Kiwi diaspora offers many benefits

Ken Morse

New Zealand businesses are not taking enough advantage of expatriate Kiwis furthering their careers overseas, says international sales guru Ken Morse.

The managing director of the Massachusetts Institute of Technology Entrepreneurship Centre said New Zealand could take a leaf from Ireland's book, which had learned to use its expatriate community to its advantage.

"They understand the diaspora is a huge asset to Ireland and that the people who've left often have more to offer than the people who stay.

"I don't think New Zealand has tapped into its diaspora yet," he said.

Morse's expertise in international sales lured executives off the beaches and into the classroom this week.

About 80 attended the sold-out two-day workshop in Auckland that ended yesterday.

Morse said sales was a science, not an art, that could be learned and taught. "Global sales strategy is a state of mind. It's about ambition, vision and hard work," he said.

"There are some companies in New Zealand which have all the ingredients to be major players on the world stage. The only thing holding them back is themselves."

Morse has played a key role in launching several MIT related start-ups, including 3Com, Aspen Technology, an expert systems company and a biotechnology firm.

He has worked in the US, Europe, the Middle East and Asia. Five of his own start-ups went public or were successfully merged.

Workshops focused on sales techniques needed for the European, Asian and North American markets.

A lot of time was devoted to mastering the crucial "elevator sales pitch".

Each participant had 55 seconds to present the benefits of their business clearly and concisely before a panel of judges from the New Zealand Venture Capital Association.