What support deliver to the chambers of commerce for entrepreneurs wanting to sell outside the borders of france? What is the difference with Business in France? The point with Gilles Dabezies, an officer at the CCI Paris Ile-de-France.

Known for their activity of assisting businesses, chambers of commerce and industry also propose a pane coaching focuses international. Gilles Dabezies, deputy director general, CCI Paris Ile-de-France, in charge of business services and of international cooperation, explains the ins.

how the ICC can be useful to a leader who wants to address a foreign market?

For companies known internationally, we provide information about the new target country, and carry out a coaching preparation. For example, it does not leave from the officer without it being able to make a pitch in English for five minutes on products he has to sell. When the boss of SMES, on the other hand, an idea that’s a bit vague of how it wants to approach the stranger, we are going to do with it a work of brushing and strategic direction. Some think they know what they want – for example go to China because everyone told them that it is necessary to go there – but it deserves to be questioned, in view of the product that they offer, and their investment capacity. If the leader wants to address a market where we are not present, we refer to the Business France.

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You do not accompany, therefore, not the contractors on all destinations…

this is what differentiates us from Business France, obliged, for political reasons, diplomatic, to be present almost everywhere. Our first pitch of the game, it is Europe. Because this is the market the easiest to approach for the TPE, due to its proximity and the absence of currency risk. Elsewhere in the world, we focus on some countries: those where you need to be. For example, if we take the Asia : China, Japan, or Korea. Aside from that, we allow a certain number of bets. For example, we are looking at the side of Egypt and Tanzania. We have tried to work with Argentina, but the returns of company have not been conclusive, we dropped. This is how we do it: we try approaches and see what it gives. It is we who arbitrons. We have now decided not to resume the French pavilion of the fair of Algeria, as more and more companies prefer to go to salons that are more specialized. It does not please everyone, but we are free of our choices.

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A new reduction of resources for the KICS is provided by the finance bill 2017, with a loss of 60 million euros from the fee for room charges that is assigned to them. How are you going to organize with less and less means?

For the ICC, this reduction of resources is a disaster, and in particular for all the schools that are behind the rooms. For the operation of our mission, “international”, it is a little bit less, however, because it is self-financed 90% by the sale of services to enterprises. The leaders are fond of an accompanying individual, rather than collective, which brings to us more.

How much is a coaching of this type?

it is Impossible to give you an idea of the rates, as it differs from one country to the other, and a whole bunch of factors, such as the fact of working in collaboration with Business in France, or rather with a private partner.

When you join business in a country where Business France is already present, do you walk-you are not on the feet ?

Matthias Fekl, secretary of State in charge of foreign Trade, worked to a rethinking of the skills of each one. An agreement has been signed in 2015, which lays out the duties of each structure : the CCI France shall inform the undertakings on the international and offer them a specification for their prospecting abroad. In return, they provide a follow-up to help executives take advantage of the slopes involved. Busines-France is prospecting abroad on the land, from its offices. The CCI French abroad, who, they, are private law associations grouping of companies on-site, complement the work of Business France in intervening in the component implementation, commercial or industrial. Their members can bring their experience to the head of a French company and they have small ‘business centers’ practices to accommodate the body of the leader or an international volunteer (VIE).

This distribution of fields of intervention is nice on paper but in practice, it is not so clear…

It takes a bit of time. We have on our side 35 agreements with CCI French abroad. We can’t sweep suddenly. We are careful not to create new practices of derogation and to commit ourselves bit by bit on the new mode of operation set.

You’ve talked about the LIFE. It is a system that you talk about ?

Let a kid of 22 years only at the other end of the world, to win commercial contracts, this can quickly turn into disaster. And sometimes not only in the commercial and professional. I have head a few stories where this is humanly poorly done. Therefore, the LIFE, yes, but on condition that it is, coaché on-site and not left alone in the wild.

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You have recently organized a trip to Iran where Business France was a partner and welcomed you there in the office. What look like your missions collective exploration?

We hold a fifteen per year. These are small missions, very specialized and very prepared. Business leaders spend 40% of the trip in meetings and collective, for the 60% of the time remaining, have face to face meetings with business partners potential. It is not a question of missions, “policy”, as may be, for example, those of the Medef. Meet ministers or governors, it can be useful when you manage a company of public works, but in all sectors that are not correlated with the public order, it is less so.