In this issue: Building a global sales team, IP protection in China, the “Dilbert Effect” and more.

Thunderbird Executive Newsletter
April 2011 Issue

Build a global sales team for local success
by Sundaresan Ram

Companies entering developing markets need salespeople with technical skills and business savvy. But they also need adventure seekers willing to embrace local customs. Here is a quick guide for assembling your next global sales team and laying the groundwork for long-term success in any unfamiliar market. Read more.

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Video Video: Your next global sales team (2:08)
Course Podcast: Go local for global sales success (15:00)
CourseProgram: Online Certificate in Global Marketing

Protect your know-how in China
by Mary Teagarden and Andreas Schotter

In 2011, almost a decade after China’s admission to the World Trade Organization, the ability to protect intellectual property in the country remains one of the most critical issues for foreign multinational corporations. Our new research shows how to plug your knowledge asset leaks. Read more.

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Video Video: Webinar excerpt with Mary Teagarden (3:47)

Does Dilbert work for your organization?
by Kannan Ramaswamy and Bill Youngdahl

Many bold new strategies hatched in executive conference rooms never have a chance to gain traction. Something happens between inception and implementation loosely described as the “Dilbert Effect,” a nod to the farcical world of cartoonist Scott Adams. Lack of clarity, poor communication and insufficient resources sink some strategic initiatives. But a more fundamental problem is disconnected leadership. Read more.

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