Globalscot: the ultimate export development resource?

The globalscot network is one of the most practical, no-nonsense initiatives set up to help Scottish businesses to access and share world-class international knowledge and expertise.

It comprises an active network of over 900 influential Scots, and those with an affinity to Scotland, working in senior positions around the world who want to play their part in growing Scottish companies and ultimately our economy.

Through connecting with globalscot members, Scottish companies have access to a range of services, mainly delivered via the internet with a new, re-developed website that provides a distinct range of easily accessible information. (click here to visit the globalscot website)

Globalscot members typically assist companies with advice, access to opportunity and support with raising of aspirations. In economic development terms, globalscot is a unique and powerful network.

As well as being web-enabled and business-focused, the network also organises international gatherings and events to allow members to meet and develop their involvement in the initiative.

As in previous years, members of the globalscot network played a leading role at OTC in Houston, helping the prominent Scottish contingent with valuable in-market advice and networking opportunities.

Read on for details of how globalscot has already helped three North East businesses to access the challenging Houston market – Westhill-based Nessco Ltd, and Aberdeen-based J&S Marine and Cromar.

Nessco:– the insider’s perspective

Globalscot insight helped to provide Nessco with an insider’s viewpoint on the business environment in Texas to help the Aberdeen-based telecommunications company promote its capabilities in systems integration for the global oil and gas industry.

Nessco received extensive globalscot support before, during and after visits to Houston organised by Scottish Development International (SDI).

“Globalscot is an informal inside track into a business environment that you wouldn’t get in a very formalised way. You get an insight that is not written down in any textbook or business manual that you are likely to find,” notes Tom Smith, managing director with Nessco.

Tom was able to connect with a number of globalscots, offering a variety of perspectives. “We had extensive access to several senior Wood Group executives, for example, while Captain Alistair MacNab of the Greater Houston Port Bureau was very good with the general context and business arrangements over there.”

Another Houston-based globalscot member, John Lee, stresses the importance of appreciating unique Texan business environment. “The environment here is very dynamic and more relationship-driven than in the UK. You really need to keep your finger on the pulse and continue making new contacts,” he stresses.

Tom Smith has engaged with globalscots on an ongoing basis and is appreciative of the support and knowledge they provide: “It has a relationship angle on it as well. It’s not a very sterile report, it’s a warm-blooded report of what is going on and it’s there to be utilised. The value is in being available for a conversation and playing back experiences and insights to those who are new to a market. If it causes you to think and to consider your tactics, that is an invaluable exercise.”

Click here to visit the Nessco website

J&S Marine: finding the right person for the job

Aberdeen-based subsea technology company J&S Marine successfully used globalscot to research, plan and support its move into the Houston market. The company was introduced to the globalscot concept at a dinner in Houston organised by Scottish Development International (SDI) as part of an energy and engineering learning journey to the area.

J&S Marine was looking to understand the mechanics of doing business in Houston, make contact with potential customers and examine options for establishing a local presence.

Advice from globalscot members including Derek Blackwood of Wood Group, Chris Criner of MacGregor Energy Services and Robert McInnes of FMC led to the company taking the decision to employ a key executive to look after their interests in Houston.

These members were able to assist by suggesting valuable contact names and providing introductions which led to the right person being engaged. Conversations with globalscots also helped the company to increase their understanding of the business and social environment in Texas.

“The globalscots gave us sound general advice, which saved us a lot of legwork, enabling us to talk to the right and not the wrong people. Houston is a different world from Aberdeen – relationship-building and introductions are very important, and understanding that is crucial,” explains Keith Swinden, business development manager for J&S Marine.

“Globalscots help with understanding the social environment - they are effective catalysts. They’re on the ground doing business, and it’s nice on a social level to talk to them and get support.”

Globalscot Chris Criner is open about his motivation for taking up globalscot membership: “I am a Texan, and in Texas we believe in ‘shooting straight’. If a person or entity is going to come to my town to live and work, then it is my honour to provide them with a taste of Texan hospitality, including giving them honest information about the business climate and cultural issues,” he says.

Click here to visit the J & S Marine website

Cromar: smoothing the path to further international expansion

Aberdeen-based well service equipment specialist Cromar was assisted by globalscots when visiting the USA and Mexico as part of a trade mission to the area organised by Scottish Development International (SDI).

Cromar had already been operating in the US since 2000, but wanted to assess areas for further expansion.

“We did it all ourselves the first time, and it was a very painful lesson to learn. If we’d gone through the globalscot route and enlisted some of their advice, it would really have been very different and we probably would have saved ourselves quite a bit of time and money,” notes Colin Black, Cromar’s sales and marketing director.

This time round, globalscots based in the Houston area were able to give Cromar an insight into ways of doing business in this locality. This included passing on details of contacts they had used within support services such as law firms, banks and accountants in addition to valuable personal connections within major Texan oil companies.

“They were a good sounding board, and gave a reality check on what was achievable and what perhaps needed some more thought,” recalls Colin Black. “I found that the globalscots are very enthusiastic about supporting Scottish companies develop and grow.”

Cromar have maintained ongoing contact with some of their globalscots, including meetings at the Offshore Technology Conference (OTC) held in Houston in May. “Over time, we’ve bolted on a few more globalscots, and they’ve all been of help one way or another, telling us what not to do as much as telling us what to do,” notes Colin Black.

One of Cromar’s globalscots is Derek Blackwood, who is based with Wood Group in Houston. He is modest about his contribution: “I’m just passing on small, subtle things that can make a big difference when doing business here. I can see the way that potential clients will view Scottish companies.”

“I get satisfaction from seeing fellow Scots coming over and being successful. Being able to help others avoid the pitfalls and have a smoother learning curve is a big motivation.”

Click here to visit the Cromar website

To learn how globalscot can benefit your company, contact:

Mark Hallan

Head of globalscot

Tel: 0141 228 2266

Mark.hallan@scotent.co.uk

Click here to visit the globalscot website