Think your firm is too small to pursue overseas consulting opportunities? Think again, says Omar Khan, co-author (along with Alan Weiss) of T he Global Consultant: How to Make Seven Figures Across Borders (Wiley, $34.95; 218 pages). His book, which was reviewed in Consulting's September/October edition, highlights how even the smallest consultancy can pursue opportunities anywhere in the world. Consulting's One-on-One sat down with Kahn to more thoroughly discuss the "how" behind the book's premise. Consulting: The U.S. economy is struggling. Pursuing opportunities in faster-growing markets sounds attractive. But is it realistic for every firm?
Khan: There are lots of industries that are doing better in markets outside the U.S. So, if you can transmit the value of your brand, the world is your oyster. And it's absolutely possible to expand regionally and globally with minimal labor intensity. Our strategies work for both medium-sized firms and smaller.
The key is to find other solo practitioners out in these regions that would like to collaborate with an established brand. They're looking for someone to bring intellectual property into their marketplace. They don't want to be employees, but they are willing to become intimate associates.
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