Let Go of Your Foreign Crush — Give Local Consulting Services a Chance

Foreign Crush: A term used to describe the practice of corporates, especially in emerging markets, that favour foreign based consulting services over services offered in-country.

Large scale transformative projects like digitalisation, big data analytics, ERP implementations, compliance initiatives etc. are often reserved for the foreign A-listers — no name-dropping here. The argument usually put forward is that these A-listers have the necessary experience and exposure that local firms supposedly lack. Vanity however may be closer to the truth. After all, you will impress your friends considerably more if you are on a date with Scarlet Johannson (ladies insert Idris Elba here). Minkie might be cool but she’s local after all — sorry Minkie. It will earn you more points from regulators, shareholders, clients and the board if you play the field across the ocean.

Do foreign firms genuinely have the long term interests and sustainability of local business at heart? What they may have in subject matter expertise they lack in experience in dealing with organisational dynamics and other challenges that are unique to the country. How often do the A-listers turn up with their B or C teams? Newly minted grads with no real experience to speak of, armed with a toolbox of management consulting tools to throw at the problem — on the job training that you are paying for. The brochure may have had Scarlet and Idris on it, but it’s definitely not them getting off the plane.

Large scale transformative projects are about the journey. Prepare to take the scenic meandering route. Focussing on the destination alone will find you out of pocket, out of time and out on the street. Do you embark on this road trip in a frugal 4-cylinder or a guzzling V8? A bet in your local currency is far more palatable that a hit in Euros, Dollars or Pounds. Does going local scare you? Hedge your bets; consider playing both sides of the ocean. This way you will promote the transfer of skills and knowledge locally and give something back to the economy.

So the next time you embark on a large scale transformative journey, consider the local guys. Give them a seat at the table. You’ll also be doing the economy a favour. Ask yourself who has more to lose if the project fails? Who has more to gain if you succeed? Give local a chance — you might just be surprised.