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7/31/2019 VN Newsletter23
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In this issue:
The DutchVietnam
Management Supporter
This magazine was first
published in March 2007. It is
digitally distributed among
my Vietnamese and Dutch
business & private associates.
Purpose: to keep them
informed about my activities
in Vietnam and overseas
This amazingly attractive andenergetic country has rapidly
conquered my soul, and
become my home away
from home.
Loek Hopstaken
P r o f . L o e k H o p s t a k e n
E m a i l :
l o e k @ h o p s t a k e n . c o m
M o b i l e :
090 888 9450
July 31, 2012
6th year, no. 4
Money Confusion
Activities Aug./Sep.
1
2
Unique Team Design
De Heuss new plant
Coaching & Hoi An
3
4
5
Courses @Royal
Learning Vietnamese
Service Excellence
Fresh Grads & Jobs
For Starters
6
7
8
910
Hopstaken Services
Contact information
11
12
Serve well,
do well.
Ron Kaufman
Is Money your Goal?Ask Vietnamese why they are in business, and chances
are they will reply: to make money. Many Asian CEOs,asked for their goal, reply: to get rich. Whats wrong withthis? Well, there is a little problem. Staff members look
up to their leaders for a role model. They learn: the goal of
work is to make money & to get rich. So by example, staff
members learn to be driven by money.What is money?
1. As long as you & I agree that a piece of paper with US$
100 printed on it has a buying power of US$ 100 its mon-
ey as long as we trust the US$ has buying power. Moneyis basically an idea backed by confidence. Yes, it is.
2. Money represents energy. When you have a lot, you feel
energized: you can do what you like, buy what you want.
Losing money feels like losing energy. Poor? Tired!Rich?Do & buy what you like!When you want motivated people to work for you, and
all you can offer them is money, do realize that a salary
raise works for 2 or 3 months. Then he/she is adjusted to
the new income. Slowly demotivation creeps in until the
next raise comes along. Carrot & stick? Carrots are short.So, if you are in business to get rich, my advice is:
think again. Create a vision of an organization providing
valuable service to new & returning customers. Enthuse
your staff with your vision. Formulate your mission to
give them a worthwhile purpose. Then facilitate them toprovide excellent service to colleagues & customers alike.
Lasting business success is rarely connected with a
money-driven entrepre-
neur. For top business
leaders money is not a
goal, but a tool, a means toan end. They know:
The higher the value
you deliver, the more
money you will make.Dutch Vietnamese cooperation
in Dong Nai: see page 4
7/31/2019 VN Newsletter23
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26th year, no. 4
The Dutch Vietnam Management
Supporter
We can forgive a child who is afraid of the dark. The real tragedy
of life is when men are afraid of the light. Plato
Saigon, July 30, 2012
Working as a freelancer has its periods of in-
tensive work, moments of on-the-spot impro-
vising, professional challenges, but also times
of having good fun. Or even a miniature holi-
day. Between two workshop days in Da Nang
I had a chance to re-visit Hoi An. And of
course, when working at a 5 star hotel, like
Nikko Saigon, Equatorial or Riverside Renais-
sance, the buffet lunches (and service!) in
these places are always a treat.
Still, just a roadside restaurant. LikeBnhCanh Long Huong, near Vung Tau, serving asimple yet delicious breakfast (right), can be
a real treat as well.Other pleasures on the road are socializing
with the workshop or training course partici-
pants. Besides getting to know my clients in
an informal setting, it gives me an opportuni-
ty to learn more about Vietnamese culture.
Change is in the air.A long-term project
for a state-owned enterprise, the corporate
restructuring process of a small yet ambitious
company: examples of different assignments.
Whats next? Im ready! Loek Hopstaken
Activities in August & September:
* In-company training programs:- Management Development programs (2)
- Change Management Workshop
* New lectures:- Building a Management Team (ERC)
- Starting Up (Viet Youth Entrepreneurs)
* Public courses (Royal Business School):- Interpersonal Communications
* Consultancy (Vietnamese companies):- 2 restructuring projects (ongoing)*Attending:- TEDX Mekong
TEDX Live (June 27) functioned as a warming-up
for the next TEDX Mekong event (August 11).
The 2012 edition of my catalog (pdf) will be yours aftersending a request to [email protected].
7/31/2019 VN Newsletter23
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36th year, no. 4
The Dutch Vietnam Management
Supporter
Designing a Team in its next larger context
In Holland we often call a
young team a bunch of young
dogs. Recently I had the pleasure
to spend two days with this bunch,
in a Long Hai resort. Purpose: to
prepare the team to move up from
the pioneer to the professional
phase. Side-purpose: a reward for
several weeks of top performance.
Unique Design is a young Viet-
namese company, founded by An
Le Ditty. Its name tells a lot about
its core business & values.
Like all new companies, there
comes a point when you have to
say: alrightso far so good. Now,
lets see where we really want to
go, what we need to do to keep the momentum going, how to contain our growth and keep
everyone on board in the process, and how to bring some structure. To accomplish this we
did a tailormade team workshop. Focusing on what really matters in the team, on respon-sibilities and on problem solving. But also, on making fun. Like how to organize an amaz-
ing fashion show within one hour, unprepared, just using whats available in the resort.I dont recall who won. Well, they all did. www.uniquedesign.com.vn
Always design a thing by considering it in its next larger context -a chair in a room, a room in a house, a house in an environment, an
environment in a city plan. Eliel Saarinen
7/31/2019 VN Newsletter23
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The Dutch Vietnam Management
Supporter
6th year, no. 4 4
De Heus Vietnams new plant
Dong Nai, June 18The organizers were aware their event could be interrupted by
heavy rain. So each of the 1,000 guests of De Heus Vietnams Grand Opening of the new
Dong Nai plant received an umbrella. Good idea: itpoured. But no one was troubled by theweather. The Dutch shareholdersDe Heus family membersplus other VIP guests were
treated to a dynamic show, to a speech in fluent Vietnamese by CEO Gabor Fluit, and to a
guided tour of the facilities. De Heuss continued successthe company dates from 1911is
not just due to a sound commercial strategy. De Heuss motto: Lifelong Learning.
Lifelong learning is De Heuss motto. The continuous development of knowledge is essential to De
Heuss success. Ultimately our people and their expertise are the companys most valuable asset.
This is why De Heus invests in people. Within Human Resources we facilitate the national and inter-
national careers of our employees through means of focused development programmes, coaching and
training. Apart from this, we guide our employees in all phases of their career, together with ourmanagers. We do this in various ways, including through means of a performance evaluation system
that creates focus and that facilitates the growth of our employees and consequently that of our
organisation. De Heuss Corporate HR Director Isolde Eleveldsee http://tinyurl.com/cgcqmbe
Mr. Gabor with some
of his staff, posing
for a picture.
7/31/2019 VN Newsletter23
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56th year, no. 4
The Dutch Vietnam Management
Supporter
1. The trip to Hoi An
was a welcome break in a
2-day workshop in Da
Nang. Topic: coaching &
mentoring, two manage-
ment skills for modern
managers. This workshop
had a strong educationalcharacter: the why of
coaching has to be
clear, and agreed upon
before training the skillswill be successful. We
covered 4 coaching
styles: instruction, per-
suasion, consultation, &
delegation. The hardest
style: consultation. Thecoach doesnt solve the problem, but guides the coachee to find & implement solutions.
2. The trip to Hoi An made me think of the question why most tourists return to
Thailand & Singapore, but dont return to Vietnam.After their first visit, they com-
plain. About cheating taxi drivers, incompetent guides & bad service. Are they wrong?
Well, some things in Vietnam really are strange. Like in Hoi An, having to buy a ticketto cross the famous Japanese Bridge connect-
ing the two parts of the old city. Where to buy
a ticket? At a place you may have passed 50
meters ago, around a corner. The far majori-
tyincluding Vietnamese touristsis an-
noyed & decides not to buy a ticket. Result:they ignore the other part of Hoi An. Worse:
disappointment. On top of that, the lack of
ticket buying tourists causes the bridge
guards to display a bad mood. I wonder why ...
Will these foreign tourists return to Hoi An?
What will they tell their friends back home?
Educating Coaches in Da Nang
(and an observation in Hoi An)
Study and understand the norms and beliefs of others,
and then treat them as THEYwish to be treated. Ijaz Rana
Instead of showing the old city, the Hoi An
tourist boat trip took us along resorts
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The Dutch Vietnam Management
Supporter
6th year, no. 4 6
The 2012 Real PR Course was well attended. The participants learned
about the role of PR in the business world, but also about its use in
personal life, about the difference between PR & Marketing, and how
their close collaboration can create profitable corporate synergy. They
learned different tools to practice the art of PR, both external and
internal, including how to make a
Corporate Communications Plan, how
to set up a house style, how to deal
with media representatives, the PR
Hot Line and much more.
August 1317 I will deliver my
next evening course at Royal
Business School.
The Interpersonal Communications
Course is packed with exercises and
tips, intended to educate & train theparticipantsnot to teach them tricks.
Communication is the Number One life skill. In business its quality alone determinessuccess or failure. Goals or strategy are second, believe me. Just ask the successful ones.
All they do is listen to their customers and offer them something of value:
a communication-based service and/or product and a trust-based relationship.
The Interpersonal Communications Course runs from August 1317 at Royal
Business School, 186 Nguyen Thi Minh Kai, D.3, HCMC. Info: www.royal.com.vn
Public Courses @ Royal
The key to successful leadership today is influence, not authority.
Kenneth Blanchard
7/31/2019 VN Newsletter23
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The Dutch Vietnam Management
Supporter
6th year, no. 4 7
Secretly I had hoped that learning Vietnamese would just happen along the way. It didnt.
Vietnamese is difficult when you havent grown up with tones (6 altogether) and diphthongs (what
happens when tones & accents are mixed; natural for any Vietnamese, alien to us foreigners.
So I started to take lessons at Vietname Language Studies (www.vlstudies.com).Fellow student Wayne Young is an (Australian) English teacher. We share a strong need to learn
Vietnameseand not only because our wives are Vietnamese. Our devoted teachers C Bnhs & C
Hos tolerance for our mistakes & patience with our time consuming effort to say or write it correct-
ly have already reached mythical proportions. The method used at VLS is effective: lots of action, and
with just us 2 no time to sit back & relax, and let the other students do the work. Still, it will take
many months before I will reach a level where I can conduct a basic conversation. Patience
Not only tones & diphthongs make it
hard. Vietnamese add little booby traps like
classifiers & titles. How do you address some-
one? TryAnh, Em, ng, Con not to men-tion the many ways family members address
each other: 4 ways to address an aunt, 4 ways
to address an uncle. It all depends on no, I
wont tell you. Or the many ways yes andno are used, adding a hitherto unknown
subtlety to conversations. This causes Wayne
& I to take time to think before we utter a
word, let alone speak a sentence.
Practicing at home, or with friends? No
way. Vietnamese are very eager to help, but
start correcting our pronunciation, right away. With good intentions, they change the topic: so frus-
trating. Teaching really is a profession. So we practice like mad in our VLS class room, do our home-
work & leave the tactical corrections to our excellent teachers, C Bnh & C Ho.
Learning Vietnamese @ VLS
Vietnamese Language Studies (VLS) 45 Dien Tien Hoang, D.1, HCMC
CMARD 2 Building, 4th Floorwww.vlstudies.com
C Binh & herdreaded
diphthongs
Wayne
wrecks his brain
over Vietnamese
classifiers
7/31/2019 VN Newsletter23
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The Dutch Vietnam Management
Supporter
6th year, no. 4 8
For years, Singapore Airlines
scored & scores the number 1 in
customer service quality surveys.
This hasnt always been the case.
When Ron Kaufman was invited to
help SA, many years ago, its reputa-
tion was based upon the elegance of
its stewardesses, not on its service.
Meanwhile, also Singapores Changi
Airport has become the top airport inthe world. What happened?
In short, Ron Kaufman was invited
to analyse the airlines & the airports
service quality. He proposed an inten-
sive educational program for manag-
ers & staff. Both companies agreed
and Ron started. Year after year the
services of Singapore Airlines &
Changi Airport scored higher in cus-
tomer surveys. Now Ron Kaufman is
the man behind both successes.These companies not only reached
the top, they succeed to remain there.And many companies have followed.
The ca. 400 attendees of Kaufmans
seminar enjoyed more than an inspi-
rational event: Rons take aways havelasting value. Want to know more?
1. Read his New York Times best-
seller Uplifting Service (left).
2. Visit Ron Kaufmans website
(www.ronkaufman.com).
3. Join his seminars (see website)
Uplifting Service to Service Excellence
Service is taking action to create value for someone else.Ron Kaufman
Ron Kaufmans
seminar was
organized by ERC
Vietnam
The Proven Path to Delighting Your Customers
and Colleagues and Everyone Else You Meet
The New York Times
bestseller
Vietnam needs his effective
service improvement toolbox!
7/31/2019 VN Newsletter23
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The Dutch Vietnam Management
Supporter
6th year, no. 4 9
Job Application Tips for Fresh Graduates
One late July Saturday morning I was at Kent International College, where graduates
from FPT School of Business and Kent students came to receive tips about job application
dos & donts. With the current state of the economy and companies that stress experience
as a major job requirement, its not easy for fresh grads to get a job.
Besides the usual elements of applying for a job, such as CV writing, attire for the job inter-
view, how to deal with difficult and silly questions certain amateur recruiters mistakenly
believe will help select the right candidate, we
focused on attitude and presentation skills.
Whenever I discuss recruitment with busi-
ness owners, I point out that work experiencetends to be over-emphasized. Fresh graduates
have certain advantages (slide left) that experi-
enced persons often dont. No experience is theirUnique Selling Proposition (USP), one theyshould promote in their cover letter, and when
invited, during their interview. Further, job ap-
plicants should make sure they know as much as
they can about the company, and why they want
this specific position in this organization.
Above all they should exhibit the right attitude.To clarify this I changed two words in John F.
Kennedys famous quote:
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The Dutch Vietnam Management
Supporter
6th year, no. 4 10
How to start your own business
While fresh graduates prepare to
enter the labor market, the adventurous
among them consider starting their own
business. July 20 ERC Vietnams 6th
floor space was filled with around 60
young men & women, interested in advice
and tips for starters. I shared the stage
with several experienced young entrepre-
neurs, who told about their adventures.
My core message for those who contem-plate starting: while preparing, do not
ignore or underestimate your PR and HR.
PR: Create a positive image from the very beginning, as this is the basis for your reputation.
You wont sell when youre unknown. Only a positive reputation will bring you customers.
HR: know whom to choose to become your start-up partners. Is it only money they talk
about? Find others. Successful start ups have a core team of dedicated pioneers, no hangerson. Youll need people who believe in your vision and who see it as their mission to help yourealize it. Then build up the organization around your core business (below left). Put yourcustomers on the top of your organizational chart, and yourself on the bottom. Why? Your
main duty is to make sure the company is well-facilitated, and remains customer-focused.I ended with a 6-step tip for starters when making their first profit (below right).
In these times of uncertainty as far as the economy is concerned, I really admire and supportstarters. Most of their companies will become small & medium sized enterprises: the motor ofevery economy. Fact: where the SMEs are given space to do business, the economy thrives.
The point of living and of being an optimist is to be foolish enough
to believe the best is yet to come. Peter Ustinov
7/31/2019 VN Newsletter23
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Major Services + Client List + Mini Catalog
116th year, no. 4
The following services are in high demand:
1. Management Development programspurpose: to train
managers to qualify for higher positions, to develop soft
skills, and to increase their value to their organizations
2. Seminars & Lectures in the fields of Human Resource
Management, Leadership, Strategy, Public Relations and
Business Communications
3. Business courses: HRM; Efficiency; Presentation Skills
4. Personal Coaching of entrepreneurs
5. Business Consultancy (Management & Leadership; HRM
systems; PR; Strategy; internal communications)
In Vietnam: a.o. business field
Tan Thuan IPC (HCMC) Industrial development
HCMC University of Technology Master of BA program
RMIT (HCMC campus) Communication program
Royal Business School (public courses) Courses & seminars
Vietnam Airlines (RBS; ISM) International airline
Vietnam Singapore I.P. (SPECTRA) Industrial park
Petronas Vung Tau (SPECTRA) Chemical factory
Nike (Tae Kwang Vina) (SPECTRA) Shoe factory
Le & Associates Training & consultancy Training House Vietnam (Sacombank) Training & consultancy
Ministry of L.I.S.A. (RBS) Civil Servants
SONY Vietnam (RBS) Consumer electronics
CapitaLand Vietnam (SPECTRA) Real estate
Institute for Potential Leaders / PACE Courses & seminars
Dalat Hasfarm (Agrivina) Pot plants, cut flowers
Hoanggia Media Group Key to Success TV Show
Fresh Green Earth Hi-tech agriculture
Unique Design Interior Design
ERC Institute Vietnam Vocational training
Golden Alliance Vocational training Schoeller Bleckmann Vietnam Oilfield Equipment
De Heus Vietnam Animal food
Centre for Tropical MedicineOxford Uni. Clinical research
Khue Van Academy Courses & seminars
Training House Vietnam Courses & seminars
Asian Institute of Technology (AIT) Business consultancy
In The Netherlands, a.o.
ING Bank Financial services
Philips Electronics
Heineken Brewery
Yamaha Musical instruments Voerman International International relocations
Damen Shipyards Ship repair wharfs
Wittenborg University of Applied Sc. IBABBA, MBA
MINI CATALOG
WORKSHOPSA workshop is a 2-4 day group
activity with a defined purpose,
where theory, practical exercise
and exchange of experiences are the
main ingredients. Areas: HRM, PR,
Communication, and Management.
Team Engineering
Interpersonal Communication
Commercial Communication
Public Relations
Presentation Skills
Organizational Design
Cross-cultural Communication
Time Management / Efficiency
Recruitment Skills
CONSULTING
Consulting is any specified expert
activity to help solve a defined
problem. This can take the form of
coaching, but also, conducting a
research. By definition, it is tailor
made. Areas: HRM, Strategy, PR.
Personal Coach
Business Coach
Moderator Mediation
Executive Selection
In- & External Surveys (such as
360 Feedback)
SEMINARS
A seminar is a 3-4 hour interactive
transference of core know-how,
including practical assignments.
People Management
Emotions in the Workplace
Strategic Thinking
Business Ethics
The Allround Manager
The Allround Communicator
The Soft Skills Program
On demand
Investments (ex. 10% VAT / 25% PIT)
Workshops: US$ 1,200 per team / day.
Consulting / Coaching: US$ 100 / hour.
Seminars: US$ 550 850 per seminar
(except for the Allround programs).
Lecture: US$ 250 per lecture.
Train the Trainer: US$ 1,200 per day.
Prices may change due to inflation.
Contact me for longterm cooperation:
The Dutch Vietnam Management Supporter
List of Clients & Associates
Loek Hopstakens 5 major services
7/31/2019 VN Newsletter23
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The DVM Supporter is published by Loek Hopstaken.
Email: [email protected] or
Mobile: 090 888 9450
Assistant: Ms. Vo Ngoc Lien Huong
Email: [email protected]
Mobile: 090 888 9451
Profile: http://www.linkedin.com/in/loekhopstaken
Who is Loek Hopstaken?
1951: born in Haarlem, The Netherlands
1971-1972: travels: Europe & Asia
1972-1975: Amsterdam City University
1976-1977: travels: North & South America
1977-1993: career in banking: NCB,
Postgiro, Postbank, NMB Postbank Group,
ING Group, ING Bank
1979-1982: Business Administr. studies
1983-1988: Project Manager
privatization process Postgiro to
Postbank (field: P&O / HRM)
1989-1993: Project Manager merger
Postbank & NMB Bank, & later, ING Group
(fields: PR, Marketing, Total Quality
Management
1991: founding Hopstaken Bedrijfsadvies
1991-present time: career in training and
consultancy, coaching & mediation
1993: left ING Bank
1996-2000: Business Club MC (50 meetings)2003-present time: combining training,
coaching & consultancy with teaching at
international business schools (BBA/MBA)
2005 + 2007: Professor appointments
2007-2008: visits to Vietnam: lecturing,
consulting, surveying, delivering courses,
workshops & seminars
November 2008: establishment in HCMC
2008-present time: delivering lectures,
seminars, coaching, workshops & training
courses, mediation; overseas business trips
2010: Examiner VTV1 Key to Success Show2011: Chairman Advisory Board ERC Inst.
Full CV: mail [email protected]
12
The Dutch Vietnam Management
Supporter
6th year, no. 4
What goes around, comes
around. What you send out
does come back. Service is a
two-way street. Life is, too.
Ron Kaufman
VIETNAM,
UPLIFT
YOUR
SERVICE!
see page 8