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The China challenge? No problem
Irvine-based electronics company 10BaseCom has found success in China with the help of Scottish Networks International
10BaseCom was established by the company’s managing director, Stephen Brannagan, in 1999 and has developed a strong reputation in the technology industry. The company occupies a lucrative niche providing a sourcing service for technology products, which have often been superseded by new developments. IBM recently described 10BaseCom as one of the most significant suppliers that they have come into contact with in the last few years. Their capacity and reliability in sourcing ‘hard-to-find’ products is in high demand.
Aiming to maximise opportunities in the global marketplace and become a worldwide leader in their field, 10Base-Com were looking to strengthen their international profile and capitalise on new markets for their services. Stephen Brannagan maintains that “international business is the future, and Scottish companies need to think about how they make their first step into that future. For us, Scottish Networks International was a fast track to taking that first step.”
Scottish Networks International specialises in sourcing high-calibre international business people to work with companies and organisations in Scotland. 10BaseCom explained their need for a Chinese speaker with specialist knowledge of the industry and an aptitude for marketing and customer relations. Scottish Networks International introduced them to Dora Long.
Managed by British Council Scotland in partnership with Scottish Development International and the Scottish Executive, Scottish Networks International build relationships with hundreds of international postgraduates each year and select the brightest and best to become part of the scheme.
Before coming to Scotland to complete her studies, Dora Long spent four years working in IT-related roles. After completing her master’s degree at the Uni-versity of Glasgow, Dora was keen to use her IT and electronics background in a Scotland-based company.
In November 2004 she began a two-year work placement with 10BaseCom through Scottish Networks International. During the placement she took responsibility for business development. Using her own contacts in China’s electronics industry, she sourced new customers for the company and harnessed her in-depth knowledge to promote their unique services.
As the demand from China increased, she was able to act as an interface with the new customers. She was now responsible for matching the requirements of these customers with areas of 10BaseCom’s expertise, working collaboratively across departments to engage new clients with the full range of services available.
New office
Dora Long’s placement generated such success that there was a sound business case for her to be closer to customers and set up a new office for the company in Beijing. She relocated earlier this year to become 10BaseCom’s first account manager in China.
Stephen Brannagan reflects: “China is the world’s fourth largest economy. There is no reason why Scottish companies cannot be opening up in that arena. Support for Scottish businesses provided by the likes of CBBC, Scottish Enterprise, Scottish Development International and Scottish Networks International are second-to-none and these services will help you to leapfrog your competition.”
He adds: “Dora was instrumental for us in opening an office in Beijing. We decided to embark on a two-year placement before making the move, taking time to equip her with a sound understanding of our business. Some may see this long-term approach as expensive but by investing in our relationship with Dora we were able to guarantee that she would be passionate about the company. Going through Scottish Networks International you quickly get to establish whether someone is right.”
As a result of Dora Long’s effective groundwork, Chinese customers were delivering revenue to 10BaseCom before she relocated. Dora was able to walk into an up-and-running environment and the business there continues to grow.
Summing up her time working in Scotland, Dora Long says: “I am always grateful to Scottish Networks International for the placement they offered to me and the work experience I got in Scotland is completely different from what I had from previous jobs. It is as if a new window has opened right in front of me and I appreciate that so much.”
This story is just one example of how Scottish companies and international business people can benefit from the cultural influences, international experiences and fresh ideas that placements like Dora Long’s bring about.
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