It is a great opportunity for European Senior Procurement Management to learn about doing business in Brazil, especially with regard to the economic development and importance of Brazil and of EADS’ objectives in the country. Fundação Dom Cabral was selected to provide the programme ‘Doing Business in Brazil’ and has proven to be the right choice. They provide a very successful and professional training to the EADS management team who left Brazil with much better understanding about this nation’s economy, infrastructure, cultural aspects, markets and more.”

 Matthias Gramolla: VP Sourcing Strategy and Management Corporate Sourcing function targeting transversal topics that add value to the Divisions and to the group. Comprises Supplier Management, Procurement Performance Management, Sourcing Strategy and Governance, Procurement Employee Qualification, Joint Procurement

 “It was a great pleasure to work with Fundação Dom Cabral for the Doing Business in Brazil program provided to senior executives of EADS Company. FDC was able to provide a comprehensive overview of Brazilian market and specifics of how to operate and do business in the country.” 

Marcus Campos : Sourcing Director Head of global sourcing activities in South America for all group divisions Cassidian, Airbus, Airbus Military, Astrium and Eurocopter. Development of South America Roadmap. 

The Company and its Context 

The EADS (European Aeronautic Defense and Space Company) Group is a global leader in aerospace, defense and related services, employing around 133,000 people at more than 170 sites worldwide. EADS includes Airbus as the leading global manufacturer of the most innovative commercial and military aircraft, with Airbus Military covering tanker, transport and mission aircraft. Astrium, the European leader in space programs and the third biggest space provider worldwide, is active in all space activities, from large-scale space systems to satellite services. Cassidian, worldwide leader in state-of-the-art solutions for armed forces and civil security worldwide, also makes EADS the major partner in the Eurofighter consortium and a stakeholder in the missile systems provider MBDA. Eurocopter is the world’s primary helicopter manufacturer in the civil sector, offering the largest civil and military helicopter range in the world. 

Needs and the Target Population 

Preparing and enabling a senior group of EADS Procurement VPs and Directors to do business with a focus on strategic sourcing in Brazil, considering cultural, legal and operational aspects involved in the process. EADS has run a similar program in other emerging markets and their choice in Brazil was FDC. 

The Proposed Solution 

To enable the participants to learn and understand the Brazilian environment (history, culture, economics and business practices) through a series of experiential activities and exercises in order for them to successfully implement procurement practices in Brazil and thereby reach their organizational goals. 

Process and Methodology 

The proposed educational solution included classroom and experiential methodologies as shown below, from which the participants could understand the particularities of the cultural and business environment in Brazil: 

  •  Create a typical Brazilian dinner experience to enable the participants to learn about regional differences within Brazil. The dinner consists of different dishes from different parts of the country and the chef is available to explain how each dish relates to the particular culture and practices of the region. 
  •  Company visits and dialogue with Brazilian executives to understand the opportunities and challenges of doing business in Brazil and also with Brazilian companies. 
  •  Lectures with FDC Professors – Researchers, responsible for the Centers of Knowledge Generation about themes related to the objectives of the Program (Strategy, Logistics and Infrastructure) who share how their latest research resolves both articulated and unarticulated challenges. 
  •  Wrap-up sessions in order to structure the program take-always for the participants. 

Key Benefits 

  •  Better understanding of Brazil’s history and culture in order to improve the interaction with Brazilians in general and Brazilian companies specifically. 
  •  Better understanding of how best to manage conflicts and misunderstandings with Brazilians. 
  •  Participants provided with knowledge about how to be effective in negotiating, doing business and working with companies in Brazil.
  •   Participants enabled to interact effectively and to develop a productive synergy with Brazilian counterparts and local supply chain base. 

Why FDC? 

  •  FDC positioning in Brazil, its acclaim in the world business schools rankings, and its network of companies and leaders in Brazil. 
  •  Ability to customise the content in order to achieve the client’s needs. 
  •  Ability to develop and apply different experiential methodologies in the classroom and in the market place. 
  •  Our flexibility to develop and demonstrate a joint collaborative educational solution, which allows the establishment of a trust relationship with the client, and thereby helps assure the program will achieve the expected results.

Source: https://www.fdc.org.br/en/Documents/BX%20FDC-0042-13-L%C3%A2mina_Internacional_ing_EADS_AF.PDF