Harvinder Singh, Chairman of PSI Incontrol Sdn Bhd was interviewed by BFM, an independent local radio station, on the subject of Global Partnering as a Business Framework.
described it as a growth into an overseas market by considering the organization's strengths and the possible barriers to entering the host country.
According to him, the market in developed countries would usually be carved out by the many multinational corporations which have entered and dominated the market.
For developing countries, on the other hand, the market is basically 'free for all' where the opportunities for market entry and local partnerships are huge.
However, not all developing countries are easy options.
Taking an example, from his
discovered that India, despite having a huge market, the hurdles to entry are high, price levels are very low and payment practices are somewhat frustrating.
It would require a minimum of a 10-year view prior to entry and a deep pocket to survive in the Indian market.
Regardless of the odds, however PSI Incontrol has managed to forge partnerships with Indian industrial players.
The company has also had successes in other developing and developed countries, namely Oman, Iran, Australia, Bahrain, Rwanda, and Thailand, to name a few.
In some countries, the success has been very encouraging that PSI Incontrol
has even set up branch offices, such as in India, Oman and Thailand.
In Thailand, the company has successfully partnered with its provisional authorities of electricity and built 7 control centres in a 3-year project.
further added that in developing countries, the main focus would be to engage local technological partners where there would be a transfer of knowledge.
One of the key success factors to global partnering is engaging the most compatible partner.
To be compatible, the size of the company is not a measure, says Harvinder
"So that is how we manage it, through employment as well as through the local partners", says Harvinder