OR/MS Today - April 2001 - Worldwide Consulting

OR/MS Today - April 2001

Worldwide Consulting

Keys to Success

By Robert Abrams and Andres Weintraub

Consulting on, and carrying out, projects with significant impact are crucial to the visibility and status of operations research. While much OR consulting is done by practitioners within their own country, a large number of consultants work across international boundaries. To explore the key issues in international consulting, the International Federation of Operational Research Societies sponsored sessions on OR consulting across borders at INFORMS, EURO and Latin American meetings.

In organizing the panels, we prepared a list of questions that arise naturally at different levels of a project involving across-border consulting, focusing on three main areas of inquiry: 1. How do you become aware of international consulting opportunities? 2. How do you develop and finalize the contract? 3. How do you successfully develop the project?

Each of these three questions prompted further questions. For example:

1. Developing awareness of, and contacts for, OR projects in other countries: What are the best approaches to developing new markets in a new territory?

Does one invest heavily by setting up a local office, seek alliances with local representatives, or operate from a distance?

What is the importance of international prestige in obtaining projects?

What cultural sensitivities should the OR practitioner be aware of in the foreign country?

Are particular sectors, e.g. transportation, banking, manufacturing, military more promising than others, and how does this depend on location?

Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Does one invest heavily by setting up a local office, seek alliances with local representatives, or operate from a distance?

What is the importance of international prestige in obtaining projects?

What cultural sensitivities should the OR practitioner be aware of in the foreign country?

Are particular sectors, e.g. transportation, banking, manufacturing, military more promising than others, and how does this depend on location?

Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; What is the importance of international prestige in obtaining projects?

What cultural sensitivities should the OR practitioner be aware of in the foreign country?

Are particular sectors, e.g. transportation, banking, manufacturing, military more promising than others, and how does this depend on location?

Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; What cultural sensitivities should the OR practitioner be aware of in the foreign country?

Are particular sectors, e.g. transportation, banking, manufacturing, military more promising than others, and how does this depend on location?

Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Are particular sectors, e.g. transportation, banking, manufacturing, military more promising than others, and how does this depend on location?

Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Do some areas of the world seem to have greater need for, and/or< receptivity to, a particular aspect (application or approach) of OR?

How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; How does this vary by area, social elements and culture, by level of economic development and political factors?

How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; How important is having interdisciplinary capabilities, e.g., in information systems?

How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; How does one gain credibility in the new markets?

What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; What are the differences and commonalties in practicing OR in different places around the world that you have found?

Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Are different methods or techniques favored for the same problem depending on location?

2. Defining the problem and obtaining a contract

What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?
2. Defining the problem and obtaining a contract: What are the critical success factors in obtaining a contract and in making it successful?

How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; How do client organizations make decisions?

Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Is it important to make contact at the highest, e.g. CEO level, or should contact be at an operational level; how does this depend on the local business culture?

Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Have you ever been faced with forces beyond your control such as currency fluctuations (what is the effect of the Euro?), political situations, local networks, etc.? How have you handled these situations?

Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Is local support (sales or tech support) necessary?

Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Can electronic communications replace most face-to-face meeting?

Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Which communication technologies have you found useful in dealing with clients in different countries?

3. Performing a study and/or implementing a real solution and providing subsequent technical support.

What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?
3. Performing a study and/or implementing a real solution and providing subsequent technical support.: What specific, special obstacles to implantation have you encountered in various locations, e.g., local competition, regulations, taxation, cultural obstacles, language, etc.

Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Has working in other cultures presented you with difficult or unusual cultural or ethical situations?

Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Is local technical support necessary or advisable in any implementation?

Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?; Comment on the relative costs and income of working in different countries.

4. Overall, how successful do you feel our profession has been in doing consulting across borders

Are we preparing our students to deal with globalization well?
4. Overall, how successful do you feel our profession has been in doing consulting across borders: Are we preparing our students to deal with globalization well?

On the pages that follow, you'll find the answers to these questions — and the keys to successful international OR consulting — in a series of essays authored by our distinguished panelists.

Additional Articles in the
Worldwide Consulting Section

High Expectations

Cultural Approach

The INRO Way

Lessons Learned

Cross-Border Issues

Table of Contents

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