He’s one of the longest-serving executive officers of a major privately-held business in the United States. President of OSI Group David McDonald’s first job out of college was with OSI. He has been with the firm for more than 30 years. He rose from an entry-level management position to become captain of the ship as well as COO. In a recent David McDonald OSI Group interview, he discussed some of the central philosophies and strategic tactics this American Midwest giant meat processor has adopted to propel the company into an international powerhouse. In particular, McDonald talked about how his company found success in China. He said that OSI understands the importance of “becoming local.”
“Despite the fact that we are a U.S.-based company, we understand the need to bring solutions to our local customers,” McDonald said. “Many of them are western international or multi-national customers. But it’s really about finding and seeking a solution that applies to each individual customer.” The David McDonald OSI Group approach to China centers around understanding the differences between a culture of the Far East as opposed to, say, western European models. But that also means one must stay “true your principles,” he said. “Food safety, customer quality — we don’t compromise,” McDonald added. “But it’s really understanding again the needs of the local customer and being patient to understand the business culture. Really listen first and try to apply a solution second.”
Another David McDonald OSI Group maxim is to, “go in thinking that you don’t already know all the answers.” He said that business cultures are different in different countries. Building relationships takes time. To build trust you must invest time and also be patient for trust to develop before you are allowed an opportunity to provide a solution. As for the learning curve of getting established in China, the David McDonald OSI Group starting point was always, “patience and building trust.” He said OSI has been in China 20 years. That has meant a huge amount of time visiting onsite and “investing time personally.” You try to understand from their perspective what they’re trying to do, he said.
Source of the article : https://gazetteday.com/2017/09/expansion-for-osi-group-continues-internationally/