natgillin/translations-raw huggingface dataset:
Konklusion: Alt afhænger af det problem, der skal løses, af dets indviklede natur og af de mål, man forfølger, men i den sidste ende er det konsulentens personlige format, der er altafgørende.
Management consultants can be categorized according to their status: private, semipublic (mixed), public.
For det første ved at se efter i fagbogen: de vigtigste virksomhedskonsulenter findes heri og er ofte angivet med deres speciale, hvilket er vigtigt, når der er tale om tværnationalt samarbejde.
Examples are consulting firms (one or more people) offering one or several fields of expertise (in the field of finance, trade, marketing, manufacturing, applied technology, etc.), auditing firms which provide consultancy services specializing in one or more fields, law firms, private banks, etc.
Heriblandt kan nævnes:
Semipublic (mixed)
■ BC­NET Et netværk, der består af 600 virksomhedskonsulenter (private, halvoffentlige og offentlige).
In some countries, organizations are jointly set up by both the private and the public sectors with a view to offering management consultancy services.
Tilbud og anmodninger om samarbejde bliver indført og sammenholdt i centralcomputeren i Bruxelles.
In most cases, these organizations enjoy a large measure of autonomy in carrying out their objectives.
De, der passer sammen, bliver videresendt til vedkommende konsulenter, som så sætter sig i forbindelse med kunderne.
Cases in point are the non-profit private organizations, such as the Chambers of Commerce and Industry and non-governmental organizations.
Sidstnævnte registrerer anmodningerne og søger at finde frem til de udenlandske virksomheder, som vil kunne hjælpe.
Some public organizations also offer management consultancy services, in addition to their other functions.
De sætter derefter de pågældende virksomheder i forbindelse med hinanden og følger forhandlingerne op.
Cases in point are companies or agencies involved in development and the Business and Innovation Centres (BICs) run by DG XVI of the Commission of the European Communities.
■ EIC (Erhvervsfremme­ og Innovationscentre) Formålet hermed er at opårette regionale innovationscentre for teknologi.
There is no fixed rate, private consultants' fees being calculated according to: his qualifications (in such fields as finance or technology, rates are higher); the size of his firm; the country where he operates (consultants in the more industrialized EC Member States command higher fees).
For yderligere oplysninger se bilag 2.
In some cases, the fees charged may depend on the results achieved by the cooperation.
* Klarhed
Public Consultant
Nøje definition af konsulentens opgave.
As has already been mentioned above, his services are free of charge in most cases, except for the expenses incurred.
(a) de finansielle betingelser budgetoverslag (honorarer og udgifter) og beregningsgrundlaget (f.eks. antal arbejdsdage) betalingsbetingelserne.
Roughly speaking, each time the company is faced with the following problems: it knows little or nothing about the kind of crossborder cooperation envisaged; it is wondering whether this solution is the right one for its own situation; it is not sure how to make a strategic plan, negotiate the contract and safeguard its interests, etc.;
(b) de materielle forhold arbejdsmetoden arbejdsprogrammet opgavens formodede varighed holdsammensætningen
- it would rather keep a low profile until the research phase is completed;
Konsulentens erfaring, kompetence og referencer skal granskes nøje i forhold til den opgave, han skal udføre.
In short, lack of experience on the one hand and the complexity of the intended cooperation on the other, together with the need for confidentiality, all may warrant calling in the services of a consultant.
* Gensidig forståelse
A public or a private consultant?
Det er umuligt at beskrive den menneskelige faktor, men en konstruktiv dialog kan kun finde sted mellem mennesker, som forstår hinanden godt.
Consultants working for public organizations do not usually charge fees, which, of course, is a point in their favour, but the resources available to them are on the whole more limited than those of their private counterparts.
Selvfølgelig skal allé de vigtigste punkter nedfældes sort på hvidt.
Conclusion: everything depends on the problem to be dealt with, its complexity, and the intended objectives, but ultimately it is the personal calibre of the consultant that is allimportant.
FORSKELUGE ETAPER I DET TVÆRNATIONALE SAMARBEJDE
Offers of and requests for cooperation are filed and matched in a central computer in Brussels.
forhandlingerne
Clarity
starten og opfølgningen.
Providing him with all the information he needs.
FORBEREDELSEN
Making him stipulate:
Der bør kun træffes beslutning om at søge en udenlandsk partner, hvis det er et led i en samlet strategi.
(a) the financial terms - estimated budget (fees and expenses) and the basis for the estimate (e.g., number of days worked); - terms of payment;
Før et samarbejde overvejes, bør det undersøges, i hvilken virksomhedssammenhæng og -strategi et sådant samarbejde skal integreres.
(b) the material arrangements - work method; - work programme; - expected duration; - composition of team.
Udgangspunktet herfor er naturligvis de af virksomheden på forhånd målsætninger.
The consultant's experience, competence and references must be scrutinized carefully in the light of the task he is called upon to accomplish.
Til slut: Er tværnationalt samarbejde et af svarene? Hvis ja, hvilken samarbejdsform?
The human factor cannot, of course, be regulated in writing, but a positive dialogue can only take place between people who get along well.
Nedenfor gennemgås disse forskellige punkter.
Finally, it is obvious that the main points must be clearly laid down in black and white.
Dette skema er kun tænkt som en vejledning. Yderligere oplysninger vil kunne hentes i faglitteraturen.
THE DIFFERENT STAGES OF CROSS-BORDER COOPERAnON
Analyse af "metieren"
INTRODUCnON
"Metier" er et begreb, som stadig undervurderes inden for ledelsesteknik, selv om det er yderst vigtigt.
When a company decides to look for a partner abroad, what precautions must it take, what procedure must it follow, what obstacles must it overcome, etc.?
Det kan defineres som følger: det er grundstammen i de opgaver, som virksomheden udfører, og den opnåede ekspertise.
The second part of this guide attempts to answer these questions and many more.
Det, der tæller, er virksomhedens kompetenceniveau og professionelle ekspertise sammenlignet med de konkurrerende virksomheders.
To do this, we shall examine in detail the four main stages of crossborder cooperation:
Fordi det er udgangspunktet for analysen. Det er via denne, at indvirkningen fra 1993 vil kunne mærkes i større eller mindre grad.
2. the search for partner(s);
Indvirkningen fra 1993
3. the negotiating stage;
Indvirkningen fra 1993 på virksomhederne
Influence of 1993
Ændringer i kundernes "metier"
The market The customers
Ændringer i virksomhedens "metier"
Analysis of the company's business
Ændringer i leverandørernes "metier" j
The company environment
Valg af strategi
Choice of a strategy
Nu da ovennævnte punkter er blevet overvejet, dvs.
Objectives of the company
virksomhedens målsætninger dens kompetence (metier, stærke og svage sider) dens virkefelt (marked, konkurrence, omgivelser) er tidspunktet kommet, hvor de nødvendige valg skal træffes.
Translation of this strategy into management (definition of policies)
Men lad os ikke gå for hurtigt frem. For at gøre det nemmere er de store valg, virksomheden skal træffe, angivet skematisk.
The diagram is only meant to serve as a rough guide, and for further information reference should be made to the specialized literature.
Spredning udvidelse
The analysis of the business
Her er der tre hovedvalgmuligheder, idet de to sidste hver er opdelt i to underafdelinger:
Paradoxically, perhaps, it is not necessarily easy to know one's own business.
trække sig tilbage, dvs. sælge.
Why should so much importance be attached to the "business"?
I mange tilfælde et klogt valg, især hvis hovedaktionæren ikke vil vedtage en strategi, som giver virksomheden mulighed for at overleve på langt sigt
Because it is the startingpoint of the analysis; it is through it that the influence of 1993 will make itself felt to varying degrees and it may prompt the manager to decide to look for a partner abroad.
fortsætte, men begrænse sig. Denne begrænsning kan antage to former: (a) regionalisering en strategi som består i at koncentrere sig om et bestemt geografisk marked, som f.eks. ens eget land med udelukkelse af alle andre lande (b) specialisering en strategi som indebærer, at virksomheden koncentrerer sig om en metier eller et speciale.
However, to attempt to assign the company's business a position in a scale of values also means to try to define the major changes which may affect it.
Denne beslutning medfører i almindelighed en internationalisering og en udtrykkelig vilje til at blive førende inden for det valgte område
These major changes, be they regulatory or technological or have their origins in the market itself, must be evaluated with the utmost precision in order to complete the analysis.
fortsætte, men beslutte sig til at udvide.
- the company facing its direct competitors;
Det skal i parentes bemærkes, at det er det mest almindelige valg.
- its national sector as compared to the European competition;
Det er klart, at tværnationalt samarbejde ganske logisk kommer ind i billedet i forbindelse med de sidste tre undervalg.
- its sector at the European level as compared to the competition from outside Europe.
Gennemførelse af strategien (definition af politikker)
The regulatory and legal framework of 1993 will affect companies both directly and indirectly.
VALG AF SAMARBEJDSFORMEN
The impact of 1992 on companies
Hvilken samarbejdsform?
The choice of strategic options
I denne forbindelse bør der igen henvises til de forskellige former for samarbejde, som er anført i afsnit 1.4.1. Til belysning vises imidlertid nogle eksempler på strategiske og politiske valg sammenlignet med de samarbejdsformer, de har ført til.
Now that all the various points mentioned above have been considered, i.e.
* menneskelige ressourcer erhvervelse af kompetence (sprog, ekspertise)
Crossborder cooperation may well be one of them, but this is not a time for haste.
Blandt alle de spørgsmål, som skal besvares, bør til slut nævnes en række generelle spørgsmål, såsom:
In simplified form, the main options among which the company will have to make its choice are as follows:
Hvilken partner?
To withdraw
De potentielle partoere kan kort sagt opdeles i tre kategorier:
Three main options can be seen to emerge here, the last two each being divided into two sub-options.
den første vedrører dem, der har den samme "metier": f.eks. to fabrikanter af fytofarmaceutiske produkter, den ene belgisk, den anden fransk, som indgår en aftale om krydsdistribution
To withdraw, i.e. to sell. A wise choice in a good many cases, particularly if the main shareholder is not ready to adopt a strategy which will allow the company to survive in the long run.
den anden omfatter alle dem, som udøver deres aktivitet inden for den samme branche uden at være konkurrenter, såsom kunde og leverandør.
(a) regionalization A strategy that consists in concentrating on a given geographic market, such as one's own country, to the exclusion of all others;
Søgningen foregår inden for den samme branche eller "vertikalt".
(b) specialization A strategy which implies concentrating all the company's efforts on one business or activity.
Et sydeuropæisk landbrugsandelsselskab og en nordeuropæisk handelsmand kan udmærket slutte sig sammen for at forsyne denne regions supermarkeder med frugt og grønsager, som ikke hører årstiden til
Usually, this causes a company to establish itself internationally and to commit itself to becoming a leader in its chosen field.
den vedrører alle dem, der er komplementære.
This, incidentally, is the commonest option.
Her vil søgningen finde sted "horisontalt".
Implementation of strategy (definition of policies)
5 leverandører af produkter til fjerkæravl (bygninger, foder, fodersystem, pakningssystem, daggamle kyllinger osv.) bliver f.eks. enige om at gøre en fælles eksportindsats.
When carried out in a coordinated manner, they give tangible form to the strategy chosen. These policies appear at the following levels (to various degrees of importance, depending on the fields of business):
Disse betragtninger vil indgå i en checkliste, som bør anvendes ved søgning efter en partner (se følgende afsnit).
Each of these policies must be based on an action plan (yearly) which will be monitored and its feedback used to support the future strategy of the company.
RESUME ι FORM AF FORSLAG
What type of cooperation?
Den virksomhed, som for første gang vover sig ud i et tværnationalt samarbejde, har interesse i at begynde med en lidet forpligtende form (f.eks. deltagelse i en international messe) eller indgå aftaler med firmaer, som den kender godt.
In this connection reference should be made to the various types of cooperation mentioned in Section 1.4.1.
Den bør ligeledes sørge for i begyndelsen at bevare sin identitet og sine karakteristika.
Byway of illustration, however, several strategic options and policies are shown below in the context of the types of cooperation to which they have led.
Dette bør ikke glemmes ved søgningen efter en partner.
Examples of strategic options and policies
■ det marked, som der sigtes på (lokalisering, generel struktur, distributionsstruktur, forbrugernes holdning, til rådighed stående infrastrukturer, landets kultur, skattemæssige og juridiske aspekter osv.)
Finally, among the many questions to be answered, mention should also be made of those of a general nature, such as: which legal form should be adopted?
■ partnerens profil: dette emne, som allerede er blevet omtalt i de store træk på de foregående sider, bør nu behandles mere indgående.
■ which integration level?: total, i.e., from company to company? or limited to certain sectors expressed in terms of the market, products, etc? are your motives offensive or defensive? is the aim to open up new markets? or to strengthen the company's position against its competitors?
Lad os for det første opregne de grundlæggende, væsentlige elementer, den bør omfatte: ­ firmaets størrelse ­ årsomsætning ­ brancher ­ omfanget af aktiviteternes eller produkternes komplementaritet ­ produktserie og markedsandele ­ landet, hvor firmaet udøver sin virksomhed ­ kendskab til markedet ­ omdømme ­ finansiel situation ­ ledelsens kvalitet ­ dynamisme ­ samarbejdserfaring.
Each answer to these questions serves as a signpost pointing out the way to be followed in order to arrive at the type of cooperation which best meets the requirements of the company's strategy.
Ud over disse generelle elementer bør der tages hensyn til mere specifikke elementer alt efter den ønskede samarbejdsform.
It is essential to define the objectives and the type of cooperation needed.
Det er ikke let at opstille den ideelle partoers nødvendige og tilstrækkelige profil.
A small manufacturer of health foods, especially designed for people with certain illnesses.
I denne forbindelse bør det for øvrigt bemærkes, at det er det valgte samarbejdes mere eller mindre indvilkede karakter, som til dels vil bestemme profilen.
At first sight, the ideal partner would be a medium-sized bakery, since it would have the necessary production facilities.
En overtagelse eller en overførsel af teknologi kræver naturligvis større nøjagtighed end en distributionsaftale.
At the same time, however, it has no access to the market.
Som følge heraf bør man begynde at gruppere profilens komponenter alt efter deres betydning i hvert enkelt tilfælde profilen for det firma, som søger en partner: firmaet bør udarbejde en lignende sagsmappe for sit eget vedkommende.
The question to be asked is therefore the following: what are the chances of finding a medium-sized bakery able to run a medical product marketing campaign, which is the only way to sell this type of product?
Denne bør være så fuldstændig sorn muligt, for de potentielle kandidater og den eventuelle konsulent vil naturligvis forlange at få præcise oplysninger.
Since it is important to ensure the long-term success of the cooperation, is the choice of a baker as a partner the best in the given circumstances?
Virksomhedslederen eller hans befuldmægtigede
The third concerns all those who are complementary.
Lad os endnu en gang understrege, at tiden spiller en altafgørende rolle: kan virksomhedslederen eller den person, han udpeger til at repræsentere sig, afse tilstrækkelig mange timer til en effektiv søgning, specielt da det forholder sig saledes, at jo mere kompliceret det ønskede samarbejde er, jo mere vil det lægge beslag på den pågældende person.
These considerations form part of a check list that should be used when looking for a partner (see following section).
Virksomhedskonsulenten
SUMMARY IN THE FORM OF SUGGESTIONS
Det er, når der er tale om indviklede former for samarbejde, at konsulentens mellemkomst er mest berettiget, for i sådanne tilfælde er hans stærke sider - som vi allerede har nævnt: erfaring, let adgang til informationskilderne, diskretion og tid - af afgørende betydning.
The company venturing into the field of crossborder cooperation would do well to start with a less constraining form (for example, participation in an international fair) or else by concluding agreements with companies that are familiar to it.
Hans honorar bør i øvrigt beregnes på grundlag af disse egenskaber.
Essentially, it will also endeavour to preserve its own identity and specific features.
Søgning efter potentielle kandidater
This should be borne in mind when looking for a partner.
Partnere kan findes via forskellige kanaler, som hver især har fordele og ulemper.
A plan of work should be drawn up with due allowance for all the parameters.
Virksomhedens uformelle netværk
To be avoided at all costs!
Sådanne ydelser er for det meste gratis.
- Lack of conviction
Firmaer med risikovillig kapital eller specialiseret i fusioner eller overtagelser
■ the market aimed at (location, general structure, distribution set-up, consumer attitudes, available infrastructure, national culture, tax and legal aspects, etc);
Det er et kvalitetsvalg, man kan næsten sige "efter mål", men som i realiteten kan vise sig at være temmelig kompliceret og dyrt.
■ the ideal location of the future partner (which should not necessarily be the same as that of the intended market);
Hvad angår Kommissionen for De Europæiske Fællesskaber, kan nævnes:
■ his profile: This aspect, which has already been outlined broadly in the previous pages, now needs to be examined more closely.
Det er en enhed under generaldirektorat XXIII, som indsamler tilbuddene og anmodningerne om samarbejde og udbreder dem i form af annoncer via et netværk af europæiske korrespondenter. I modsætning til BC-NET (beskrevet nedenfor) kan de små og mellemstore virksomheder få direkte adgang til denne facilitet.
First let us list the main elements which must make up this profile: size of the company turnover activity sector(s) extent to which its activities are complementary range of products and market shares country where the company is active knowledge of the market reputation financial standing quality of management dynamism experience of cooperation
EUROPARTENARIAT er et program, som tager sigte på at fremme kontakten mellem virksomheder i tilbagestående regioner (mål nr. 1), i regioner, der er hårdt ramt af industriel tilbagegang (mål nr. 2), og virksomheder i de andre medlemsstater.
In addition to these general elements, other, more specific ones must be considered, depending on the intended type of cooperation.
Programmet forvaltes i fællesskab af GD XXIII og GD XVI (regionalpolitik) og består af følgende etaper:
Mention can be made of the following examples: distribution presence in various channels sales force technology specific skills which the partner must have technology required available patents subcontracting quality label
Der er allerede blevet afholdt tre møderækker i Irland, Spanien (Andalusien) og Storbritannien (Wales).
It is not easy to define the necessary and sufficient profile of the ideal partner.
De kommende møder vil finde sted i Portugal og det tidligere østtyskland (1991) samt i Grækenland og Syditalien (1992).
It must be thorough without including too many details which would render selection impossible for lack of applicants.
Her er tværnationalt samarbejde velegnet til at give et økonomisk skub fremad.
In this connection, it is worth noting that the level of complexity of the cooperation will determine the extent of details in the profile.
SPRINT-programmet som sagt sigte på at fremme innovation og
Consequently the elements of the profile must first be listed in order of importance, depending on the case: the profile of the company looking for a partner:
Dette program tager teknologioverførsel.
The company must draw up a similar file.
Hvad enten de er private eller offentlige, er det som regel kun kunder eller medlemmer med et abonnement, som kan få adgang hertil.
It must be as thorough as possible for the potential candidate and any consultant employed will, of course, need documentation.
Under Kommissionen for De Europæiske Fællesskaber findes:
In addition, this file is a kind of business card, reflecting the professionalism of the company and imparting an air of trust.
Det bør dog bemærkes, at den direkte adgang til BC­NET udelukkende er forbeholdt de ca. 600 konsulenter.
It should be stressed here that the time factor plays a key role: can the head of the company, or the person he appoints to represent him, spare enough time for an efficient search for partners while continuing his normal duties, especially since the more complex the intended cooperation is likely to be, the more time the person in charge will have to devote to it.
Hvis søgningen ikke lykkes?
A management consultant
Det er en undtagelse, men det er ikke umuligt. I så fald drejer det sig om at drage ens egen søgningsmetode i tvivl, spørge sig selv om man ikke kræver for meget ... eller ganske enkelt om der virkelig eksisterer et firma med de nødvendige kvaliteter.
The services of a consultant are most justified when the cooperation envisaged is complicated, for in such cases his personal assets, which have already been mentioned -i.e. experience, easy access to specific sources ofinformation, confidentiality, time - are all important.
Denne mulighed betyder uundgåeligt, at de oprindelige målsætninger må opgives eller ændres fundamentalt.
In fact, his fees should be calculated on the basis of these assets.
Forudgående valg
THE VARIOUS STAGES IN THE RESEARCH
Det er enten virksomheden eller den eventuelle konsulent, som foretager det forudgående valg.
Partners can be found via various channels, each presenting advantages and drawbacks.
Med andre ord: Er partnerne lige så komplementære, som det ser ud til ved første øjekast? "stemmer gemytterne overnes"? (eller skal man passe på risikoen for skilsmisse
The company's contacts - customers, suppliers, banks, etc - constitute a fertile ground which should be explored first of all.
Det skulle være overflødigt at understrege, at det første møde skal forberedes grundigt.
The publisher often acts as an intermediary between the companies who find they have things in common, either informing them further or even acting as a gobetween.
Det anbefales i høj grad på forhånd at udarbejde en liste over de punkter, der skal kontrolleres (jf. nedenstående oversigt, som naturligvis bør tilpasses de faktiske omstændigheder).
However, this option presents certain drawbacks: offers and requests are not updated frequently and are hence not necessarily accurate; quality can at times be a problem since, for obvious reasons, a publisher seldom turns down an advertisement; some (semi-public) systems can be "infiltrated" by the competition for the purpose of (so-called) market studies.
Grundelementer, som skal analyseres ved valg af kandidater til partnerskab (1)
Chambers of commerce, regional development corporations