Monthly Archives: January 2016

EIA 022 Mismatched Marketing Sales Guru

Morry-Morgan-150x150
Morry Morgan

Morry Morgan is the Managing Director as well as Head of Consulting at ClarkMorgan Ltd., an award winning corporate training firm that develops teams and individuals of multinational companies across the Asia Pacific region, in particularly China, Singapore and Australia. His team works with HR Directors, Managing Directors and APAC Business Leaders post-merger, or when high performance team development is necessary.

Morry discusses the details of how he uses Linkedin as a sales and marketing platform for ClarkMorgan and gives his own personal example. He describes himself as a “Mismatcher that is not afraid to give his opinion”. The road he has taken from Australia to founding of his company in China and its expansion across the APAC region, the personal failures and disasters that he has encountered along the way; his passion for marketing, sales and technology. Morry also provides knowledge and advice that can help entrepreneurs at present or thinking of doing business in China and the APAC region.

Morry is also the author of Wiley published, “Selling Big to China: Negotiating Principles for the World’s Largest Market”, and “Managing the Millions: Practical HR Management in China”. He has also been named as a Top 30 Global Sales Guru, by research firm Global Gurus.

Today, he lives in Melbourne, and travels to Singapore and China every six weeks running training programs and consulting clients.

Also Discussed in this episode

The Google search that revealed his recent award.

ClarkMorgan was founded in China in 2001 and in 2012 they open up in his native Australia, becoming an APAC company. Adjusting from the fast paced business environment of China to the slow pace of Australia for him was challenging.

As well as in China his Mandarin has proved good enough to get him through doors in Malaysia and Singapore.

The next challenge is to open up in Dubai. The next step in the long-term expansion of the company

The lows have seen SARS when all business was lost during the confusion but surviving by being young and subsisting on low salaries.

During the 2008 financial crises, all Q4 revenue was lost when 75%, around 65 employees, of the company was fired, voluntarily redundancy, sweetened by allowing staff to take their laptops. Subsequently some returned to occupy senior positions within the company, which is a testament to his Morry’s people skills. However conflicts have occurred over intellectual property theft and lack of professionalism with colleagues and employees, due to his no nonsense manner approach to building a successful business. This has led to the creation of friends from enemies.

Working in China people forgive errors due to the speed of change. Business happens in Australia is slow.

Singapore and Malaysia small market size limits opportunity

Singapore multiple meetings a day up to 5.

Australia fewer business people to meet with.

Dubai looking to make new connections.

The pace of change in China has seen his business model change from English training, 15 years ago to soft skills training, 7 years ago and a prediction that mobile apps will be key in the next 5 years as technology plays an ever increasing role.

Morry gives the steps he uses to create business relationships on Linkedin in an easy to follow case study. By giving a solution to a problem with no strings attached in the gentle approach to sales.

Linkedin now has a Chinese version and so open to Chinese users to leverage it’s advantages in the sales and marketing process.

Since 2011 ClarkMorgan insights has been used to market and generate sales. Interviews with thought leaders on doing business in China. 150-160 five minute video interviews with staff, MDs, VP’s, General managers, Founders, Authors set to their own format of theory and anecdote. All for free and providing a marketing channel to potential clients.

Further insights in to his personality revealed to him through psychometric test that relate to his love of learning and his passion for technology and travel.

Time to produce content writing, video and He was the General Manager and did everything before he hired an accountant then operations director to ensure eventually making himself redundant so that he could focus on his passions of marketing, sales and closing deals areas. Based on a philosophy of “delegate, delegate, delegate”.

From microbiology to Sales guru. Accidentally got into mandarin before starting a business qualification. After graduating then spent one year working as a microbiologist, got hired by a pharmaceutical company. Before eventually arriving in China and faced with the limited choice of jobs available at the time decided to create his own position.

Entrepreneurs should be willing to get involved with all aspects of a business. They need to be generalists but also need to be aware of when to hand over to a qualified specialist within the company and concentrate on what they are passionate about.

His book a “Selling Big to China” published in 2010 based on his experience building a sales team and selling to purchasing managers of Chinese and multinational businesses. He is currently working on the updated version and apart from that free information is available on the ClarkMorgan.com website

Finally the roller-costa ride is not one for those that need security and stability. If that is what you need and you want to work for a start-up then find an entrepreneur when the startup has stable cash flow.

Links


Morry Morgan can be found by search on Linkedin or scan here for WeChat QR Code

 

EIA 021 Tech My Clothes Away

Barbara Yu Larsson
Barbara Yu Larsson

Barbara Yu Larsson is the founder and CEO of PAKT, which is a Hong Kong-based startup which offers a creative tech solution to the acute space issue that plague all city dwellers globally. Prior to launching her business, Barbara had careers in investment banking and executive search in New York, London and Hong Kong. She has lived all over the world and in her own words has “a wanderlust”. She is multi-lingual and has an extensive and diverse global network.

Barbara discusses how her change from the corporate world into the world of tech was unexpected but developed out of her own need and thinking of a solution to the problem of what do you do with the clothes that you don’t need now but you will need when the season changes and limited space. The idea extends into wardrobe makeover, vintage clothing care, sustainability, the use of organic clothing care products and clothes sharing with your best friends.

Growing a tech company that provides a much needed service that catches the eye of established players that see the benefits of creating strategic partnerships is something that was not originally planned for but came out of focus groups. This led to partnerships with “Quintessentially Lifestyle” a famous worldwide an award-winning luxury lifestyle management & concierge service company and using a range of products supplied by “Mrs. White’s”.

Barbara’s adaptability sees her develop skills as a councillor and coach during the financial crises to help men and women in their prime overcome the disaster. She is then able to use these skills to build PAKT.

How it is possible to create a tech startup with no tech skills of your own apart from being numerate and wanting to… and to communicate successfully your vision to the other three core members of the team who are themselves engineers with varied interests.

As your startup develops the benefits of having outside opinions in the form of WHub and Karen Farzam (interview here) give you advice that enables you to raise the level of your pitches to a conversation where you know every detail of your business.

Family support to is important when the decision is made to build a startup and if you can get your children involved to suggest name that is short, relevant and reflects trust; and also provides a great source of interns that are a vital part of many successful startups.

In just over a year the company has grown from an idea to four core members plus six in the office and two more about the join.

While Barbara does not believe she is successful she is following the path of “If there is a will there’s a way and being flexible, willing to pivot and that the original idea can change based on the customers feedback” is a vital part for the success of a startup.

Links


http://www.pakt.hk/

https://www.quintessentially.com

https://hk.linkedin.com/in/barbarayularsson

China

 

 

EIA 020 The Risk that Fails You

William Leong
William Leong

William Leong worked in Hong Kong for nine years before moving to China in 2001. He is one of the two founding partners of Willsonn Partners Limited, which has been involved in providing accounting services in China since 2003, and has offices in Shanghai, Beijing, Shenzhen, Guangzhou, Malaysia and Singapore. He has a total of twenty years experience that places him in a privileged position to know what the difference is between success and failure in these markets.

In this conversation he gives his own insights on how to achieve success in China. He reveals why his own failures occurred and how he met his current partner in 2003 to form Willsonn Partners Limited, which still has the original first three employees among its now eighty staff.

William stresses the importance of considering the risks that can lead to failure and also discusses the practice he follows for the continued success of Willsonn Partners Limited for both the short and long term.

Throughout he gives practical advice on how to seriously approach doing business in China and touches on many other important ideas.

Also discussed in this episode:

Important insights in how inexperience can lead to failure.

What questions to ask when going into a partnership whether foreign and Chinese.

Who will stay with you in times of trouble your business partner or spouse.

Some of the factors that lead to business failures

His assessment and knowledge of his own partner and how it fits in with his own roll.

Using entrepreneur events to learn about and find partners.

The difficulties of a business breakup.

The influence of Li Ka Shing on his thinking and how he uses it to drive the success of Willsonn Partners to take account of the risks involved in a start-up business.

The surprise admission that many entrepreneurs have about keeping financial secrets from their accountants and how this leads to failure.

When he gives advice and when he remains silent on how the business is run.

The relationship between, previous success and future success or failure.

The relationship of speaking the local language with success or failure.

We hope that you enjoy this episode and would like to invite you to leave your comments and suggestions.