July 7, 2015
by Bob Meyer, Editor of BarterNews
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Successful Leaders Ask The Right
The late Peter Drucker, a former dynamo considered the dean of
USA's business and management philosophies, stressed that successful
leaders are different in that they ask the right questions.
Because leaders are purpose-driven they don't begin by wondering,
"What do I want to do?" Instead they establish a mission by asking,
"What needs to be done?"
Their next question is, "Of those
things that would make a difference, which are right for me?" They
never tackle things they aren't good at, but make sure those
necessities get done … just not by them, as they are not
afraid of strength in others.
BarterNews.com — World's Largest
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ECCO’s June 2015 Press Release
Offset challenges and opportunities viewed from the perspectives
of large companies and SMEs (small/medium enterprises) alike, have
been shared at the past ECCO Symposium No 10 in Paris, France. The
European Club for Countertrade and Offset (ECCO) hosts such
symposiums twice a year in different venues in Europe.
Offset requirements result in considerations that management in
large companies views from various perspectives. While top
management is trying to protect the company’s technology, finance
managers view the penalties related to the non-performance of offset
milestones as a risk.
Sales managers aim to conclude the
sale without further impacts on price, margins and bonuses, while
production managers refuse to place work with a foreign company
because they have to ensure work to their own employees. Procurement
managers are hesitant to purchase from unknown suppliers and offset
authorities are prescriptive in what is eligible for offset
fulfillment and what not.
In such a challenging environment, offset
management forms a crucial element of the company’s strategic
development and an international dimension has to be adopted in
developing industrial cooperation. Offset solutions should be based
on a sound rationale and agreed to by all parties. Robust and
sustainable business models, and stable business plans and
commercial projections are also called for.
In order to find
new ways and means to manage their responsibilities and defense
contract portfolios, offset managers must fully grasp the
requirements and the implications of current policy and political
situations. Thus, offset managers have to be able to grasp the
rationale and goals of government actions, and effectively adapt
offset management processes.
Return on investment depends on
efficiency of offset policies, which have to be compatible with the
national environment in the purchasing country, but also comply with
regional and international laws and practices. Industrial
cooperation and offset policies therefore have to align with
industrial strategies, taking into account operational defense
interests as well as the interests of other sectors that are deemed
to be of national importance, such as infrastructure, safety,
health, and education.
National security was defined by a speaker as the ability of a
nation to protect its internal values from external threats,
encompassing the manner in which nations plan, make, and evaluate
the decisions and policies designed to increase this ability. It
also relies on the state of the economy and technological growth.
Indirect offset mostly supports the infrastructure that safeguards
national security interests.
In the European Union (EU),
there is uncertainty as to the measures that relate to the
production or trade of arms and war materiel necessary for the
protection of essential security interests. However, it was argued
that Article 346 TFEU still states that the decision is based on
what the member state deems necessary.
While some member
states seem hesitant to make a case and protect their national
security interests, it was stated that the three EU member states
with the strongest armies still follow protectionist policies in
their defense and security procurement. "These reactions confirmed
that procurement in the defense market remains distinct from
procurement in commercial markets, and is strongly influenced by
broader political and industrial considerations that may affect free
One speaker shared four models that purchasing
governments may use to determine the elements of the purchase that
contribute to the protection of national security interests. The
models can also be used by offset managers when considering offset
SMEs (Small & medium enterprises)
from SMEs demonstrated refreshing approaches in showing how
innovation from SMEs can be applied to fulfill offset obligations of
prime contractors. The director of Axxiflex in the Netherlands
stated that to design a good offset project you have to manage many
aspects such as government requirements, stakeholder interests,
milestones, and resources.
He highlighted the difference
between the goals of the offset project and the metrics as follows:
"When you go home after work and your wife's birthday is coming up,
you may encounter a problem! Of course you will ask her what she
would like to have for her birthday. She may say: 'Oh dear, I don't
need ... anything!' Your problem is now getting worse, especially if
you do not give her anything.
"What is she says: 'My dear,
you know me so well, you decide!' Then you have an even bigger
problem, and it will escalate when you give her the drilling machine
you always wanted. Then again, she may say: 'Oh dear, I love this
new Audi TT sports-car!' Although this answer may not solve your
problem, at least it's a very clear answer. But what if she says:
'Well, you know my rules!'
"My policy is that you support
my values and implement a program to compensate me for my services
and for the negative effects of all my domestic work. I assume that
you will contribute to building my local capacities, that you will
meet my economic objectives, that you will follow my guidelines and
that you will invest in joint ventures in my target sectors. To
encourage you, I will grant you credits according to my set
multipliers. Then of course, I will monitor the consistency of your
performance. Please maximize the fulfillment of your obligation to
give me a birthday present! So as a SME, I suggest to obligors to be
more specific about offset project requirements."
benefits of offset that were shared by various speakers can be
summarized as follows:
- Ensured the SME a stable market position in the
international defense market; advanced production processes;
- accelerated the professionalization of skills; improved the
qualifications of employees;
- ensured investment in the local facilities and access to a
network of new suppliers;
- increased exports and improved reputation and brand
- indirect offset benefits made it possible for the company to
export to China; increasing shareholders’ value;
- made it possible for SMEs to build new relationships;
- turned a classic customer-supplier relationship driven by
offset obligations into an
- international partnership, changing the SME's market
- resulted in new competences and areas of innovation.
and 19 November 2015, Symposium#11 will be hosted in London. The
Forum will focus on offset processes in the Middle East, Africa, and
South Korea, while the workshop will look at the role of new
stakeholders who ensure successful Offset fulfillment.
ECCO is an European association for companies,
individuals and institutions involved in Offset and countertrade. The
association organizes symposiums where members and guests can unravel matters
related to trade, international law and government procurement. Offset research
and training are also aims of ECCO.
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The Growth and Use of Secondary
Capital (New Money) Creates Unprecedented Wealth In Today's New Age
There are many forms of secondary
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