The 32nd Dutch Vietnam Management Supporter

(o %ou often look at %our rear)*ie+ mirror,

An accountant-entrepreneur once told me: We accountants work with facts & figures. Thats why we always focus on what we se in our clients rear-view mirror. ut what worries me is that some clients keep looking in their rear-view mirror! only to fail to see whats ahead of them." #n these $usiness-wise difficult times many tend to go for certainty! try to avoid risk. %es&the past is certainty. %es! the present has some certainty. ut the future' (o certainty. True entrepreneurship encompasses all three: learning from the past! doing what must $e done today! and while looking at the future! making decisions that ena$le great results. #t is not risky to deal with yesterday. There is some risk in handling todays pro$lems. There is risk in tomorrow. #t is said that in times of crisis the true entrepreneur shows his true colors. )utch )e *eus +roup is run $y true entrepreneurs who invest despite a gloomy economy. )e *eus ,ietnam is run $y a true entrepreneur who makes success happen: -r. +a$or .luit. *e received recognition for his entrepreneurship: see page /.
-arch 012/: 345 )e *eus ,ietnam -r. +a$or .luit and his managers after the 6eadership 3ode training in *ai 7hong. This /-day training was delivered in cooperation with -s. 4dith 7unt of 7unt 3onsultancy.
Prof. Loek Hopstaken Email: loek@hopstaken.com Mobile: 090 888 94 0

8th %ear# no. $ !pril "8# $0"4

This magazine was first published in March 2007. t is digitall! distributed among m! Vietnamese and Dutch business " pri#ate associates. $urpose% to &eep them informed about m! acti#ities in Vietnam and o#erseas This amazingl! attracti#e and energetic countr! has rapidl! con'uered m! soul( and become m! home awa! from home. )oe& *opsta&en

In this issue:
+our rear,#iew mirror -aste water seminar /m possible 0e1e)u2 3wards Decisions " certaint! talian 5offee in Vietnam Trust% !our lifeline 5lients 5ontact information . 2 3 4 6

7 7

&ualit% ' the result of care 8obert $irsig

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

8aigon! April 29! 012: How long have you been in Vietnam? (early every ,ietnamese # meet for the first time asks me this ;uestion. <uestion 0 will $e no surprise: )o you speak ,ietnamese'" )espite serious efforts to learn ,ietnamese $y several fine teachers! # turnd out to $e a terri$le student. esides the many accents! the diphtongs" and other pronunciation difficulties! there is another factor at work: culture. This was recently confirmed $y a 3hinese T4) speaker who studied this Asian phenomenon. .or e=ample! in most countries around the world! an uncle is an uncle and an aunt is an aunt. (ot in ,ietnam. An uncle can $e a chu"! cau" or $ac". An aunt can $e a di"! a mo"! co"! or thim". To determine which one to use re;uires a lot of fast thinking. .or me! not for ,ietnamese. The word depends on mothers side or fathers side! age! older or younger. -ore than often this has stopped me in my tracks. #n daily conversation! # have to know who is older! younger! and this has conse;uences for addressing men or women. # havent given up! $ut #m afraid it will take another > years: the current answer to ;uestion no. 2. 5ther aspects of culture give less pro$lems. 6ike singing in pu$lic. *ere we perform *appy Together". -eanwhile! the key$oard player played a different tune. (ow! that is ,ietnam? 6oek *opstaken
To put our faith in tangible goals would seem to be, at best, unwise. So we do not strive to be firemen, we do not strive to be bankers, nor poli emen, nor do tors. !e strive to be ourselves. *unter 8. Thompson

()#* +anagement ,evelopment -rograms

Two more ompanies%one Vietnamese, the other ,ut h%have embarked on tailormade +, programs. .or information on these programs, please send an email to/ loek0hopstaken. om.
"pril #$%&t's a fa t that lean water is a rare arti le in Vietnam. Worse: most water is heavily contamina-ted with $oth industrial and agricultural waste. ,ietnamese national health is at stake. The @8 3onsulate organiAed a seminar on Waste Water Treatment in the 3aravelle *otel! *3-3. Three American companies active in ,ietnam presented their solutions: 3)- 8mith! *ydro8cience & A43. 8olutions are availa$le. The ;uestion is! will the authorities have the sense of urgency to prioritiAe and the willingness to invest in waste water treatment proBects. # must confess that the $est" stories a$out this su$Bect were told in the $reaks. 8uch as sad accounts of red tape and $ri$ery! involving local authorities who apparently do not have the true sense of urgency! are only willing to cooperate when a su$stantial percentage of the money involved changes hands. Words! yes. Action! no. 5r at $est! rare. My nomination for the best presentation goes to Dr. George Harris & Dr. Clement Ngo-Anh of HydroS ien e.

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

Mission: Impossible,
#n movies the impossi$le is often made possi$le. Those that do this are considered to $e heroes. #n these economic hard times we long to see those heroes doing what they are good at. The current success of movies like The Avengers! 3aptain America! 8piderman! 8uperman! #ron -an! and all those other larger-than-life people seem to provide some inspiration or hope to support our dreams. They take $ig risks! often fail! $ut in the face of huge threats they stand up and make the impossi$le happen. 6eaving us as onlookers with the feeling of Wow! if only # could do that C" (umerous are the seminars and countless the $ooks claiming that with the right mindset we! too can $e heroes. 5ften the same names are listed: 8teve Do$s! -ark Eucker$erg! etc. *owever! Bust a right mindset is not enough. Without the right tools and! perhaps even more important! the right supporters! even the 8teve Do$ses and -ark Eucker$ergs would never have realiAed what they set out to do. ut the truly successful ones do have a few things in common. Apart from the fact that many of them lack academic credentials! are ;uite o$sessed and stu$$orn where their o$Bectives are concerned! they are fortunate to meet the right people at the right time! they know how to ignite enthusiasm! and $elievers as they are! they all take massive risks. -any fail $ig time. 8ome succeed and $ecome a source for writers of *ow to $e a 8uccess" $ooks. Those who $ecome their devotees $elieve in their hero Bust like we moviegoers temporarily like to $elieve that 3aptain America! ruce 6ee or Dames ond will save us from imminent doom. 8o what can you do to make the impossi$le possi$le' #n my opinion! there is only one way. Fefuse to accept its impossi$le"! dont accept any #t cant $e done" from anyone! accept the risks! trigger your creative powers and! well! go for it.

-isionaries not onl% belie*e that the impossible can be .one# but that it must be .one.
0ran 9erren :see http%;;on.ted.com;d04i<= #mpossi$le is not a fact. #ts an opinion.

-uhammad Ali

/o .o the impossible# %ou ha*e to i0nore the popular.

Tim 9erris

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

(e Heus -ietnam: (ouble !+ar. 1inner

0>-1/-012: - ,e Heus 112 3Vietnam4 has been re ogni5ed as the 62ompany of the 7ear' at the 8enelu9 8usiness "wards ()#*. The 8elgium:1u9embourg 2hamber of 2ommer e in Vietnam 38elu92ham4 in oordination with the ,ut h 8usiness "sso iation Vietnam 3,8"V4 made the announ ement at the awards eremony in Ho 2hi +inh 2ity on +ar h #*. ;abor .luit, the ;eneral ,ire tor of ,e Heus Vietnam, won the award for 68est +anager of the 7ear'. The enelu= usiness Awards aims to promote cooperation as well as encourage and recogniAe outstanding achievements of individuals and companies from elgium! the (etherlands and 6u=em$urg in ,ietnam. The e(e6u= usiness Awards was first organised in 0122 and is open to companies of all siAes! in all fields and for entrepreneurs from e(e6u=. )uring the award ceremony! +a$or .luit stressed that the awards not only represent the success and hard la$our of )e *eus ,ietnam! $ut that of )e *eus Animal (utrition worldwide. Together we have created a success story". )e *eus ,ietnam currently has four production locations in ,ietnam! with animal feed factories in inh )uong! )ong (ai and *ai 7hong and an a;ua feed factory in ,inh 6ong. )e *eus ,ietnam is part of the Foyal )e *eus +roup GThe (etherlandsH.
8ource: http:IIwww.deheus.comInews. 7icture: )utch 3onsul +eneral -r. 8imon van der hands the awards to )e *eus +eneral )irector -r. +a$or .luit. urg GleftH

)e *eus ,ietnam has $een my client since 0122. Through the years! its -anagement Team did an Allround -anager program! the 3oaching & -entoring Training! and two 6eadership training programs. #ts 8ales -anagers did a 8ales -anagement program.

I.eas are cheap an. abun.ant. 1hat is of *alue is the effecti*e placement of those i.eas into situations that .e*elop into action. $eter Druc&er

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

Ho+ certain are %ou about %our .ecisions,

5ne of the interesting characteristics of entrepreneurs is their two-sidedness. When making decisions they appar certain. ut when you look into their mind Gand heart?H they are very aware nothing in life is certain! and that every decisions contains an element of risk. They carefully hide this uncertainty $ehind a mask of confidence. The seasoned! wise entrepreneur knows: decisions may well result in failure. *owever! sheIhe knows that you cannot rule your company on your own! and $ecause you need to convince others&shareholders! $ank! customers and suppliers&you need to appear confident and certain a$out the rightness of your decision. And when things dont turn out as you hoped they would! the GwiseH entrepreneur admits the mistake! doesnt waste time on the past and presents the ne=t decision. 8uccessful entre preneurs are! simply put! more right than wrong in making decisions. #s it their smartness' Their knowledge' Their courage' Their vision' Their si=th sense' The 8even *a$its of *ighly 4ffective 7eople' 8ure! $ut they also know: it takes l! ". And a lot of help from your friends who $elieve in you and remain loyal to you through hell and high waters. %ou cannot control your world on your own. Ask any 345 or 7resident.

/here is onl% one *ali. .efinition of a business purpose: to create a customer.

$eter Druc&er
)utch are known for entrepreneurial spirit. 5r at least! for a tendency to set up shop&trade or otherwise. This is why you see )utch everywhere in the world. 6ike Ale= Thomson! who has lived and worked in ,ietnam for many years. *is most recent activity is setting up #talianpoint. This company sells high end #talian coffee machines and top ;uality italian coffee. 6et Trung (guyen not hear itJ Ale= coffee is different from ,ietnams no. 2! $ut e$ ellent all the same. To ac;uaint people with his products! Ale= invited friends and friends-of-friends for 7unto #talia coffee-tasting events. 8ee www.italianpointvn.com. Who are his clients' -ainly hotels & restaurants who! Bust like wines and spirits! want to offer their clientele a choice of international coffees. ut you & # are also welcome. The espressos & cappucinos tasted great. +ood to have ne=t to my daily shot of a phe s!a da Trung (guyen (o. /.

1e can complain because rose bushes ha*e thorns# or re2oice because thorn bushes ha*e roses. 3braham )incoln

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

/rust: %our lifeline

A cynic is a men who knows the price of everything! $ut the value of nothing." 5ver 201 years ago 5scar Wilde penned this sharp o$servation. #n my life # have met many cynics. They are not the least interested in content! $ut seem o$sessed $y getting the lowest price for goods! services&for anything. %ou will have e=perienced the same: you know the value of what you offer! $ut find yourself in a depressing discussion a$out its monetary value. 3ynics are people who have had one frustration too many! $oth personal and professional. With others! and often! with themselves. .rustration created $y $roken promises! failed e=pectations and hurt feelings. #f we want a relationship to work! there needs to $e a $asic mutual trust. Without it! the relationship&if any&will $e defined $y stamped and signed contracts. When we dont trust anyone! we will live a very lonely life. We will lack success! in $usiness or any other activity. 5ut of fear some $uild paper prisons: sign this and that. When # ask a cynic: #n your life! did someone whom you trusted completely! $etray you'"! the answer is usually a ;uick %es." We all have our stories". 8adly! the lesson learned" from this undou$tedly painful e=perience is all too often: (o one can $e trusted. # have to keep people at a distance. 3riticism! sarcasm! anything that helps to create and maintain a distance $etween me and the rest of humanity." They work hard at social isolation. Trust is our&yo!r lifeline. %et! its so sensitive. To make things worse! theres a cultural angle to trust. 8o how do you $uild trust' 7erhaps even more important! how do you maintain trust' There are answers to these fundamental ;uestions. #f you are interested in $uilding and maintaining trust&and healthy relationships! let me know.

3ein0 a human means acceptin0 promises from other people an. trustin0 that other people +ill be 0oo. to %ou. 1hen that is too much to bear# it is al+a%s possible to retreat into the thou0ht# 4I5ll li*e for m% o+n comfort# for m% o+n re*en0e# for m% o+n an0er# an. I 2ust +on5t be a member of societ% an%more.6 /hat reall% means# 4I +on5t be a human bein0 an%more.6 7ou see people .oin0 that to.a% +here the% feel that societ% has let them .o+n# an. the% can5t ask an%thin0 of it# an. the% can5t put their hopes on an%thin0 outsi.e themsel*es. 7ou see them actuall% retreatin0 to a life in +hich the% think onl% of their o+n satisfaction# an. ma%be the satisfaction of their re*en0e a0ainst societ%. 3ut the life that no lon0er trusts another human bein0 an. no lon0er forms ties to the political communit% is not a human life an% lon0er. Martha 1ussbaum :in 0ill Mo!ers/ -orld of deas=

8th year, no. 2

The 32nd Dutch Vietnam Management Supporter

Loek Hopstaken5s 9lients

In -ietnam: a.o. business fiel. Tan Thuan $5 :*5M5= ndustrial de#elopment *5M5 >ni#ersit! of Technolog! Master of 03 program 8M T :*5M5 campus= 5ommunication progr. 8o!al 0usiness School :public courses= 5ourses " seminars Vietnam 3irlines :80S? SM= nternational airline Vietnam Singapore .$. :S$@5T83= ndustrial par& $etronas Vung Tau :S$@5T83= 5hemical factor! 1i&e :Tae Awang Vina= :S$@5T83= Shoe factor! )e " 3ssociates Training " consultanc! Training *ouse Vietnam :Sacomban&= Training " consultanc! Ministr! of ). .S.3. :80S= 5i#il Ser#ants SB1+ Vietnam :80S= 5onsumer electronics 5apita)and Vietnam :S$@5T83= 8eal estate nstitute for $otential )eaders ; $35@ 5ourses " seminars Dalat *asfarm :3gri#ina= $ot plants( cut flowers *oanggia Media <roup Ae! to Success TV Show 9resh <reen @arth *i,tech agriculture >ni'ue Design nt. design( architecture 5ontrol >nion Vietnam Cualit! inspections @85 nstitute Vietnam 0usiness school Schoeller 0lec&mann Vietnam Bilfield @'uipment 8obert 0osch Vietnam @lectronics De *eus Vietnam 3nimal food 5entre for Tropical MedicineDB2ford >ni. 5linical research Ahue Van 3cadem! 5ourses " seminars Training *ouse Vietnam 5ourses " seminars 3sian nstitute of Technolog! :3 T= 0usiness consultanc! *5M5 9inance " n#estment 5ompan! n#estments 3cadem! of 9inance M03 :>n. of <loucester= T@C Vietnam Mono,parts;assemblies In /he 8etherlan.s# a.o. 1< 0an& $hilips *eine&en +amaha Voerman nternational Damen Ship!ards 9inancial ser#ices @lectronics 0rewer! Musical instruments ntern. relocations Ship repair wharfs

&uotes

3ein0 ri0ht keeps %ou in place# bein0 +ron0 forces %ou to e:plore.
Ste#e Eohnson

/o be a 0oo. human bein0 is to ha*e a kin. of openness to the +orl.# an abilit% to trust uncertain thin0s be%on. %our o+n control.
Martha 1ussbaum

/he (-M ;upporter is publishe. b% Prof. Loek Hopstaken.

Email: loek@hopstaken.com or loek.hopstaken@0mail.com Mobile: 090 888 94 0 3ssistant% Ms. Vo 1goc )ien *uong @mail% Fane.hopsta&enGgmail.com Mobile% 0H0 III H46.

9ertaint% is an uncomfortable position. 3ut certaint% is an absur. one.

Voltaire