D O I N G B U S I N E S S I N L AT I N A M E R I C A. Alfredo Iturriaga, CPP Chile Maria Teresa Septien, DSE Mexico Alex Omar Garrido, CPP - Panama

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1 1 D O I N G B U S I N E S S I N L AT I N A M E R I C A Alfredo Iturriaga, CPP Chile Maria Teresa Septien, DSE Mexico Alex Omar Garrido, CPP - Panama

2 2 Alfredo Iturriaga, CPP Chile Maria Teresa Septien, DSE Mexico Alex Omar Garrido, CPP Panama

3 3 A G E N D A Threats and Risks in Latin America The Latin American Business Style: Challenges, Obstacles and Opportunities How to choose a business partner and security company 3

4 D O I N G B U S I N E S S I N 4 L A T A M U N D E R S TA N D I N G A N D I D E N T I F Y I N G S E C U R I T Y A N D C O M P L I A N C E R I S K S I N L AT I N A M E R I C A Global Risks Alfredo Iturriage, CPP a.iturriaga@racowind.com 4

5 IMPACT D O I N G B U S I N E S S I N 5 L A T A M Threat Matrix PROBABILITY

6 D O I N G B U S I N E S S I N 6 L A T A M PROBABILITY IMPACT

7 D O I N G B U S I N E S S I N 7 L A T A M Interconnectedness of global threats

8 D O I N G B U S I N E S S I N 8 L A T A M

9 D O I N G B U S I N E S S I N 9 L A T A M PROBABILITY IMPACT

10 D O I N G B U S I N E S S I N 10 L A T A M US$ 2,5 Daily Poverty Poor 243 mil. app = 39 % Fuente: CEPAL 2016

11 D O I N G B U S I N E S S I N 11 L A T A M Poverty

12 D O I N G B U S I N E S S I N 12 L A T A M The Inequity The Gap 0 = PERFECT EQUALITY 1 = PERFECT INEQUALITY GINI Coefficient (CORRADO GINI)

13 D O I N G B U S I N E S S I N 13 L A T A M 3.3% of Latino 20 Mill app. They feel pushed to move away from escaping from the Crime, last decade Migrations

14 D O I N G B U S I N E S S I N 14 L A T A M Los NI NI between 15 and 29 years of age 30 mill Latinos 60 % 40 % 45 % Do not finish school Source: PNUD Y Adecco LA

15 D O I N G B U S I N E S S I N 15 L A T A M Los NI NI Fuente: PNUD

16 D O I N G B U S I N E S S I N 16 L A T A M The prison situation in Latin America INCUBATES, RECYCLES AND FEEDS THREATS

17 D O I N G B U S I N E S S I N 17 L A T A M State the Paradigm chanched Globalization Freedom Market Society POST - Globalization Justice Equality

18 D O I N G B U S I N E S S I N 18 L A T A M Latin Americans peoples, We are Obsessed by the PAST. and guided by the old ideologies While.. Reflection on the threats Asians peoples are obsessed with the FUTURE... Guided by EDUCATION Andrés Oppenheimer

19 D O I N G B U S I N E S S I N L A T 19 I N A M E R I C A T H E L AT I N A M E R I C A N B U S I N E S S S T Y L E : C H A L L E N G E S, O B S TA C L E S & O P P O R T U N I T I E S Culture Language Communication Corruption - Compliance Business Partners Selection Maria Teresa Septien, DSE mseptien@afimacglobal.com 19

20 D O I N G B U S I N E S S I N 20 L A T A M The region offers massive economic opportunities but also challenges 20

21 D O I N G B U S I N E S S I N 21 L A T A M C U LT U R E Latin America is an exotic and extensive land full of social and political diversity. 21

22 D O I N G B U S I N E S S I N 22 L A T A M C U LT U R E 22

23 D O I N G B U S I N E S S I N 23 L A T A M C U LT U R E 23

24 D O I N G B U S I N E S S I N 24 L A T A M C U LT U R E 24

25 25 25

26 Poor communication and D O I N G B U S I N E S S I N 26 L A T A M L A N G U A G E & C O M M U N I C AT I O N S Poor communications and language barriers are costing business a lot of money, and executives are not doing enough. 26

27 D O I N G B U S I N E S S I N 27 L A T A M

28 D O I N G B U S I N E S S I N 28 L A T A M COMMUNICATION STYLES Even if English is the global language of business, cultures maintain their own style of communicating. This frequently causes serious misunderstandings and irritations especially as we have no insight into our own communication style and the affect this has on people with a different cultural background. Some may be offended by the directness of a foreign colleague while others find indirectness a cause for suspicion.? 28

29 D O I N G B U S I N E S S I N 29 L A T A M

30 D O I N G B U S I N E S S I N 30 L A T A M E N G L I S H L A N G U A G E P R O F I C I E N C Y I N L AT I N A M E R I C A 30

31 D O I N G B U S I N E S S I N 31 L A T A M C O M M U N I C AT I O N S & E X P E C TAT I O N S

32 D O I N G B U S I N E S S I N 32 L A T A M C O M M U N I C AT I O N S T R AT E G I E S Observe if people frown or squeeze their eyes. This is often body language for not understanding a speaker. Ask questions frequently in order to know if that what is discussed is also understood. Summarize often or ask others to summarize for you. When a non-native English speaker is participating in the discussion, reassure him that if the language is a problem you will help 32

33 D O I N G B U S I N E S S I N 33 L A T A M C O R R U P T I O N C O M P L I A N C E R E Q U I R E M E N T S When you want to do business in Latin America, everything, everything is about relationships, This is born from a culture of a today for me, tomorrow for you attitude, and macroeconomic initiatives in which there is a high concentration of wealth and widespread poverty. 33

34 D O I N G B U S I N E S S I N 34 L A T A M C O R R U P T I O N C O M P L I A N C E R E Q U I R E M E N T S Latin America just like anywhere else, struggles with fraud and corruption Corruption in the region is the abuse of an entrusted power for private gain. The culture of corruption - they see opportunities to take advantage of people and situations. 34

35 D O I N G B U S I N E S S I N 35 L A T A M 35

36 D O I N G B U S I N E S S I N 36 L A T A M The risks depend on the country. For example, Uruguay and Chile are less corrupt, while Haiti and Venezuela are the most corrupt, according to Transparency International s Corruption Perceptions Index. 36

37 D O I N G B U S I N E S S I N 37 L A T A M C O R R U P T I O N C O M P L I A N C E R E Q U I R E M E N T S 37

38 D O I N G B U S I N E S S I N 38 L A T A M C O R R U P T I O N C O M P L I A N C E R E Q U I R E M E N T S In Latin America, lawmakers may make public policies with deep reforms that may attract more investors in key areas, but they lack the political will to control fraud and corruption. Weak government control, high statistics of violence and crime, and a business culture that is hierarchical and with no integration process contributes to the troubles that Latin America faces. There is no awareness or even an investigation of third parties, i.e. when a CEO involves a spouse or family member. 38

39 D O I N G B U S I N E S S I N 39 L A T A M C O R R U P T I O N C O M P L I A N C E R E Q U I R E M E N T S The bad news - fraud and corruption are rampant in all industries and sectors, and some authorities often don t acknowledge it. The good news we have seen some important actions to fight corruption in the region 39

40 D O I N G B U S I N E S S I N 40 L A T A M V I D E O - F I G H T I N G C O R R U P T I O N I N L ATA M 40

41 D O I N G B U S I N E S S I N 41 L A T A M F I G H T I N G C O R R U P T I O N S T R AT E G Y Implement strong Compliance programs in the company. Train your employees to avoid being involved in corrupt practices and clarify the consequences. Reinforce the importance of the Code of Ethics and acceptable business practices in the company. 41

42 D O I N G B U S I N E S S I N 42 L A T A M PA R T N E R I N G W I T H L ATA M C O M PA N I E S Acting as a strategic business partner, contributing to the company results within the region 42

43 D O I N G B U S I N E S S I N 43 L A T A M Goal: Business partnering as a security professional who works alongside other business areas, implies supporting and advising their strategic and operational decision-making through insights that drive better business. 43

44 44 D O I N G B U S I N E S S I N L A T A M B U S I N E S S PA R T N E R I N G Business partners must understand the business. Contribute with strategic thinking and valuable insights that are fueled from a strong Security background. Take into consideration the impact on all other parts of the business. 44

45 D O I N G B U S I N E S S I N 45 L A T A M H O W T O S E L E C T T H E R I G H T S T R AT E G I C PA R T N E R A N D S E C U R I T Y C O M PA N Y? Alex Omar Garrido CPP aogarridom@yahoo.com 45

46 W H E R E S H O U L D WE L O46O K F O R S E C U R I T Y S E R V I C E S? Web pages? Social media? Yellow Pages? ASIS Chapters in the Region References 46

47 LATIN AMERICA IN NUMBERS 47 BUSINESS INDEX BEST WORST CHILE VENEZUELA PANAMA BOLIVIA EDUCATION RATES BEST WORST URUGUAY HAITI ARGENTINA GUATEMALA SECURITY RATES BEST WORST COSTA RICA CHILE HAITI VENEZUELA ALL INDEX EXCEPT SAFETY WERE DEVELOPED BY LATIN BUSINESS CHRONICLE - THE SECURITY INDEX IS FROM FTI CONSULTING. 47

48 48 G.D.P. PRONOSTIC GDP PROJECT 48

49 49 D O I N G B U S I N E S S I N L A T A M W H I C H S E R V I C E S A R E T H E Y L O O K I N G F O R? Transportation of valuables (armored vehicle) Consulting Risk assessments Commercial Escorts Executive Protection Electronic Security Government Security Special Events Physical Security Maritime, Airport, Hospital Security 49

50 S E L E C T I O N C R I T 50 E R I A Governement resolution for each service Belongs to a Local or Regional Organization Personnel is ASIS certified or other Industrial experience References from Customers Local or Interational Coverage Documented SOP Staff reliability (How will you guarantee this?) Quality of services Policies and Liability Supervision system Financial Capacity Good standing in Social Security and Taxes 50

51 C O N C E R N S 51 Corruption Lack of information for example: Due Diligence Unreliable information: verify with your sources Differences (in service level) per country Who are the Customers and Stockholders? 51

52 R E C O M M E N D A T I 52 O N S Visit the Company and meet their managers Verify the Installations & licenses / permits Request references 24/7 Operations 52

53 REQUIREMENTS FROM INTERNATIONAL 53 COMPANIES Staff Selection & Recruting Process Emergency Handling Training Supervisors and Staff Training Penalties for Incidents and Losses Education (Agents) Reliability Test Additional benefits for employees Insurance for Civil Responsibility (Coverage) Quality certifications (ISO, etc) 53

54 CLIENTS CHANGE 54 Client 2014 A specialist Knowledge of the industry Higher education High Human Sensitivity Negotiator and influencer Concern for the environment Expected to be treated according to their educational level. Client 2017 Demands a higher specialization Social responsibility Concern for the human conditions of the Officers Compliance of Legal and Environmental regulations. Establish long term and trustworthy relationships 54

55 WHERE ARE WE GOING? 55 Higher demand of Security Services Customer Satisfaction Gender Equality Competing for acquiring and retaining the right human resources 55

56 D O I N G B U S I N E S S I N 56 L A T A M CONCLUSIONS For those looking to expand or invest in Latin America and benefit from the massive economic opportunities that the region offers, they need to have a clear understanding not only of the regional risks and threats, but of the cultural differences and challenges, implement and promote best business practices and select the best partners and providers, to be successful! 56

57 D O I N G B U S I N E S S I57N L A T A M I S I T A G O O D I D E A D O I N G B U S I N E S S I N L AT I N A M E R I C A? Absolutely! 57

58 D O I N G B U S I N E S S I58N L A T A M Q & A lets debate 58

59 D O I N G B U S I N E S S I59N L A T A M Alfredo Iturriaga, CPP Chile Maria Teresa Septien, DSE Mexico Alex Omar Garrido, CPP - Panama a.iturriaga@racowind.com mseptien@afimacglobal.com aogarridom@yahoo.com 59