The Dutch Vietnamese Management Supporter 6

The Dutch Vietnam Management Supporter Returning to Ho Chi Minh City A more than happy client Why does your client return to you for a next purchase? The answer is clear: you have delivered a good product, and probably more than that: you have provided fine service. By doing this, you have created a positive image in your client’s mind. As a visitor, or better: explorer, Vietnam has been offering me good products and fine service. After 18 months and four visits, it has become my ‘home away from home’. I’m a more than happy client, returning to HCMC to offer my products and services in return. November 9 will mark the start of my fifth, extended stay. After the July lectures at IBLA (see the previous Supporter), several companies and educational institutions have shown serious interest in my services. Ho Chi Minh City has become my new business address. Courage and entrepreneurship As for the current financial crisis, I believe this is a necessary correction in the world economy. Nations took out their crisisscenarios. It will take courage and entrepreneurship to survive, and to come out of the crisis as a sound company—stronger than ever. A sound investment: your people You cannot make it alone in this world, and the business world is no exception. I am fortunate to have considerable help from several of my former students, and from people they introduced me to. Their sincere and tireless efforts have born fruit. I can’t be too grateful. Still, it’s a start; much to do, much to learn, much to organize. Yet, I’m a prepared man: the new catalogue offers you an overview of my services: products that are designed to further professionalize your company. Which means: making it fit to survive any crisis, and ready to pick the fruits as soon as they are ready for consumption. The true capital in your company isn’t money: it’s your people. Human capital. Make sure you invest wisely: education is the key to making your personnel more capable of doing their job. It also helps you to keep them from moving to a next job before you get a return on your investment in the hiring process. Let’s talk education—get in touch! “Learning is finding out what you already know. Doing is demonstrating that you know it. Teaching is reminding others that they know it just as well as you. You are all learners, doers, teachers.” Richard Bach

Hopstaken Services International 2nd year, no. 3 October 20, 2008 This magazine was started in March 2007. In its first year, three editions were published and distributed among my business and private associates. Purpose: to keep the reader informed about my effort to establish a viable activity in Vietnam. This amazingly attractive and energetic country has rapidly conquered my soul, and become my home away from home. Loek Hopstaken

In this issue: Returning to Ho Chi Minh City True story

1 2

The Communicator

3

Matching East & West

4

Matching West & East

5

Standing offer Contact information

6

Short cv Loek Hopstaken; appointment letter

7

Next issue February 2009

2nd year, no. 3

Hopstaken Ser vices

The Dutch Vietnam Management Supporter

2

New: the 2008-2009 edition of the Hopstaken Services Catalogue ‘Continuous improvement’ goes hand in hand with ‘continuous growth’. In this case, growth in number of services. However, this is a conservative type of growth. In the field of communication, organization and management it takes time to acquire enough know-how to professionally cover a topic. A new service is ‘The All Round Communicator’. It combines existing know-how in 12 topics, all relating to communication in a business environment. It is delivered in a combination of a half day (or evening) seminar, followed by a one day workshop (see page 3). Searching for a situation and the solution Hopstaken offers, has now been made easier. Many descriptions have been updated, and made more ‘to-the-point’. When you haven’t received a copy, just send an email to [email protected], subject line: Catalogue. It will be in your mailbox soon. Note: in a matter of weeks there will be a new paperback-size, printed version of the catalogue.

True Story … from my client’s daily endeavor to be successful Hiring & Firing It’s not easy to hire a person, who is ‘fit for the job’. And it’s not easy to fire a person who’s NOT fit for the job. The obvious solution: hire a person you don’t have to fire. Like so many things in life, it all starts with the First Decision. This is: YES or NO. To hire or not to hire. One of my clients was impressed by a job applicant’s cv + presentation. Or should I say, ‘charm’? As you will know, some applicants are very good in ‘selling themselves’. The urgency to have a well paid job is more important than being straight and honest. So when you ask: “Do you have any experience in _____?”, they’ll say “Yes!”. So, it’s not a good question in selection interviews. One of my clients used this approach as a ‘workable system’. He ended up with several personnel who may have had some experience, but not enough to do the job successfully. Hiring Selecting someone for a job is an investment. It’s somewhat similar to a purchase talk with a supplier. As you will know, both suppliers and employees are registered in the same section of your financial administration: the creditor section. Apart from the character of the contract, the only difference between a supplier and an employee is that your employee is ‘in house’. So when you hire someone, treat your job applicant as a potential supplier. She/he is! If you need any help with selecting the right person, let me know. Firing The best moment to fire someone is in his/her probation period. Still, many organizations find it hard to deal with this. How to know if this new employee—you spent time and energy in finding her/him—is the RIGHT person? My advice: when you have made a mistake, repair it—fast. Fire. And search, find & hire the RIGHT one. How to prevent a next mistake? What to learn from it? Right: call/mail Hopstaken: over 30 years of experience in selecting personnel on all organizational levels. “Courage comes from wanting to do it well. Security comes from knowing you can do it well. Confidence comes from having done it well.”

2nd year, no. 3

Hopstaken Ser vices

The Dutch Vietnam Management Supporter

3

New: The All Round Communicator Program The All Round Communicator™ Program (A.R.C.) is a combination of 12 seminars and 12 workshops. When communication is a primary competence to be successful, this program offers the know-how and skills. The usual delivery plan: A. All Round Communicator Seminar (theory; 1900-2200 h.) B. All Round Communicator Workshop (practical exercises (0930-1700 h.; lunch break 1200-1300 h.) After successful completion of this program, the participant receives the certificate ‘All Round Communicator’. Below are brief descriptions of the 12 A.R.C. topics. 1. Two Way Communication—balance in exchange; how to create, how to restore it. 2. Meta-communication—the real meaning behind the words, using non-verbal signs and emotions. 3. Controlling Communication—when to let go, when to take control. 4. Commercial Communication—persuading prospects; building steady ‘win-win’ business relationships. 5. Team Communication—leading by example, re-engineering, motivating. 6. Presentation Techniques—informing and persuading groups. 7. Conflict Management—prevention and handling of human conflict. 8. Negotiations—finding ways to get maximum gain, for both negotiators. 9. Selection Interviews—choosing the right person for the right place. 10. Intercultural Communication—productive cooperation across cultural borders. 11. Coaching Techniques—getting people to use their talents and regain confidence. 12. Formal/informal Communication—open communication ‘top-down’ and ‘bottom up’. Depending on the need, other topics may be added. Examples:  meetings (effectively and efficiently leading team communication)  inspirational leadership (turning a group of busy ‘doers’ into confident achievers)  hospitality & etiquette (manners in different environments)  creative communication (brainstorming and instant-problem-solving techniques)  closing techniques (making the sale a DONE, with contract signed, goods delivered, and bill paid).

Situation:

Solution:

Too often too much time is spent on repairing damage as a result of mis-communication. They lack enough communication know-how and skills.

The All Round Communicator™ Program: participants whose major competence is communication, upgrade and update their communication know-how and skills in 12 seminars & workshops.

How much does an All Round Communicator Program cost? Your investment is US$ 1,500 per seminar + workshop (max. 8 participants). “Communication is the key factor in success, in all areas of life. When you lack communicative skills, you are bound to fail in all those areas, as not many people will agree to deal with a clumsy communicator.”

2nd year, no. 3

Hopstaken Ser vices

The Dutch Vietnam Management Supporter

4

Matching East & West: how our differences don’t make a difference Is the world approaching a black hole? The current financial crisis will ultimately have a positive effect on the world economy—East & West, North & South. That is my belief. The ‘soap bubble’ in the stock market has blown, as if surplus air has suddenly been released from an overheated steam engine. But as someone said, the exploding bubble behaves more like a ‘black hole’. This crisis is a world crisis: we all face moments of truth. While there is no certainty about the outcome, many lessons are being learned, or confirmed. For now, some confidence has been restored. Let’s hope the measures taken by governments don’t result in a ‘dead cat’s jump’. One lessons being learned & confirmed As a government, don’t give complete free reign to the market. Although Asian countries are also hit by the crisis, the damage is much less than for example in the USA or Europe. There should be a healthy balance between the national interests and the business interests. The USA has abruptly lost its faith in neo-liberalism and a totally free market, and tries to do what Asian countries have been doing all along: keep a close eye on, and if needed, control the national economy. Where the West has been strongly influencing the East, now this has turned around in a 180% switch in thinking and acting. Western governments seized control of banks across the planet. And rightly: they failed to control themselves. Is it ethical or legal? An even more serious lesson deals with ethics. In my opinion, modern-day crime has modern guises: sharply dressed, fast talking guys who buy and sell companies and destroy them in the process. The ugly face of capitalism. The laws have not been updated to handle this, as laws always come years after the need for them has been established. This has been going on for a few decades, since the Ronald Reagan era and Milton Friedman’s economic doctrine. Although it did bring well-deserved fortune to many, some grossly misused the economic freedom—and no one was there to stop them. Directors of bankrupt companies were fired, and handed millions of US$ as a goodbye gift. To most people, this ‘feels like crime’. Sure, it’s in their contract. Does this make it ethical? Legal, perhaps; ethical, no. Now, after the damage is done, you and I pay the price for this mistake. In Asian countries, corruption is a serious matter to deal with. It inhibits a sound development in many fields. Many Asian governments are involved in long term projects to halt corruption. However, radically eradicating it on short notice would seriously harm their economy. So the battle against corruption is an ongoing, step-by-step operation. Sound future To some extent, East & West are now in the same boat, handling many similar problems. Our supposed differences are rapidly vanishing. Facing the same problem: an uncertain future—we better look at our many similarities, and emphasize what we all agree about: the need for a sound future for our families and friends. We better reach out and join forces, to put prosperity back on our road map.

“Oh, East is East, and West is West, and never the twain shall meet, Till Earth and Sky stand presently at God’s great Judgment Seat; But there is neither East nor West, Border, nor Breed, nor Birth, When two strong men stand face to face, tho’ they come from the ends of the earth!” From ‘The Ballad of East and West’, Rudyard Kipling (1895)

2nd year, no. 3

Hopstaken Ser vices

The Dutch Vietnam Management Supporter

Matching West & East: how our differences do make a difference A Sound Future These days, many people worry about the current state of affairs in the world. More than before, people are aware of the impact this has on our daily life. Our job certainty, our children’s future, our old age … Nightmares about a jobless, income-less situation, where we cannot properly take care of our family. This fear entangles millions in times of crisis, East & West. It takes real courage to face this reality. Only those who are able to face it and take appropriate action, will survive—well. The others will have nightmares, stress and worries. So how to move from fear of worsening to being able to face reality, an act? How to be courageous? The major point is, to realize that there is only NOW. Only today you can make a difference. And the difference between many Eastern & Western countries is simply, that in the West, many have forgotten how to survive. The last period when Europeans were in real trouble, was during the Second World War. Americans? They still haven’t recovered from ‘9/11’. Vietnamese? You have survived a century of exploitation, suppression, occupation, turmoil, famine and fighting. One of your qualities is to face the NOW, and to work hard towards the future. You don’t look back. Despite our differences, this attitude will make the difference. In your advantage! That’s why I believe in a sound future for Vietnam. Right: in their final year, 6 Vietnamese and 1 Chinese formed the ‘Sound Future’ team at Dutch Delta University, Deventer, The Netherlands. They did very well in creating a virtual company that promised a ‘sound future’. Right now, all are back in their home country. Students are most important: they learn about creating a better world, methods and techniques to make this happen, and they all have dreams about creating a worth while future—one where families have a good life, and do their part in establishing a sound future for their offspring. From left to right: Dung, Ha, Lan, Huong, Thao, Su & Duc. May 2, 2006. As their teacher, I’m convinced they all have a sound future. When they need their teacher, they know where he is. LH

Tulips in Holland, tulips in Vietnam In the Netherlands, or ‘Holland’, I grew up in the ‘tulip area’. As a boy I made my first money helping tulip farmers to ‘peel tulip bulbs’. During 5 weeks each spring, the ‘Keukenhof’ is the most famous flower park in the world. I was there in May (left). A few weeks later in HCMC I found this wall painting (right). It depicts the same park! A ‘different’ match! LH

“When we lose the right to be different, we lose the right to be free.” Charles Evans Hughes

5

2nd year, no. 3

The Dutch Vietnam Management Supporter

STANDING OFFER:

EXPERIENCE HOW HOPSTAKEN MAKES A DIFFERENCE A theory serves its purpose when it increases someone’s practical skills. The English say: ‘The proof of the pudding is in the eating’. There is only one way to get to know my way of training: by experiencing it.

MINI-CATALOGUE

During my next stay in HCMC (November 2008—April 2009) I plan to deliver more lectures like the ones I delivered in July. However, I can deliver a lecture (1-2 hours) or a full seminar (3-4 hours) in your company. You choose the topic. For ideas, see ‘mini-catalogue’ (right). Two conditions: the participants should be able to understand English, and the maximum number is 40.

Workshops

If this seminar or lecture leads to delivery of a next service to your company, the cost of this seminar or lecture will be deducted from your first bill. If you are interested, please let me know. Please name the topic AND name the period in which it will be feasible for your team to attend the seminar. If you are interested in this offer, please get in touch.

For contact information, see page 7. The pictures were taken mid October, the autumn season in the Netherlands. Top: The industrial zone near The Hague—view from the head office of Voerman International (UTS), a relocation company that services many major multinationals. Voerman has been a client of Hopstaken for over 7 years.

VIEWPOINTS FROM THE FAR WEST Bottom: One of the old canals in Amsterdam, home of Heineken beer, and since recently, Philips. Hopstaken delivered services to both. From early 17th century Amsterdam trade ships sailed to destinations in the Far East— including Vietnam. The Amsterdam Dutch are no strangers to Vietnamese shores! ...

An overview of Hopstaken services. A workshop is a 2-4 day group activity with a defined purpose, where theory, practical exercise and exchange of experiences are the main ingredients. Areas: HRM, PR, Communication, and Management.  Team Engineering  Communication  Commercial Communication  Public Relations  Effective Meetings  Organizational Design  Intercultural Communication  Time Management/Efficiency  Personnel Selection (NEW)

Consulting Consulting is any specified expert activity to help solve a defined problem. This can take the form of coaching, but also, conducting a research. By definition, it is tailor made. Areas: HRM, Strategy, PR.  Management Coach  Corporate Strategy  Mediation  Personal Coach  Executive Selection  In- & External Surveys

Seminars A seminar is a 3-4 hour interactive transference of core know-how, combined with practical assignments.  People Management  Emotions in the workplace  Conflict Handling (NEW)  Business Ethics  The All Round Manager™  The All Round Communicator™ (NEW)

Investments Workshops: US $ 1,500 per team/day. Consulting / Coaching: US $ 90-120 per hour. Seminars: US $ 600 per seminar; US$ 350 per lecture (except the ‘All Round’ seminar programs). Train-the-Trainer: US 1,500 per day.

6

2nd year, no. 3

Hopstaken Ser vices

The Dutch Vietnam Management Supporter

This newsletter is written & published by Loek Hopstaken. Hopstaken Services Vietnam— 62/44 Duong So 6, Phuong 5, Go Vap District Ho Chi Minh City The Netherlands— Gouden Leeuw 628—Amsterdam Email: [email protected] / [email protected] Mobile VN: 09 0888 9450 Mobile NL: (31)(0)6 5109 7328 Assistant: Ms. Vo Ngoc Lien Huong Email: [email protected] Mobile VN: 09 7684 6156 Website: www.hopstaken.com (in Dutch; summary in English) After working as HRM specialist, Department Head (Job Evaluation Dept.) and Project Manager (HRM, PR, TQM) for 30 years, including 5 years as a teacher of business administration at an international management school, I was appointed Professor. It’s the title I’m most proud of. Teaching is the true crown on any career.

Who is Loek Hopstaken? 1951: born in Haarlem, The Netherlands 1971: first major journey through Asian countries 1972-1975: Amsterdam University 1976-1993: career in banking: NCB, Postgiro (state bank), Postbank, NMB Postbank Group, ING Bank 1979-1982: business administration studies (evening study) 1983-1988: project manager privatization Postgiro into Postbank (field: HRM) 1989-1993: project manager formation of ING Group (fields: PR/ TQM) 1991: founded of own company: Hopstaken Bedrijfsadvies 1993: left ING Bank; started career in training and consultancy 1996-2000: business club MC 2001: started mediation career 2003-2008: combining training & consultancy for companies with teaching at an international management school 2005: appointed Professor 2006: started exploring the Vietnamese market 2007: first 3 visits to Vietnam 2008: 4th & 5th extended stays in Vietnam: lecturing, consulting, employee surveying, delivering workshops at universities, training trainers. Full cv available.

7