Geospatial and Engineering International Market Conference
Entering and Expanding Global Business Opportunities
November 13th and 14th, 2013
The Westin Alexandria
400 Courthouse Square
Alexandria, VA, 22314
703-712-4731
Session Descriptions
Why, Where and How I Could Go International?With businesses still wondering when the economy in the Unites States will rebound, many firms are beginning to contemplate working in markets outside the US, or grow their existing international revenue. This session will kick-off the conference by introducing attendees to what are some of the “market drivers” that may influence firms to plan or increase their international focus. An overview of what are the hot international market trends will be included. This session will culminate with a discussion on how a firm could successfully plan and implement an international business strategy.
Significant take-a-ways from this session are:
- What market forces are out there currently influencing growth?
- Where are markets around the world that may be amenable to my services or products?
- Why developing a formal strategy increases success?
How Do I Get Started And Who Can Help?
The U.S. government has many programs that provide valuable information to firms having a desire to explore/enter exporting or expand their international market presence. This session will be led by Richard Ginsburg, Senior International Trade Specialist, U.S. Small Business Administration, and is a member of the President’s Export Council. He will be assisted by members of other agencies such as U.S. Commerce Department and Trade and Development to guide attendees through the many proven and highly successful programs currently available for firms seeking export assistance.
Key take-a-ways from this session are:
- Who are the U.S. government agencies that can help me?
- What specific programs are available to my unique situation and interests?
- How do I get connected with agencies that can help my firm get started?
Wednesday Luncheon Keynote Presentation
Kiss, Bow or Shake Hands: How to Do Business in More Than Sixty Countries
Renowned keynote speaker, author and columnist Terri Morrison will lead attendees through an informative and interactive cross-cultural experience that could possibly make or break international any business deals.
Terri Morrison is co-author of nine books, including Kiss, Bow or Shake Hands: The Bestselling Guide to Doing Business in More Than Sixty Countries and Dun & Bradstreet’s Guide to Doing Business Around the World. She conducts seminars in intercultural communications, diversity & inclusion and writes for many publications, including the “World Wise” column in Business Traveler Magazine. Her new book, Kiss, Bow or Shake Hands: Sales & Marketing is an Amazon.com bestseller, and was #2 on BusinessWeek’s best business book list.
Just a few of the numerous international business and interpersonal etiquette awareness coming from Ms. Morrison’s Keynote are:
- Are local customs important when trying to secure business overseas?
- What are the “do’s and don’ts when greeting a potential client for the first time”?
- How important is it to be “on-time” for a meeting?
- How much actual business is discussed during meals?
- Are small gifts important (and legal) when building a relationship?
Who Has the Work and What Are the International Market Opportunities?
A lower risk approach to entering the international marketplace is to “follow” U.S. government agencies that accomplish or coordinate projects outside the continental U.S. The purpose and benefit of this session is to introduce attendees to just a few of the agencies that fund international projects.
Examples of invited agencies are: U.S. Trade and Development, Bureau of Overseas Buildings Operations (OBO), US Army Corps of Engineers, Agency for International Development (USAID) and the Millennium Challenge Corporation (MCC). There will also be presentations from international organizations that also coordinate and/or fund projects. These international funding organizations that have been invited are: World Bank, United Nations (UN), InterAmerican Development Bank, and Africa Development Bank. Another market opportunity introduced in this session will be those coming from international non-profit and foundations.
Insight resulting from this session are:
- Is there any work out there for my company?
- Who are the U.S. agencies are funding work outside the United States?
- What are the contract vehicles used by U.S. agencies to hire firms?
- Non-profit organizations also need engineering and geospatial support.
Getting to Know You. Individual One-On-One Discussions
This part of the conference offers a unique opportunity where attendees can schedule one-on-one meetings with a variety of U.S. agencies, conference speakers, consultants and sponsors. These individual meetings will be approximately 15 minutes between just you and the agency or company that you want to speak with.
Please remember, some meeting choices will be in high demand and will be scheduled on a first come basis……so register for the conference early!
Advantages to participating in this session are:
- Ask strategic questions that are specific to your firm
- Get immediately connected to U.S. government agencies that can help you
- Talk with industry leading consultants and professionals
Author Terri Morrison – Question and Answers, Book Signing
Concurrent with “Getting to Know You” discussions Terri Morrison will be answering questions and autographing books and other media that will be available for sale at the conference. Attendees can take full advantage of having this unique experience with a celebrated author, keynote speaker and columnist who has a passion for helping businesses be successful in the international marketplace.
Networking Reception and Excellence Awards Ceremony
Welcome: Former U.S. Representative Don Manzullo, Former member of the International and Small Business congressional subcommittees
Thursday Morning Keynote Address
Keynote speaker Jodi Bond is the Vice President - Americas, US Chamber of Commerce. The U.S. Chamber of Commerce is the world’s largest business federation, representing the interests of more than three million businesses of all sizes, sectors, and regions, as well as state and local chambers and industry associations. Ms. Bond’s will address the important topic of “Doing Business Outside the United State: Positive Trends but Serious Challenges?”
Key concepts from Ms. Bonds Thursday Morning Keynote address are:
- Why is exporting services and products critical to the growth of the U.S. economy?
- Is the current administration supporting exporting?
- How does U.S. foreign policy impact my exporting success?
- What can the U.S. Chamber of Commerce do to support your firm’s international efforts?
New To Exporting - Information To Know Before I Go? (concurrent session)
There are many operational and logistical items to consider when doing work outside the United States either opportunistically or strategically. This concurrent session is purposefully designed to introduce those firms that are “new to exporting” to a variety of topics.
Some the “beginner” topics in this session could include:
- Local Language and Customs
- Safety, Security & Travel Logistics
- Partnering and Networking
- ITAR and Export Control 101 - Speaker: Joe Campagna President, Global Ground Systems – (Confirmed)
Experienced Exporting Topics - Information To Know Before I Go? (concurrent session)
For those firms who are already working projects in the international market, a concurrent session will occur to present more advanced logistical and operational topics.
A list of the current invited and confirmed speakers for this advanced session are included below:
- Safety and Risk Management - Speaker: Jeroen Meijer, Vice President & Director of Consulting, Control Risks – (Invited)
- Legal, Tax, Account Topics - Speaker: Baker & McKenzie – (Company Confirmed)
- Corruption and Ethics - Speaker: Jorge A. Canovas, Esq. Vice President Export/Import Operations, Raytheon – (Confirmed)
- ITAR and Exporting Advanced Topics - Speaker: Lisa Bencivenga Global Ground Systems – (Confirmed)
Case Studies and Lessons Learned
One of the most valuable parts of a gaining insight on any topic is when peer firms share their experiences and lessons learned. Look for open and honest presentations from engineering and geospatial firms as they discuss their particular projects and what valuable knowledge was gained while working oversees to improve performance on future work.
In addition to speaking about the project, presenters have been instructed to discuss the following:
- Who funded the project and long did it take to “close the deal”?
- What unique situations occurred during the project?
- What would be done differently the next time?
- Did the firm use support organizations for exporting, safety, logistics, etc.
- Presentations from the following firms are possible: Macquarie, URS, Bechtel, AECOM, Merrick & Company, Woolpert, Dewberry, Michael Baker Jr., other
For more information please contact:
Conference Program Chairman: Brian R. Raber, CMS, GISP, GLS,
Conference Coordinator: John M. Palatiello,
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