We help our clients in better understanding the art of balancing global integration and local adaptation. Developing cultural effectiveness and building team integration by providing consulting, assessment, training and coaching services

1. Our
Services
in
CULTURE
Diversity
Practices
Excellence
through
Culture,
Talent
and
Change
June 2011
Hong Kong ■ Hangzhou ■ Jakarta

2. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Executive
Summary
2
• Tjitra & associates is a management consultancy founded
by Dr.Tjitra with offices in Hong Kong,Hangzhou and Jakarta.
Our work focuses on the CULTURE,TALENT and CHANGE.
• Over the last fifteen years,Dr.Tjitra and his team have collected
International project experiences at the global,regional and
national level in the US,Europe and Asia with senior leaders
from over forty countries.
• A team of multilingual psychologist are dedicated to strive for
excellence and provide tailor-made service solutions.
We devote ourselves in ensuring sustainable business results
by understanding the exact needs and situation of our clients.
Companies and Organizations
we have been working with ...*
* only selected list and not complete

3. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Our
Approach
and
Service
Portfolios
3
Globalization challenges in ensuring sustainable success in China
Our APPROACH:a taylor-made solution with clear,measurable objectives
Managing CULTURE diversity to create synergy across cultures

4. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Globalization
challenges
in
ensuring
sustainable
success
in
China
4
“If you can’t learn quickly, your market share will perish .... worst case, their market share has gone
from 90% to 10% in three of four years.
That’s the result of expecting that no special things need to be changed in China,
... and not empowering the China team.”
Lee Kai-fu on the problem of western IT MNC in China (Forbes, Nov. 24 2008)

5. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
CULTURE
Diversity:
Globalization
challenges
for
the
HR
partners
and
champions
5
Challenges for Chinese companies
(% of respondents from companies based in China,n=63)
What barriers,if any,has your company faced to undertaking activities outside mainland China?
Potential customers have concerns about the quality of
Chinese products
Our company does not have enough managerial talent
We lack sufficient capital
We have an inadequate understanding of legal and/or
reputation risks in other countries
Cultural barriers make the business difficult to manage
Customers are unfamiliar with Chinese brands
Governments or other stakeholders in other countries had a
negative reaction to our proposed activities
Funds have been difficult to find outside mainland China
Logistical barriers make the business difficult to manage
Potential employees in new geographies are not familiar
with our company
Other
Our company has faced no barriers
44
25
24
22
21
19
19
3
5
10
11
14
Three big challenges for Chinese
companies’globalization
• Developing Managerial Talent
• Managing Cultural Barriers
• Attracting International Talent
Survey from McKinsey Quarterly
• Most executives at Chinese companies say
the biggest obstacle to the global growth
of their companies is a lack of managerial
talent.
• During the globalization,most Chinese
companies face the challenge of
combining Chinese and Western forms of
communication and cultural norms.
• 88% of the Chinese executives said that
their globalization efforts were hindered by
the scarcity of people with real cross-
cultural knowledge or experience
managing foreign talent.

6. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Intercultural
Competence
and
Sensitivity
6
“To be effective in another culture,people must be interested in other cultures,be sensitive enough to notice cultural
differences,and then also be willing to modify their behavior as an indication of respect for the people of other cultures ”
(Bhawuk and Brislin,1992)
Intercultural Competence
Technical
knowledge & skill
Motivation
Stress tolerance
Respect for
differences
Harmony
preservationSelf Control
Awareness of
communication
symbols
Language
skill
Verbal &
non verbal
expression
Attribution
process of
information
Cultural
empathy
Intercultural
Sensitivity
Intercultural
Communication
Competence

7. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Our
approach
in
assisting
our
clients
ensuring
measurable
results
7
“... That’s the result of expecting that no special things need to be changed in China, ... and not
empowering the China team.”
Lee Kai-fu on the problem of western IT MNC in China (Forbes, Nov. 24 2008)

8. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Tailor-­‐Made
Solution
with
clear
objectives
and
in-­‐depth
understanding
at
the
beginning
of
the
cooperation
8
1
2
3
4
Objective Agreement on Project Objective & Expected Results
Analysis Deep Understanding on Clients’Current Situation
Design Process and Method Design
Evaluation Evaluation and Follow Up5
Execution Project Implementation
Expected Results

9. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Increasing
cultural
effectiveness
and
team
integration
by
providing
consulting,
assessment,
training
and
coaching
services
9
✓ Research-based development program
on intercultural sensitivity and cross-
cultural learning
• Intercultural competence and sensitivity
• Effective learning behavior of employees in
multinational companies in Chinese cultural
context
• Role understanding and training effectiveness
of corporate trainers in Chinese culture context
✓ Talent management and organizational
change program in cross-cultural context
Our projects covers ...
✓ Cultural awareness training / workshop
✓ Cross-cultural assessment center
✓ Executive leadership coaching
✓ Working and living abroad
✓ Global player/International sales
✓ International high potential program
✓ Multi-cultural team building workshop /
team coaching
✓ International project management
✓ Working effectively in virtual team
✓ Diversity management
✓ Diversity guideline
✓ Corporate culture system
Tailor-made integrated solution

10. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
We
help
our
clients
in
better
understanding
the
art
of
balancing
global
integration
and
local
adaptation
10
• Conducted more than 100 cultural awareness training workshops in Europe and Asia in the last twelve years
• Attended by more than 1000 European and Asian leaders across different hierarchies,functions and industries,incl.C-level senior executives
• Diverse theme focus in intercultural management,incl.culture shock,intercultural communication,cross-cultural leadership,multinational teamwork,
international sales,and negotiation
• Cultural general approach for the global players and cultural specific approaches for the international assignees
Lunch
Dinner
Break
Break
Day 3
… on the Way
to Cross-Cultural
Synergy
Personal Charter
& Learning Plan
Day 1
Critical Situations
in Working Places
My understanding of others:
Self and other perception
Culture & Management:
Working in International
Environments
Cultural Encounter
Situations
Learning in Action
Short Lecture & Discussion
Joint Dinner
Case Study:
Cross-cultural Leadership
Day 2
Communication
Across Cultures
Role Play:
“First Meeting”
Case and Role Play:
Conflict Management and
Team Building
General cultural awareness training design

11. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Innova
Lab
Research
and
Development
-­‐
ensuring
innovation
and
sustainable
impacts
11
• Building the Global Competence for Asian Leaders
• International Employability:Development of Intercultural Competence
of German and Chinese Young Professionals
• Effective Teamwork at the Top Management Team in International Joint
Venture
• Cross-Cultural Learning Behavior:Effectiveness of the Western
Technology Transfer Approaches in China
• Comparative Studies on Chinese-Indonesian Intercultural Competence
and Sensitivity
• Chinese Intercultural Competence and Sensitivity in Tourism Industry
• Strategic Decision Making in Chinese and Multinational Teams
• Intercultural Perspectives of International Post-Merger Integration
• Intercultural Synergy in Professional Team
• Development of Intercultural Training for Indonesia Students in
Germany
• Emotional Intelligence in Workplace:Buffering Effects of Supervisor
Support between Emotional Labor and Affective Commitment
• Multiple Role Understanding and Training Effectiveness of Corporate
Trainers:Chinese Culture Based Study
Research and Development Projects
• Ensuring excellent quality and state-to-the-art
products,brands and expertise
• Developing high-impact,sustainable products
• Sharing knowledge from practical research with
our customer and partner community
Mission of Innova Lab

12. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Managing
CULTURE
diversity
to
create
synergy
across
cultures
12
“If you can’t learn quickly, your market share will perish .... worst case, their market share has gone
from 90% to 10% in three of four years.
That’s the result of expecting that no special things need to be changed in China,
... and not empowering the China team.”
Lee Kai-fu on the problem of western IT MNC in China (Forbes, Nov. 24 2008)

13. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Strategic
Workshop
for
Multicultural
Top
Management
Team
13
OBJECTIVE
Improving communication and cooperation between Chinese and foreign parts
& Achieving common understanding on organizational vision and strategy
BACKGROUND
- Chinese-Europe joint venture with main business in high-tech industry,has more than 5000
employees and an annualized yield of about 4 billion yuan.
- The surge capacity from business,intensive industry competition,and ineffective
cooperation and communication between Chinese and foreign staffs became the big
challenges to the business development.
EXPECTED RESULT
- Understanding organizational situation clearly from different perspectives
- Exploring challenges the organization faced and identifying critical ones
- Discovering influencing factors for different challenges
- Developing action plan for the future implementation
BEST
PRACTICE

14. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Strategic
Workshop
Sample
for
Multicultural
Top
Management
Team
14
Day 1 Day 2
Joint Dinner & Informal Discussion
Break
Reflection,Feedback & Closing
Objective,Expectation and Agenda
Welcome & Introduction Creating Cultural Synergy
Working Effectively in Multicultural Environment
Plenary Discussion on the Results
Presentation on
Organizational Flash Analysis Result
Organizational Flash Analysis Result
Lunch
Break
Short lecture on
Cross-Culture Team Building & Leadership
Personal Development and Action Plan
Group Work & Problem Solving:
Become Competent Leader in
Multicultural Workplace
Group Work & Problem Solving:
Problem prioritization,deep discussion
and strategy identification
Short lecture on Intercultural Sensitivity
and Competency Theory/Tool *
* selected based on organizational flash analysis result
Short Lecture & Discussion
Learning in Action
Optional
BEST
PRACTICE
Preliminary
Study
Flash Analysis Expected
Result
Workshop /
Trainshop
Project / Team / Individual
Coaching,Adaptation,
Follow-Up and Evaluation
Agreed on Objectives Analysis & Agreement Ensure Sustainable Impact Measurable Result
General Approach for Tailor-Made Solution Exploration and Implementation
Main Intervention

15. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Our client said ...
Understanding across cultures
• It is important for me to get the awareness how cultural differences
influence our communication and understanding.It will be helpful for
the cooperation with my foreign partners in the future work!
• I realize that cross-cultural issues influence on our working approach,
team spirit,organizational strategy,and action agreements.
• The seminar is wonderful! It creates an open and free atmosphere to
encourage the communication between the Chinese and foreign parts.
• I enjoyed the open communication during the plenary discussion very
much.I hope we could keep the openness from now on to get much
better performance and achieve our goals more effectively!
Open communication
• I feel we are a team,a team of this company.
• The feeling of“We are ...”gives me the confidence to solve our current problems and also
the success in the near future.
• We begin to get common understanding in organizational strategy and development.
Clear strategic vision
Participants’
reOlection
demonstrates
their
signiOicant
clearness
about
the
organizational
strategy
and
willingness
to
cooperate
between
Chinese
and
foreign
parts
15
BEST
PRACTICE

16. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Team
and
Management
Effectiveness:
Interactive
Workshop
for
the
APAC
Top
Management
Team
16
OBJECTIVE
Improve management effectiveness and business integration across countries in APAC team.
BEST
PRACTICE
BACKGROUND
- Our client is one of the Fortune Global 500 in the high-tech manufacturing industry.
- New business strategy and matrix organization,which aims at better integration of
the business across different countries in APAC,were just launched.
EXPECTED RESULTS
- Clarifying goals,improving team synergy,and solving current problems
- Discovering potential and leveraging strengths across different countries
- Having open discussion within the team,especially on negative issues
- Learning teamwork skills and tools to improve effectiveness
- Developing action plan for further implementation

17. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Three
1.5-­‐Day
Workshops
within
One
Year
Aiming
at
Improving
Managerial,
Cultural
and
Team
Effectiveness
for
APAC
Top
Management
Team
17
• Participants are all top management team members at the region of APAC.
• The serial of workshops aim to improve the effectiveness and efficiency of cooperation
between the members of the APAC management team.
Effective Management
& Team Building
• Managing,performing,and
living (Malik,2000)
• Current status and issues
• Five core issues were identified
Being Effective
& Get Focused
Trust
& Awareness
1 2 3
• Habits of highly effective
manager (Div.Authors)
• Focus on few
• Belbin Team Roles
• Personal development plan
• Assessment of strengths and
challenges
• Outdoor games
• Collegial coaching
Main concepts developed for meeting our client’s expectations
BEST
PRACTICE

18. Excellence through Culture, Talent and Change
Culture Profile_EN ver./110610
Hong Kong Office:
31/F,Tower One,Times Square
1 Matheson Street,Causeway Bay
HONG KONG
香港銅鑼灣勿地臣街 1 號
時代廣場一座31樓
Phone +852 2824 8521
Fax +852 2107 3699
Contact
Address
18
Contact Person:
Daisy Zheng
Phone +86 571 8763 1203
Fax +86 571 8763 1210
Email:d.zheng@tjitra.com
Hangzhou Office:
Guangyin Plaza,Suite 812,42 Fengqi Road
Hangzhou 310010 P.R.CHINA
中国浙江省杭州市凤起东路42号广茵大厦812
Phone + 86 571 8763 1203
Fax + 86 571 8763 1210
Jakarta Office:
Menara BCA 50th Floor,Jl.MH.Thamrin No.1
Jakarta 10310,INDONESIA
Phone + 62 21 2358 4616
Fax + 62 21 2358 4401