sumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and

How often we are reading or hearing about jobs and industries being lost in the West and moving East? People, particularly the business and political leaders, are all complaining about it but does anyone look at why it is happening. It goes right across the board, starting with manufacturing, IT call support centers, banking support centers, and so much more. When one first looks at this, it appears that the West is losing these business opportunities but perhaps the truth is not in the appearance.

An example which I believe is a microcosm of what actually is happening is taken from a client experience. One of my clients has developed a children’s drink. Within the prototype phase, we were able to have samples manufactured and bottled on the Continent. Our testing showed that there appears to be a market, but based on a variety of other factors, a decision was made to change the packaging and the form of the drink. These changes necessitated finding and working with other packaging companies.

During this process, we learned that many of the companies do not even respond to requests for any assistance at all. Numerous requests and even attempts to elevate the questions to people higher within these large organizations fail to bring forth any response. These are the same organizations that are moaning to the press and anyone else that will listen that they are losing market share, losing jobs and need to have tariffs or other penalties lodged again the businesses coming from the emerging markets.

It begs the question of what is driving the change. Is it that people are forever seeking the cheapest price and willing to go to the other side of the world to get it? Or is it that the companies located nearby are so confident that people will accept any type of service they choose to give that they falsely think they do not have to provide service at all? Looking at these questions in more detail, it seems a reasonable assumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and

appearance.

An example which I believe is a microcosm of what actually is happening is taken from a client experience. One of my clients has developed a children’s drink. Within the prototype phase, we were able to have samples manufactured and bottled on the Continent. Our testing showed that there appears to be a market, but based on a variety of other factors, a decision was made to change the packaging and the form of the drink. These changes necessitated finding and working with other packaging companies.

During this process, we learned that many of the companies do not even respond to requests for any assistance at all. Numerous requests and even attempts to elevate the questions to people higher within these large organizations fail to bring forth any response. These are the same organizations that are moaning to the press and anyone else that will listen that they are losing market share, losing jobs and need to have tariffs or other penalties lodged again the businesses coming from the emerging markets.

It begs the question of what is driving the change. Is it that people are forever seeking the cheapest price and willing to go to the other side of the world to get it? Or is it that the companies located nearby are so confident that people will accept any type of service they choose to give that they falsely think they do not have to provide service at all? Looking at these questions in more detail, it seems a reasonable assumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and

ith other packaging companies.

During this process, we learned that many of the companies do not even respond to requests for any assistance at all. Numerous requests and even attempts to elevate the questions to people higher within these large organizations fail to bring forth any response. These are the same organizations that are moaning to the press and anyone else that will listen that they are losing market share, losing jobs and need to have tariffs or other penalties lodged again the businesses coming from the emerging markets.

It begs the question of what is driving the change. Is it that people are forever seeking the cheapest price and willing to go to the other side of the world to get it? Or is it that the companies located nearby are so confident that people will accept any type of service they choose to give that they falsely think they do not have to provide service at all? Looking at these questions in more detail, it seems a reasonable assumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and

again the businesses coming from the emerging markets.

It begs the question of what is driving the change. Is it that people are forever seeking the cheapest price and willing to go to the other side of the world to get it? Or is it that the companies located nearby are so confident that people will accept any type of service they choose to give that they falsely think they do not have to provide service at all? Looking at these questions in more detail, it seems a reasonable assumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and

sumption that most people, including people within organizations, would prefer to do business with someone that they can see, meet with and feel a connection to physically – not just over the Internet or a telephone. This is a natural order for us and our approach to our world.

So when people and companies are looking to other countries, cultures and places to do business where it is difficult, if not possible, to verify that it really is a business and that the promised products and services will be delivered, where there are language barriers – is that the choice because they think it will be better or because these are the people that are responsive to their questions and requests?

Company leaders should take a good and honest look at their organizations and answer the question: are we losing the business to the East or are we giving them the business?

Copyright, October 2006, Susan Bagyura, Blue Danube Coaching Limited