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Special guest1.2.3.4.5.Being a managermeans ...1. TrustingThis really is essential for a growing SME. Thereare now 43 of us and we are planning to recruit 40new people over the next five years (25 in Belgiumand 15 in Asia): you can’t do that without trust.2. FacilitatingBy temperament, I’m not someone who goes intominute detail, but more someone who works onbig objectives, the general vision for the company.We have brought in a Managing Director, PatrickPoty, to work more on the operational side.3. Promoting curiosity as a valueThis is a crucial factor when I recruit someone. It’salso a value that constantly motivates mepersonally. In our sector, you cannot focus only ontechnology, you have to know the “biotope”, youhave to understand the market’s expectations.4. Expressing yourself clearly when you delegateThere comes a time when you cannot doeverything yourself and you have to delegate.However, you have to make sure that the otherperson has understood what you mean, becausewords do not always mean the same thing todifferent people. This is an essential criterion forsuccess in an SME.5. Not reducing everything to pure technologyIn many projects, the human factor is important.In my life, I have built up many long termrelationships by spending evenings with peopleand not talking business…. This also means youcan improve your knowledge of the market© Tilt“By going to our ‘historical’ partners,we are trying to protect ourselvesfrom the vagaries of the bankingmarket. Considering our sector ofactivity, we remain relatively insulatedfrom the crisis that is affecting themajor industrial sectors…”Success comes from“market” orientationThis confidence is supported by agood working knowledge of the market.For example, the Vietnamesecommercial office, set up in 2003,which will generate around600,000 euros in 2008. “Since theoffice was set up five years ago,I have been in Vietnam very often andI see how things are actually done.This is what gives me confidenceabout our impending new office inMalaysia, which will be a ‘cut andpaste’ of Zentech’s Belgian headquarters.To make this Asian operationa success, we have to keep ourears to the ground and see howthings work. In concrete terms, I amgoing to Malaysia next month and Iintend to take my time, to get a bitinvolved in life on the ground so I canget a better feel for the market…”This ‘market analysis’ aspect is reallywhat is lacking in the majority ofinnovative companies, believes Jean-Claude Havaux. “In Belgium and inEurope, it is generally very difficultto make money from innovation.We have very good universities andexcellent spin-offs but we experiencereal problems when it comes to hardselling. It’s quite logical that thefounder of the company, who is oftena researcher, and who spends yearsworking his fingers to the bone todevelop his company, finds itUNBEARABLE that one day he has toallow people in and dilute his ownership.But this is often what isrequired in order to put together astaff with this “market” orientation.The head of Zentech is half Italianand describes himself as multi-cultural.“I’m a convivial type. You mustn’treduce everything to pure technology.In many projects, it’s the humanfactor that’s important. In my life, I’vebuilt up many long-term relationshipsby spending evenings with peopleand not talking business…”Besides business and turnover, thething that motivates Jean-ClaudeHavaux in his professional life is to beinvolved in improving the health ofvery young children. “Making it possibleto improve the health of childrenin their first weeks of life is an excitingand meaningful challenge. I’mvery proud that Zentech is part of thisadventure.” ■© TiltA helping hand from EuropeThe development of a new kit costs between100,000 and 150,000 euros. SomeEuropean subsidies are available to providefinance to limit the risk. So Zentech’s activitiesinclude participation in certain projectsof the European Framework Program forresearch and development. Like otherWalloon companies, Zentech has benefitedfrom the advice of the team at the NationalContact Point for Wallonia (NCP-Wallonia)which provides a link between theEuropean Commission, the research centersand Walloon companies (small,medium or large) working in the field ofresearch and innovation. This team of professionalsoffers its free services at eachstage of your project.More information? +32 (0)10 48.50.39,ncp-wallonie@uwe.be, www.ncpwallonie.be8. Dynamisme December 2008