Subject of the intervention

Risk management for international business developers

Problematic raised by the speaker

Preventing risks for yourself, your colleagues and the company while developing international
businesses in complex and changing environment.

Plan of her / his intervention

1) :Compliance
2) :Preventing
3) :Lobbying

Essential elements tospot

ition Fundamentals of Speaker

Definition of the notion of risk in the k is present in different form and it’s important
the risk.
to prevent the risk and know working
course and practices of the interveno

nting corruption and influence peddling

nting conflicts of interest
ng fraud
pliance with international sanctions and export controls
nting the risk of money laundering and terrorism financing
he place of the concept of risk in the ity check on business relations
functioning of the organization and hospitality
nage and sponsorship
nting market abuse
enting violations of competition

nting corruption and influence peddling

nting conflicts of interest
ng fraud
pliance with international sanctions and export controls
manner in which this risk is managednting the risk of money laundering and terrorism financing
the company ity check on business relations
and hospitality
nage and sponsorship
nting market abuse
enting violations of competition

impact of risk decisions on process Big impact

decisions in the company

ment and manage an environmental and territorial resilience

The manner in which the
rson (the intervenor) understand the
ate the potential of urban nature: measure and visualize an
oncept of risk and include it in their
tory of current green and blue heritage, identify opportunities for
professional
ing and creation of ecological corridors, monitor key indicators
practice
py index, % vegetation, etc.);
 l vulnerabilities to urban heat islands: identify and map the area
opulations most vulnerable to extreme heat, simulate the impac
ening projects on temperatures;
ate climate change in the territory: predict the intensity and
ency of extreme heat episodes in the city and compare different
arios.
ate the effects of environmental and climatic risks on the territory
s infrastructures (example: flood risks)

How does this subject affect or can affect international trade

and business development issues on the plans below ?
Operational Risk Strategic Risk Systemic Risk

enting corruption and influenc

ling
uption is the act of promising,
g or offering (active corruption
third party, but also the act of
ting or receiving (passive
uption) from a third party,
tly or through another person
bying mproper advantage, for yourse
est representation (or lobbying) r others, to facilitate, perform
ves communicating with a public in from performing an act.
rity check on business relations
al (elected official or civil servant) toence peddling is considered
rity checks therefore include verifyin
ence the content of a public decisionuption under French law.
ners' repute by assessing their intrins
e to impact the company's activities. difference is that influence
ty (criminal record, penalties,
n a person paid by the company ling requires the presence of
tation, etc.) and verifying the integrity
tly (employees) or indirectly termediary, between the
e business relationship by assessing
sultant, professional association, thin ntial beneficiary and the publi
ssociated legal, economic and
etc.) comes into contact either in ority, that uses its influence to
rial conditions (organisation of the
ng or verbally with a public official witn or attempt to obtain the
ner, contract, legal and financial
im to convince that individual, he or ed decision (awards, jobs,
ture, payment terms, etc.).
s performing a lobbying action. racts or any other favourable
rtner is understood to mean any
ponsible lobbying is carried out: sion).
idual or entity that has a contractual
nsparently, by systematically mètres audio
onship with the company or an entity
ifying oneself on and registering on ussion
rolled by the company, such as an
nstitutions' enting conflict of interest
nisation receiving patronage or
sorship, a project partner, an nflict of interest arises when a
ing registers of interest onal interest (or personal
mediary or supplier, and under certa
esentatives. On the basis of reliable,ity) interferes with, is likely to
itions a customer.
ed and updated information. fere with or may give the
in compliance with the positions of ession of interfering with the
r stakeholders. s entrusted to us as
oyees.
licts of interest can affect our
rtiality or cast doubt on our
y to assume our
onsibilities objectively. These
onal interests may result from
cial or business commitments
olitical or ideological
ections that the employee ha
 de the company. Interests ma
f an association, charitable,
ral, financial, political, religiou
porting nature or result from
y or sentimental ties.

Conclusion of the intervention

Preventing, lobbying and compliance

Essential to remember
Always ask yourself:
• Are my actions legal?
• Are my actions aligned with the company's values and rules?
• Do my actions comply with the rules set out
in Ethics and Compliance Guidelines?
• Could I justify my actions to my line manager?
• Would I be comfortable if my actions were made public internally and externally?

Always inform:
• Your management
• The Legal Department
• The Ethic and Compliance Department
Be trained
Use the whistleblowing system if necessary

Objectivation of the intervention by the speaker

Show us how the management play a role in the risk.
Subject of the intervention
Business development

Problematic raised by the speaker

What business development issues and the most common risks a project can face

Plan of her / his intervention

1) : objective of business development
2) :. Business development activities
3) :. Personal experience

Essential elements tospot

ition Fundamentals of Speaker


Definition of the notion of risk in the project can face. By learning about these, you can teach your team how to fi
course and practices of the intervenons before problems become a major impediment to implementing important
he place of the concept of risk in
functioning of the organization
manner in which this risk is managedleads
the company
nalysis is an important part of the project planning process. A clear
tanding of project risks will help you prevent them or prepare for them.
presentation, we'll look at business development issues and the most comm
es.
and threats associated with the organization of management of the enterprise
subdivisions, primarily with the selection and placement of management
nel. This group of threats is determined primarily by the degree of qualificatio
mpetitiveness of the direct owners of the means of production and their
ers, the degree of "rellability" of the management personnel, their interest an
ions, the ability and desire to use innovations in production and in the
zation of the enterprise.
ortant role here is played by the relationship of the management personnel o
the poration and its subdivisions with other forms of business, especially in the h
es, as well as with local authorities
ction risks and threats that are associated with the process of direct productio
r activities of international business, and this, in turn, is determined by the lev
ecifics of the appucation in the production of new equipment and new
logles, the level of mechanization and automation of production, the level of
ch activities of all participants of the production process, the volume of funds
ed by the enterprise for these purposes, the rate of application in the econom
of new developments, the extent of possible
for clients and interested parties
zation of Initial presentations and negotlations with potential customers and
rs
s of the client's needs and tasks / carrying out extensive market research
pment of values and marketing strategies (for the client's tasks needs). Analy
able human and technological resources, development of solutions.
pment of technical specifications and its main stages (teleconferences,
gs, audit of existing facilities).
assessment
g the contract
Selection (HR)
pment of the project implementation schedule
al Plan
zation of business processes
visibility and awareness
te thought leadership
ct outreach
e exemplary customer service
p sales content from
for clients and interested parties.
ocess of attracting.
ate a list of potential clients.
te the "expediency" of working with clients (why they need you in their curren
on).
information on contacts (decision makers, decision influencers) and the
on (who they work with, what tasks/needs are relevant).
ate hypotheses "on entry" to customers.
ate a value proposition.
out to the customer and negotiate the next step (working through the
ation, online meeting, samples, offer, etc.).
nto the sales process.
ss development Activities
zation of initial presentations and negotiations with potential customers and
rs.
s / actions:
 k analysis is an important part of the project planning process. A
impact of risk decisions on process ear understanding of project risks will help you prevent them or
decisions in the company prepare for them.
The manner in which the
rson (the intervenor) understand thek analysis is an important part of the project planning process. A
oncept of risk and include it in their ear understanding of project risks will help you prevent them or
professional prepare for them.
practice

How does this subject affect or can affect international trade

and business development issues on the plans below ?
Operational Risk Strategic Risk Systemic Risk
ct Team Member
Proactively identify risks and
characteristics in terms of probabi
currence and impact.
ct Risk Manager Proactively respond to risks
ECT RISK MANAGEMENT PLAN (RMP) Prepare and update the project RMP. specialty area.
ct Manager Develop a schedule for key check-in Document actions and report t
Approve the project RMP. ones for review and update of the RMP. ct Manager for inclusion in risk
Approve and ensure implementation of Determine when risk workshops will be gement updates.
nse actions to identified risks, particularly ed and ensure appropriate preparation is Monitor effectiveness of
cant risks that emerge as prospects for riskmplished prior to the workshop. nse actions.
nse. Collaborate with the Strategic Analysis a Communicate with Project
Confirm who will carry out response ating Office, CREM Unit, to coordinate ger regarding risk management
ns and when action will be taken; incorporateorkshop, workshop, and post-workshop ns and changing project risk profile
work plan. ies, including the need for consultants and/ion of new risks or retirement of o
Monitor effectiveness of response actionparticipants-both internal and external. -as appropriate)
Regularly review and update the project Oversee and manage day-to-day risk Owner
gement process for the project. Implement agreed response
Promote aggressive risk management fo E
 nsure quality of risk data. ns.
roject. Track and monitor effectiveness of Report on effectiveness of the
Actively participate in risk workshops. nse actions. ctions to the Project Manager /Ris
Communicate to senior management the Promote risk management activities withger and affected project team
nd uncertainty the project is exposed to andoject team and with stakeholders. bers.
ction that will be taken to address it. Communicate with Project Manager on a Identify new risks that may
 rs related to risk ge after response actions.
Communicate with Project
ger regularly, including the need fo
risk response actions if needed.

Conclusion of the intervention

Risk analysis is an important part of the project planning process. A clear understanding of
project risks will help you prevent them or prepare for them.
Essential to remember
When you know the risk you can control the risk.
 Objectivation of the intervention by the speaker
Prevent the risk by risk analysis.

Essential elements tospot

ition Fundamentals of Speaker

that the investor have to do which implies risk : organize the

ng, analyze activities and checking fabrication. Those task impli
y risk and time risk. If the inspection is not sufficient what happe
? Financial risk is a critical part during the purchasing for the
Definition of the notion of risk in the y Timing is also a risk as sometimes I prefer to pay high to have
course and practices of the intervenooduct faster The respect of high quality, norms for each equipme
sk that’s why inspection is necessary, respect of standard and
ations are mandatory.

he place of the concept of risk in the lace of the risk in the functioning of the organisation is significan
functioning of the organization urchasing, transport, construction…

ch steps all process have to be done with respect of

manner in which this risk is managed
the company ations.(incoterm is a good example)

impact of risk decisions on processcan affect considerably the company as a problem of quality,
decisions in the company ery for instance lead to a huge loss for the company

ntervenor is connected with the risk in his professional practice

The manner in which the
rson (the intervenor) understand the
oncept of risk and include it in their
professional
practice
se when you are in contact with the supplier there is a lot of risk 
wledge of document, lack information, errors. Organizing meeti
es risk too when there is different nationalities so different cultur
ntrolling about the provisions, materials, delivery faced also criti

How does this subject affect or can affect international trade

and business development issues on the plans below ?
Operational Risk Strategic Risk Systemic Risk

teps have huge risk for the companylems with suppliers or technical risk
tion of raw materials,
rding the quality, product, delivery oread to losses in long term for the
pment, fail of supplier can
nternal event that can affect the nization and oblige her to change his
ct globally the company
pany egy

Conclusion of the intervention

Expediting activities implies different types of risks and have been taken seriously in each steps of the
process of the expediting activities, as the company is international and so higher is the risks

Essential to remember
Risk for the intervenor is : not receiving equipment in good time, quality and price and happens in each
steps of the expediting activity : Engineering, Planning, Transport, Inspection and Construction
 Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
The risk according to the speaker is an
exposure to the danger. A situation we
can’t be sur
to have a positive result. The risk can be achieve goals but in a particular form. The
on the impact and on the exposure. When
you are
exposed on a risk you are exposed on the speaker he can affect the image of the
failure, loss, danger or damage.
The place of the concept of risk in
the functioning of the taking in count during the management of
organization
The risk has a multiple place on a
functioning organization. There is risk in
finance, risk in
insurance or risk in management
The manner in which this risk is
managed in the company
The manner in which this risk is managed
n the company is : identification – analysis
– harm a company.
response- evaluation
The impact of risk decisions on
process of decisions in the
company
Impact of risk decision in the process of goal where your company can respond to
decision in the company is to prepare the his risk better than the others companies, decision in the company is very important
potential
danger, loss, damaged and prepare a
solution.
The manner in which the
person (the intervenor)
understand the concept of risk
and include it in their professional
practice
The internvenor understand the concept
of the risk like something to identified and
to
search a solution for limit the impact or to
destruct the potencial damage or loss. The
concept of risk is the anticipation.
How does this subject affect or can affect
international trade
and business development issues on the
plans below ?
Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
The risk according to the speaker is
something that influence or obliged
companies to
risk can be externe or intern and
according to
company. The risk is something that we
have to
a company.
The place of the concept of risk in
the functioning of the
organization
The risk has an important place in the
oncept of functioning of the organization,
it can
guide the principal objectives of the
company and the way to attend them. The
risk can
The manner in which this risk is
managed in the company
The manner in which this risk is managed
in the company is : identify the risk,
choose a
demonstrate what your company can
managed the risk and inform (promotion)
The impact of risk decisions on
process of decisions in the
company
Impact of risk decision in the process of
decision in the company is to guide the
decision
in order to respond to the risk. It also
impact the choice of objectives and the
way to attend
them.
The manner in which the
person (the intervenor)
understand the concept of risk
and include it in their professional
practice
The internvenor understand the concept
Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
The risk can change or created by an
activity, an innovation or a company. The
risk is
something can happen if you do
something, but in the point of you of the
speaker, the risk
can not exist when you do something but
what you do creat a new risk.
The place of the concept of risk in
the functioning of the
organization
The risk has an important role because we
can’t predict the risk and it can affect the
entire
activity of the company.
The manner in which this risk is
managed in the company
In the company the risk is managed in
anticipate the potential disaster the risk
can make
and make a lot of protection. Particularly
in the domain of internet.
The impact of risk decisions on
process of decisions in the
company
The impact of the risk in the process of
because
the risk can bloc decision when they are
too risky.
The manner in which the
person (the intervenor)
understand the concept of risk
and include it in their professional
practice
How does this subject affect or can affect
international trade
and business development issues on the
plans below ?
Operational Risk Strategic Risk Systemic
Risk
Competition risk Risk of innovation
Security risk, example pirate of
document

Pierre Bordeaux
Operational Risk Strategic Risk Systemic
Risk
Correspond to risk make direct or
indirect loss, intern or extern
It affect international trade and
business development because it
correspond to intern and extern
event who can prevent the asses
of the goal’s company. If we
identify strategic risk they can
interrupt business development or
international trade.
It correspond to a financial risk or
economic risk. So it can affect
international trade and business
development.
t of the intervention
dimension of risk in terms of business
evelopment and from the point of view of
international trade as entrepreneurship.
Problematic raised by the speaker
How can managed the risk in developing a
product for the international market
Plan of her / his intervention
1) :Information about the product and
communication
2) :Distribution
3) :Risk
Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
The risk for the intervenor is something
appear when you want to developpe a
product and
you have to choose the best option in
order to limit the risk.
The place of the concept of risk in
the functioning of the
organization
The place of the concept of the risk in the
functioning of the organization touch all
branch
payment risk, business development risk
and distribution risk.
of the risk like something that we have to
be aline
with him and respect him.
How does this subject affect or can affect
international trade
and business development issues on the
plans below ?
Pierre Bordeaux
Operational Risk Strategic Risk Systemic
Risk
It can affect international trade
and business development for
example with laws who limited
emission of pollution in order to
obliged companies to aline with
goals. This make an extern risk.
It can affect international trade
and business development
because aline with the risk
become a trend and companies
who can’t follow the trend have a
bad image. For example
companies who have objectives
alines with the climate change
have a great image and are more
credible.
This subject affect international
trade and business development
because for aline with the risk
there a lot of cost : managing cost,
timing cost and material cost. Not
all companies have the capital to
aline with the risk.
Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
project logistics is a critical aspect of any
project and it is important to manage the
risks
associated with it to ensure a successful
outcome.
anything that threatens an
organization's ability to generate
profits at its target
levels;
a situation involving exposure to danger.
The place of the concept of risk in
the functioning of the
Pierre Bordeaux
Conclusion of the intervention
AI and all concern internet it’s a real
opportunity but it’s also something very
risky so we have to play with these two
elements.
Essential elements tospot
Definition Fundamentals of Speaker
Definition of the notion of risk in
the discourse and practices of
the intervenor
project logistics is a critical aspect of any
project and it is important to manage the
risks
associated with it to ensure a successful
outcome.
anything that threatens an
organization's ability to generate
profits at its target
levels;
a situation involving exposure to danger.
The place of the concept of risk in
the functioning of the
organization
Central in the engineering part (design
material requisition,)
Prcocurement (purchase inspection,
expedition, logistics)
Construction planning
The manner in which this risk is
managed in the company
Simplified purchase process, compliance
with incoterms (Import clearance,
packaging,
loading, transport) . Take of the respect
and compliance with terms of the
contract,
mitigate delay of delivering
activity statistics, data from events
The impact of risk decisions on
process of decisions in the
company
The manner in which the
person (the intervenor)
understand the concept of risk
and include it in their professional
practice
An ongoing process that they manage and
 The manner in which this risk is
managed in the company Tell the good
question and find the better option less
risky.
The impact of risk decisions on
process of decisions in the
company
The impact of risk decision on process of
decision in the company is very high it can
change the destination, value of product
or clients.
The manner in which the
person (the intervenor)
understand the concept of risk
and include it in their professional
practice
For the intervenor the risk is something
we have to work with and play with.
How does this subject affect or can affect
international trade
and business development issues on the
plans below ?
Operational Risk Strategic Risk Systemic
Risk
Pierre Bordeaux
EXW, FOB, CIF ? Which incoterm
to
choose ?
Advance payment or credit
terms,
Best payment insurance : letter
of
credit (credit documentaire),
Factoring and credit insurance :
another cash flow solution.
Choosing the right partner :
one national importer or multiple
local distributors ? Agents ?
Consider the pricing structure
based
on the various import taxes and
distribution systems.
Sale to importers,
Import license required,
Adaptation to mandatory
import regulations on
packaging,
Shipping by boat : FCL
organization mitigate through different tools, risk
management consists of anticipating,
Central in the engineering part (design identifying, assessing, and mitigating
material requisition,) these
Prcocurement (purchase inspection,
expedition, logistics) possible interruptions in every logistics ...
Construction planning
Pierre Bordeaux
The manner in which this risk is
managed in the company How does this subject affect or can affect
international trade
Simplified purchase process, compliance and business development issues on the
with incoterms (Import clearance, plans below ?
packaging,
loading, transport) . Take of the respect Operational Risk Strategic Risk Systemic
and compliance with terms of the Risk
contract,
Delay in transport, delivery of poor
mitigate delay of delivering
activity statistics, data from events quality
The impact of risk decisions on Non-fulfillment of financial
process of decisions in the obligations
company
The manner in which the risk of loss of property due to
person (the intervenor) natural disasters, unfavourable
understand the concept of risk transportation conditions;
and include it in their professional
practice
An ongoing process that they manage and
mitigate through different tools, risk
management consists of anticipating,
identifying, assessing, and mitigating
these
possible interruptions in every logistics ...
Pierre Bordeaux
How does this subject affect or can affect
international trade
and business development issues on the
plans below ?
Operational Risk Strategic Risk Systemic
Risk
Delay in transport, delivery of poor
quality
Non-fulfillment of financial
obligations
risk of loss of property due to
natural disasters, unfavourable
transportation conditions;