September 2017

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Page 32 of 85 | Mobility 29 AROUND THE WORLDWIDE ERC ® Young Professionals Knowledge in general is a very important asset for any relocation professional; knowledge of the market, of our clients, and of best practices is critical if we aim to succeed in the relocation industry. From a more local perspective, it is clear that a relocation professional who does not know the market will be limited in his or her career as a mobility professional. Just knowing the local market, however, isn't enough, even if your strength is focused only on offering destina - tion services. The ability to understand each company's objectives and its mobility policy, and the influence it has on expats, their families, and their perfor - mance when on assignment, has been a key piece of knowledge during my career in the relocation industry. During the last few years, however, I have seen there is now more pressure on relocation professionals to develop skills that allow them to adapt quickly and be flexible to accommodate the demands of a very dynamic industry. In a market where multinationals are constantly changing and adapting their policies in order to be compliant with new laws and regulations, relocation professionals have to be able to respond quickly and with consistency to these demands, while being aware of the external factors that may affect directly or indirectly a client's mobility policy, and proactively offer solutions that can prevent the company's failure to be compliant. Therefore, developing a critical understanding of global affairs and geopolitics is very important, and it is also important to have the ability to use that information to earn the trust of clients. Our business development (BD) team was recently bidding for the global mobility service contract of a global engineering company in Portugal. This com - pany had recently won a project in the U.S., and it was critical for them to have a partner in Portugal that could advise them on corporate immigration for the U.S. They were concerned that with U.S. immigration reform pending, selecting the wrong partner would cause them a big headache, and they couldn't afford to have their worker 's visa rejected. Since our BD team was aware of the current situa - tion with U.S. immigration reform, they were able to ask the right questions of our partners in the U.S. and offer a reliable assessment that later resulted in us winning the account. We all like to think that we are industry leaders in our market. But as industry leaders we must be ready, stay one step ahead, and know where the next chal - lenge is that may affect our clients' ability to manage a successful international workforce. Rossana Veglia Business Development & Marketing Director Global International Relocation Portugal What is the most valued knowledge for a relocation professional?

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