Navigating Global Expansion: Insights from Maurizio Quarta
In the dynamic landscape of international business, expanding into new markets poses numerous challenges. Maurizio Quarta, Managing Partner of Temporary Management & Capital Advisors, a prominent firm in Italy, brings invaluable insights from his extensive experience. Not only is he a founding member of the international interim group Senior Management Worldwide (SMW) since its inception in 2004, but he has also served as its President, Board Member, and now as Board Advisor in charge of International Expansion.
Overcoming Hurdles in New Markets
When asked if there were specific hurdle SMW faced while entering new markets, Maurizio answered that “the most critical point when entering a new market is the level of awareness and knowledge of theThe addition of new partner to the networks, always means that there might be cultural differences between the partners so there is a need to ensure that the core values are maintained across international borders. For that to happen, Maurizio Quarta emphasizes that “The partner, aside working with local clients, must also be able to supply local interim managers to international companies, so the capability to talk two different “languages” is a key factor: the perfect partner should have a kind of managerial strabismus, being able to look at international standards and at local practices at the same time.
He/she must know the local mentality and adapt the international standards to the specific country, without sacrificing the building blocks of the group.”
Addressing Challenges from Emerging Players
In today’s fiercely competitive interim management industry, standing out amidst the plethora of providers requires a distinct strategy. SMW recognizes the challenges posed by global competition, where international search groups, interim agencies, and outplacement firms all vie for market share. Moreover, the landscape is complicated by misconceptions about fractional management and the emergence of numerous small providers seeking international alliances. In such a dynamic environment, what sets SMW apart? As Maurizio mentioned, there are certainly some objective factors: international search groups acquiring interim firms; interim agency setting up an interim management activity; outplacement firms doing more or less the same; the confusion created by a wrong interpretation of the fractional management in certain countries which gives consultancy firms the chance present themselves as an interim provider; the many small providers all over the world that are trying to build up an international alliance.
So, what can we do? Fine tune our services to get always better in providing quality solutions in very short times (e.g. using AI for part of our internal processes) and continue to build up a group that has 20 years history behind the shoulders, trying to raise continuously the stake for new competitors and entrants.
Standing Out in a Competitive Industry
Another key point is the capability to effectively serve SMEs, especially in countries where they represent the biggest part of the economy (e.g. Italy, Spain): the future of the market and the market of the future is there and consequently the operational processes should be in a way adapted to work with entrepreneurs and family businesses.
A key distinctive point is the fact that we are a group of boutique firms with a strong human relationship glue.
In today’s dynamic global market, the emergence of new players presents both challenges and opportunities for established businesses. It’s essential to address how we respond to these challenges. One common question arises to Maurizio Quarta: have you faced any challenges from emerging players in the international markets, and how have you responded to them? “Sure there are similar groups with which we are often in competition at local level. The winning point is that, in the end, you must be able to have the right person in the shortest possible time, in the widest possible range of countries. So, the best response is to be present in a growing number of countries, securing the same quality and time of delivery.”
Ensuring Quality and Consistency
Ensuring quality and consistency in service delivery across different countries is a crucial aspect of international business operations. This requires careful consideration of varied business practices and expectations. So, we asked Maurizio, how did he achieve this. A new partner is someone who helps extend the brand globally, carrying with them the reputation and image built over two decades of continuous improvement. Naturally, as the team has grown from the original four founders to eight, then twelve, and now twenty-seven members, internal changes have been necessary. While we’ve made mistakes along the way, we’ve learned from them and used them to improve. With this in mind, the first step is to thoroughly evaluate each potential partner to ensure we share the same values and business goals. Integration is crucial: we provide thorough onboarding, facilitate knowledge exchange—especially for partners entering new markets—and offer support to address any operational challenges they may encounter. Mutual understanding is also vital. The network has regular meetings, both in person and remotely, to foster a collaborative environment and ensure effective teamwork.
Maurizio emphasized that SMW is eager to expand their presence internationally and have concrete plans in place. However, the expansion isn’t just about adding more flags to the map. They are mindful not to accept partners simply for the sake of increasing the geographic reach, only to find later that they are unable to meet their standards.
In certain large professional networks, partners often don’t know each other until they face a problem with a client. SMW does not operate that wat. For them, when they say they are present in 30 countries, it means they can ensure consistent quality and service across all of them, even if it might be tempting aimming for 50 countries. And that is the reason, the network we will only expand to 50 countries when they find 20 more partners who meet the standards, ensure that the growth maintains their high level of service and consistency- “not before then!”.
Some argue that rapid growth can dilute a company’s identity and compromise the integrity of its values. However, when considering this concern within the context of SMW, a different perspective emerges. As Maurizio Quarta mentioned, SMW is a small group that has grown gradually, paying careful attention to the selection and nurturing of new partners, as stated above. Over 20 years, SMW has expanded from its original 4 members to the current 27, averaging just over 2 new partners per year. In this light, it’s evident that the growth of SMW has been deliberate and measured, challenging the notion that it has expanded rapidly.
Embracing Technology while Preserving Human Touch
For SMW, staying ahead means embracing new technologies while preserving the essential human touch that defines their industry. As the interim management industry evolves rapidly, SMW is keenly aware of the need to balance innovation with maintaining personal connections.
By carefully evaluating new developments at both international and national levels, SMW ensures that any adopted technology is not only applicable but also enhances their services. This approach is evident in their past initiatives, such as the integration of CRM tools and the establishment of a strong social media presence.
Currently, SMW is exploring the possibilities of AI. To ensure effective integration, SMW has established an internal innovation team comprising younger members from various organizations within the network. This dedicated team ensures that while embracing technological advancements, the organization continues to deliver the personalized and human-centric approach that distinguishes them in the interim management field.
Conclusion
In conclusion, SMW’s success lies in its ability to balance tradition with innovation, adaptability with consistency. With a strong foundation built over two decades, SMW is well-positioned to navigate the challenges of global expansion while staying true to its core values. As Maurizio Quarta aptly summarizes, SMW’s growth may be deliberate, but its impact is profound, challenging the notion that rapid expansion inevitably dilutes a company’s identity.