Working with foreign entrepreneurs? A wager for many entrepreneurs and for a number of years. Today, thanks to positive feedback, many more are deciding to take the plunge.

The secret of a successful association with a foreign company lies in shared interests. “The project needs to have meaning, rather than just relying on financial motivation,” explains Chantal de Turckheim, Vice President of Technibureau, a company based in Seine Maritime and bought over by an American entrepreneur in 2008.

Just one example among many recoveries operated by foreign investors. The latter enabled some 63,361 jobs to be maintained throughout France from 2000 to 2008. Over and above a simple buyout, partnerships with foreign businesses can also be in the form of an alliance, a joint venture or a collaboration. It all depends on what each participating party is looking to achieve: sharing client databases, joining a new network, learning new techniques or offering funding.

“Nevertheless, many local entrepreneurs remain reluctant. They tend to associate globalisation with relocation and, consequently, job losses and decreased competitiveness,” resumes Eric Wirth, associate director of Pôle Ouest & Partners, a consultancy specialising in business transfer and recovery.
“They fear the embezzlement of their know-how, their clients, their subsidies, finally leading to a total loss of control of their business.”

Indeed, it’s a risk that they need to take into account. “Nothing should be left to chance,” observes Christophe Billon, President of Techval, a waste recycling firm, 50% of the turnover of which is exported. “Everything needs to be officialised by means of a legal document and a certified translator should be used, since each and every clause of the contract is essential.”

And as for reassuring businesses, Normandie Développement offers a comprehensive coaching service (see boxed article) in order to transform contacts with foreign entrepreneurs into a genuine strategic opportunity. An opportunity that is attracting an increasing number of business leaders since, in 2008, Normandy’s foreign investment increased by 54%, placing the region in 4th position throughout France.

> Chantal de Turckheim
Vice President of Technibureau
Tél. : 06 85 80 65 19
Site : Technibureau

> Eric Wirth
Director of Pôle Ouest & Partners
Tél. : 06 30 04 16 07
Site : Pôle Ouest Partners

> Christophe Billon
President of Techval
Tél. : 06 98 05 99 12
Site : Tecval

> Laurent Manière
Delegate for Normandie Développement
Tél. : 02 35 03 06 04
Site : Normandie développement

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