Focusing Tunisia Energy on Entrepreneurship The American Corner

Paul R. Sullivan Senior Fellow, The William Davidson Institute at the University of Michigan Founder, former Managing Director, Global Partners, Inc.

I. II. III. IV. Global Competitiveness Build on Your Greatest Strengths “You too can be an Entrepreneur” How to Catapult Your Career

Paul R. Sullivan

University of Michigan Ross School of Business and the William Davidson Institute
• Global Business Development, Leadership and Entrepreneurship

Global Partners, Inc. - Founder and Managing Director: Global
Fortune 100 clients include: Aerospace, Electronics, Energy, High Technology, Telecom & Transportation • ABB - Capture Team Programs for infrastructure projects in 35 countries Alstom - Developed Global Service Excellence program and trained 1000 managers in 23 countries • GE - Project Management training throughout Europe • GE Healthcare SAM and Service training worldwide

Harbridge House, Inc. – Senior Vice President
• • Projects to develop leaders in Fortune 500 companies Management training programs for NASA, DOD, DOE and foreign governments

Activities: World Affairs Council, International Institute, French-American Chamber of Commerce; Advisory Board Community Center for Entrepreneurship, Mentor Cleantech Open competition

Global Partners’ Clients

I. Global Competitiveness Index
Country Switzerland US Singapore Sweden Denmark Finland Germany Japan Canada Tunisia 2009-10 Rank 1 2 3 4 5 6 7 8 9 40
Source: World Economic Forum, 2011

Billions of entrepreneurs
Powering change and bringing hope to countless people

Theme: Competition Counts

“We need to be competitive on a country, company and personal level”

The Urgent Need for Global Leaders
Tunisia’s efforts to increase exports, will create new demands for global leaders Less than a small % of Tunisia’s companies export now 99% of the world’s consumers are outside Tunisia More corporations around the world are now going global

“The thing that differentiates good leaders from great leaders is passion for learning and the ability to learn” Bob McDonald, CEO P&G

Why Emerging Market Entrepreneurs Need to Think Globally
Helps create jobs, gain stability, foreign exchange and international recognition Global companies are racing around the world to find lowest priced labor Economic benefits of comparative advantage Natural resources have been exploited – opportunity to protect assets Exports are a force for institutional reform Globalization fosters long-overdue fiscal reform, labor reform, and corporate consolidation “Developing countries must focus on establishing legitimacy at home and in the wider world at the same time”
Ashraf Ghani and Clare Lockhart – Fixing Failed States: A Framework for Rebuilding a Fractured World, Oxford University Press

II. Build on Your Greatest Strengths

Self Assessment Build upon your Knowledge and Expertise
– recognized products and services?

Assess your Interests
– what type of activities do you like? – what industries/jobs do you respect?

Analyze your Strengths
– Where do you excel? – what do people tell you that you do well?

Consider how you like to spend your time
“I was more interested in exciting and interesting work and where my contribution would be appreciated than the money…”
Most successful entrepreneurs

Everyone has Great Potential
Albert Einstein was 4 before he could speak; 7 before he could read Hayden gave up on making a musician of Beethoven, who seemed a slow and plodding man with no apparent talent

Walt Disney was told he had “no good ideas” by a newspaper editor

Oprah Winfrey worked as a poorly paid radio announcer

“Now what did you say about not having potential?”

Individual Activity
“Imagine” your wildest career dream: 1. ____________________ 2. ____________________ 3. ____________________ (For professionals: imagine a new business)
“Imagination is more important than knowledge”
Albert Einstein

Why Career Planning is Crucial
Competition will be tougher for: 1. Tunisia 2. Our Companies and 3. Your Job Pick a career that will survive Your career search must be an active, directed plan Find something exciting and rewarding to do for the rest of your life!

The 10 Best Careers in 2010
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. X-Ray technician Veterinarian Meteorologist Computer software engineer Firefighter Special-education teacher Financial adviser Meeting planner Funeral director Multimedia artist
US News & World Report, Dec 28, 2009

Occupations with largest increases in employment,
projected 2006-2016

Nurses Retail sales Customer service reps Food prep and fast food Clerks Home Health Cleaners Nursing aides Child care 0 10 20 30 40 50 60 70

Increase (in thousands)

Many jobs didn't exist ten years ago
Old TV repair person Newspaper mailers Secretary Administrative assistant Travel agent New, high paying jobs Data miner Environmental engineer Healthcare technician Search engine optimizer Web designer

New Trends: The sciences and teaching Future jobs increasingly will come from vocational sector, with a rise in face-to-face service jobs

Catapult Career Positions
Team Leader Project Manager Matrix Manager Account Manager Global Account Manager Global Leader

What Employers Look for in a Resume Education Past performance / Experience Accomplishments Initiative, Perseverance, Leadership Steady growth in challenging assignments

Elevator Speech


Prepare your own “TV ad,” your “brand,” your introduction of your best employment-related qualities? 30 Second version - quick introduction; begin by introducing yourself. 2 Minute version for interviews - Answers the question often posed by prospective employers, interviewers, and anybody who might assist you. “So tell me about yourself”
Tips for Presenting Yourself in 30 seconds by Peter Espiefs

From Modest Expectations to Marvelous Positions

Qi Lu, President
Microsoft's Online Services Division (Bing) Poverty in Chinese village

Barack Obama, President of the United States
Community organizer on Chicago’s poverty-stricken South Side

You too can be an Entrepreneur TEDxCarthage

Energy Spirit Innovation Drive Perseverance


Micro, small and medium size enterprises

Tunisia needs more wealth creating companies

Syphax Airlines

Tunisia is ranked Number One in the world in recognizing the “High Status of Successful Entrepreneurs”*

*Global Entrepreneurship Monitor’s 2010 Report

2 1 3 4 5 6

Find a Need

Tunisia’s Major Imports Machinery and equipment Hydrocarbons Chemicals Fuel Food Which of these could you make, grow or contribute to locally?

2 1 3 4 5 6

Find a Need

Review major industries Agriculture: olive oil, fruits, nuts Travel: translation services, souvenirs, novelties, restaurants,
hotels, taxis

Housing and Construction: translator > project management High Technology: software, web design, call centers Consumer goods: textiles, clothing, jewelry

2 1 3 4 5 6

Find a need

Tunisia has been a trading hub for 2000 years

“Fast, Global and Entrepreneurial…”

Li & Fung

2 1 3 4 5 6

Find a Need




Could more Tunisians be involved in international supply chain management?

1 2 3 4 5 6

Gain experience

The first job? Startup? or Find a franchise

2 1 3 4 5 6

Find a Need

Tunisia Post cards

2 1 3 4 5 6

Find a Need

Could Tunisia become the Technology hub for Africa?

3 1 2 4 5 6

Develop a Plan

Resources are available. A plan includes:
Executive summary Market analysis Description of product or service Explanation of uniqueness Management team Operations plan Financial plan Appendix

Elements of a Winning Market Plan
1. Unique Selling Proposition 2. Products and/or Services
Describe the uniqueness of your product or service How will your product or service benefit the customer? Can be intangible, e.g.: sustainability

3. Clear Market Definition 4. Pricing Strategy
"How do you know what price to charge?” the most common question Basically set your pricing through a process of calculating costs, estimating benefits to consumers, and comparing your products, services, and prices to others that are similar

5. Integrated Marketing and Sales Plan 6. Right message, clearly articulated with PASSION!

3 1 2 4 5 6

Develop a Plan

Perfect your “Elevator Pitch”
Brief, verbal, executive overview of the startup business

3 1 2 4 5 6

Develop a Plan

Build a memorable brand Countries



4 1 2 3 5 6

Seek Financing

Self-financing Family and friends Angels Venture capitalists Banks The World Bank - $50M for Tunisia MSMEs Microlenders Companies - GE, Google, Virgin Group

5 1 2 3 4 6

Find Support

“Fast Movers” List

ABB Alstom GE LG McDonald’s Merck


Entrepreneurial Ecosystems: A support system for start-up enterprises Examples: Silicon Valley Cambridge Biotech Hsinchu, Taiwan South of Paris

Multiple supportive Services:
Policy Finance Culture Support Human Capital

Individual Activity Draft your own Career Plan 1. Start with a few possible long-term goals 2. Work backwards to determine what positions you will need to reach your goal 3. Identify interesting initial positions 4. List possible additional education 5. File and keep this plan for future reference
Follow your passions

Educational Career Plan Career Levels
Educational Career

Masters/PhD International Projects/Travel Counselor MBA Degree Part-time Language Instructor Stay at Home Parent

University Professor


High School Teacher Foreign Language Teacher Language Instructor



Teacher’s Assistant


Individual Contributor



Timeline – Age or Years Major Career Steps Career 360º Second First Position Steps Feedback Position

Advanced Career Goals Education

Business Career Plan Career Levels
Business Manager

Business Manager International Assignment



College Degree


Technical Leader


Admin. Asst. Intern

Technician Military Service Timeline – Age or Years Major Career Steps Career Second Steps Position Entrepreneur

Individual Contributor

First Position

Advanced Career Goals Education

Commercial/Government Career Plan Career Levels

Diplomat Law Degree


Public Admin Degree International Marketing International Assignment

Consulate Employee


Sales Management

Government Manager Marketing Language Instructor

Individual Contributor

Bachelor’s Degree 360

Market Research

First Position

Timeline – Age or Years Major Career Steps Second 360º Career Position Feedback Steps

Advanced Career Goals Education

Your Career Plan Career Levels




Individual Contributor

First Position

Timeline – Age or Years Major Career Steps Second Career Position Steps

Advanced Career Goals Education

Final Tips for Focusing on Entrepreneurship
Visit web sites – “career center” Scan job wanted adds – watch trends, new jobs, things of interest Start a “Fast Movers” file Find mentors and nurture them Prepare, edit and get feedback on resume Convey confidence, energy and initiative Demonstrate integrity and ethical values

Benefits of Entrepreneurship Be your own boss Control your destiny Provide jobs for others Create something for the benefit of others

Focusing Tunisia Energy on Entrepreneurship The American Corner
Paul R. Sullivan