Global Business Development: Latin America

May 4 – 6, 2015

Thunderbird’s Glendale Campus 1 Global Place, Glendale, AZ

USD $3,800

Price includes tuition, instructional materials and meals for the program. On-site accommodations (not included in pricing) are available at the Thunderbird Executive Inn (+ 1 602 978-7987).

Many otherwise savvy companies enter Latin American markets and learn the hard way that what works in one market does not necessarily work in others. This lesson comes after investing significant resources in projects led by individuals who did not fully appreciate the con-ditions and nuances necessary for success. Thunderbird has gathered its top experts in Latin American business, with over fifty years combined real-life experience, to show leaders and organizations how to enter new Latin American markets and get it right the first time. Par-ticipants should come prepared to analyze real-life examples, pre-qualify specific projects and design a go-to-market strategy ready for execution.

Program Highlights• Review and understand the political, economic

and cultural context of key markets and doing business in Latin America

• Develop the business and market entry strategies in Latin America which will work best for your organization

• Pre-qualify your products and services for export to Latin America after considering tariffs, duties, market conditions and local culture

• Navigate the Latin American business environment in accordance with the U.S. Foreign Corrupt Practices Act (FCPA) and the Sarbanes-Oxley Act

• Discuss ethical aspects of doing business in Latin America

• Business development cases in Latin America: effective sales strategies and how to close deals

Executive Education

Ranked Among the Top Open Enrollment Programs Worldwide.

#3 “International Clients” #5 “Faculty Diversity” #7 “ International Location” #13 “Overall Executive Education”

— Financial Times 2014

NEWPROGRAM

• Realize why many multi-national companies consider Chile as a launching pad to Latin America

• Understand cultural differences as you develop business and negotiate contracts

• Learn global operations management

Engaging Instructional Delivery The program delivery is practical, highly interactive, and immediately applicable to the workplace. You’ll participate in:

• Team exercises • Self-assessments

• Case studies • Class discussions

Program Schedule: Day 1: Market Viability and Analysis

Day 2: Market Entry: Understanding Political, Economic and Cultural context of Doing Business

Day 3: Business Development, Closing Deals and Ethicsthunderbird.edu/gbdla

OTHER THUNDERBIRD PROGRAMS

Pre-qualify your product or service for Latin America

Faculty Professor Roy Nelson’s knowledge of Latin American business practices and his field research in nearly a dozen Latin American countries have made him a foremost expert on Latin American business strategy. In addition to his expertise on Latin America, he is recognized as an authority in international business/government relations, foreign direct investment and global political economy.

Dr. Nelson’s industry experience includes working at Pharmacia & Upjohn Corporation in São Paulo, Brazil. He has also worked as a consultant for various clients, including the World Bank

and the Chilean Economic Development Agency (CORFO). He speaks English, Portuguese and Spanish and received degrees from Stanford University, Yale University and Cornell University.

Jon Kailey has over 30 years’ experience in multiple sales and marketing and business development positions internationally. He was director of international business development having lived internationally for 19 years, (8 years in Chile, 7 years in Mexico and 1 year in Brazil), traveling to seven continents, over 70 countries as a highly successful executive capitalizing on emerging markets such as the Middle East, South America, South Africa, Ukraine, and Russia and contributed to markets that continue to be the largest export markets and international sales records for Owens Corning. Jon received his Masters in International Management from Thunderbird School of Global Management. Jon was voted by

a group of students as holding the “Best job by any T-Bird Alum”. Jon has been invited to participate in various Thunderbird annual “Speaker Forum’s” and has been invited to speak on campus four times in the last 10 years. Learn more about your instructors: www.thunderbird.edu/faculty

Give Yourself a Global Edge... Register Now. Ask about our partnership pricing discounts for groups.

1 (800) 457-6959 US | +1 (602) 978-7545

openenrollment@thunderbird.edu

thunderbird.edu/gbdla

Professional Development Path

Global Business Development: Latin America

êStrategic Global Negotiations

êCreating Value Through

Global Strategy

The countries of Latin America play an increasingly important role in the world economy. Therefore, the countries are treated as a collection of diverse individual markets, rather than a single homogeneous group, since every country has its own complexities that can help or hinder a company’s regional and global growth. This session examines the unique characteristics of the major countries and the trade agreements that have been established amongst them.

Unique feature: To integrate, assimilate and act on the knowledge gained during the program, participants share capstone presentations with the class at the program’s close. In addition to improving their presentation skills, participants learn from others and refine their action plans through peer-to-peer feedback.

Who should attend: Upper-middle to senior-level sales, marketing, strategy, business development leaders and executives from all industries and cultures.