Global Speaker Series 2007 - 2008

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Donald Best

“Successful international business development needs flexible thinkers who can build coalitions and navigate the dense web of partnerships with an eye for opportunity,” said Donald Best, Senior Vice President of Worldwide Sales, Marketing and Strategy at IDC during his visit to The Fletcher School on October 11, 2007

As part of the International Business Program’s Global Speakers Series, Best delivered a speech entitled “Eat, Pray, Love International Business Development” that illuminated companies’ considerations when making international business decisions. Best, a Fletcher GMAP graduate, also commented on the skill-set needed for a career in the international business arena. “We are always planning as to how we could make the company go out of business,” said Best, who oversees all aspects of global sales strategy and implementation for the IT intelligence company. “The barriers to entry in this business are low, but it is expensive to stay.”

Keeping the competitive edge in such a fast-paced industry requires IDC to conceive and execute international business development plans that play to the company’s strengths and that capitalize on market opportunities. “Organic growth is how we do international business development at IDC,” said Best. “It is the natural fit for a knowledge-based company.”

Earlier forays into acquisition of existing companies or licensing of the IDC brand were not long-term strategies for success, and largely were used to jump-start entry into a market. Over time, IDC found that allowing for a build-up of intimate knowledge of the industry and its products translated into growth opportunities that minimized risk.

“We found that if you put someone smart in the country, then they will feed the network,” said Best. “You need the insider’s knowledge of the industry and product to be effective and trusted.”

Gaining the insider’s knowledge and knowing how best to leverage it is where the Fletcher education proves its worth, according to Best.

Best identified the ability to build coalitions, think strategically, and navigate horizontal hierarchies as the essential skills for advancing in international business.

“Most important for these positions is flexibility,” Best said. “And I don’t always see that in MBA students. Fletcher is great for developing your ability to analyze each individual situation and grow with the job.” However, a position in international business development is not a likely first step out of graduate school. Best emphasized the need to develop credibility and in-depth knowledge of an industry before moving into an international business development role. “International business development is always about looking for the next big thing,” Best said.

By Sarah Cartmell, F’09