Intercultural communication was an essential part of my master’s degree in international information management at the University of Hildesheim. As a project manager in the manager training programme of the Federal Ministry for Economic Affairs and Energy (BMWi-MP), I have qualified many foreign executives and implemented numerous projects with German and foreign companies. I got to know the opportunities and challenges for German SMEs in emerging markets and built up my network of private and public institutions in Eastern Europe, Russia, Central Asia, the Caucasus and the MENA region. As managing director and Integrated Expert of GIZ gGmbH, I founded the German Business Association of Armenia (DWV) as a member association according to AHK standards. Representing the interests of German business in Armenia and the region as well as advising German companies on entering the Armenian market were the main goals of DWV. In addition to management training and market entry consulting, I support companies today in the acquisition of funding and in tender management. I would like to share these experiences and contacts with you in order to successfully initiate or expand your international business.
- Intercultural Communication
- Market Entry & Business Contacts
- Funding Programmes & Tenders
- Development Cooperation
Intercultural Communication and Negotiation
Intercultural communication was part of my master’s degree in international information management at the University of Hildesheim. As a project manager in the manager training programme of the Federal Ministry for Economic Affairs and Energy (BMWi-MP), I trained and supported around 80 executives of foreign SMEs each year in initiating business with German companies. The managers from the Post-Soviet states as well as from Asia and the MENA region come to Germany to buy technology, to offer their products to German companies, to find partners for joint ventures and much more. In my five years of work for this federal training programme, I have advised managers on the conception of their cooperation projects, accompanied them in negotiations and experienced intercultural communication in a wide variety of contexts. My subsequent cross-border projects also showed how important intercultural competence is for the success of foreign projects. From the knowledge I have acquired and this practical experience, I draw methods, best practice examples and critical incidents for my intercultural training. After all, the trainings for foreign executives themselves are a source of learning and inspiration.
Market Entry & Business Contacts
After supporting foreign SMEs with their market entry in Germany, I accompanied German companies in initiating or expanding their business in the Caucasus. As an Integrated Expert of GIZ gGmbH and managing director, I founded the German Business Association of Armenia (DWV) in Yerevan, as a member organization according to AHK standards. Like the German chambers of commerce abroad, the DWV had the task of representing the interests of the German business in Armenia and to support German companies with their market entry. Together with my team, I carried out market analyzes for German companies, organized delegation trips, carried out training courses and applied various market entry strategies. Business initiation, research of import regulations, competition analysis and target group definition were important parts of my work. For some companies we have prepared the market entry into the entire area of the Eurasian Economic Union and together with other European trade associations we have supported the dialogue between member companies and Armenian government bodies to improve trading conditions. After my return from Armenia, I introduced German SMEs to potential partners from African countries and the MENA region. Benefit from my broad network for your successful international business.
Funding Programmes & Tenders
Funding programmes and tenders play an important role in market entry projects. The BMWi’s market entry programme supports businesses with market exploration trips, performance shows and information events. With our support, German technology providers have taken their first steps on the Eurasian market by applying for funding and by means of tenders. After my return from Armenia, I advised Berlin and Brandenburg companies on acquisition of technology and innovation funding provided by the German state. I use this experience to find the right funding programme or tender for companies, to submit project applications or to develop tender offers. Whether in the BMWi-MP, at the DWV in Armenia or in numerous GIZ gGmbH projects – the acquisition and management of third-party funded projects was and is an essential part of my work.
At DWV Armenia, I implemented development cooperation projects, including on the economic integration of Syrian-Armenian refugees or in the area of Technical Vocational Training (TVET). As a self-employed consultant I implemented GIZ gGmbH projects to support Jordanian companies entering the German market or to promote Sri Lankan start-ups as part of the develoPPP programme. During this work, I learned how German companies can benefit working with development cooperation organizations and I would like to apply this knowledge to your company. However, the acquisition and management of development cooperation projects represent a hurdle that prevents many companies from taking advantage of this option. But development cooperation organizations are nowadays very interested in working with the German private sector and with me as an expert at your side, you can minimize the effort and the failure rate. Herein, my skills in Russian, English and French are very helpful. Consider such funding and sales opportunities at your next strategy meeting!