simple, achievable KPIs (one or two maximum per person) and using a CRM system not just for data management but for fostering genuine customer relationships. The speaker stresses the importance for the owner to step out of day-to-day operations to oversee the bigger picture and focus on strategic decision-making.
Section 6: Strategic Partnerships for Global Expansion: The speaker illustrates the power of strategic partnerships using the example of BTC Academy's collaboration with Japanese universities. This partnership allows Vietnamese students to receive training in Japan, fostering cultural understanding and creating a pipeline of skilled workers for both countries.
Section 7: Conclusion: The speaker summarizes their core philosophy: focusing on people, product, process, and partnerships, emphasizing that this simple approach can lead to significant growth. The speaker reiterates the importance of connecting with people to learn, understand, and develop together.
Notable Quotes: "money is the key"; "the limitation of the owner will be the limit of the company"; "CRM is about building relationships with customers"; "we need to cheat with them [customers] to understand their problems"; "the owner only way try to use the power decision maker to take the decision and and break the process".