1. Opening a new office in a foreign country Prepared by Christian Gurny 19.03.2014

2. Client Name here 2 Agenda Introduction – About me About BearingPoint – European roots with a global reach Nearshore Delivery Center - Why Romania? The start of the journey Challenges Where we are today?

3. Client Name here 3 About me Christian Gurny Partner & Managing Director BearingPoint Romania BearingPoint Izvor St. no. 80 5th district Bucharest Romania Education/Certificates Industrial clerk, AEG Berlin Business Informatics, Technische Fachhochschule Berlin Industries Manufacturing (High Tech, Energy), Service, Transportation, Automotive Personal Background German, English, French, Arabic Professional Background since 2006 Managing Director of BearingPoint Romania – Bucharest / Sibiu 2012 Leader Microsoft Advisory Services GSA 2010 BearingPoint, Partner, Commercial Services, Operations & Maintenance 2003 BearingPoint, Managing Director, Industrial Products, Operations & Maintenance 2002: KPMG, Partner, Industrial Products, SCM 1998 KPMG, Manager, SCM Competence Group Leader 1996 KPMG Consultant, focus on industrial products and manufacturing 1993 Telefunken Sendertechnik GmbH, inhouse consultant R/2 RM-PPS (production planning &control) Professional Focus Languages Improve business integration and collaboration utilizing state of the art technology Shared service center design & build – CEE SCM, planning & control, production, procurement, distribution, service Global SAP-rollouts Business process design and performance improvement Change management Risk and quality assessment Business and IT strateg ies

4. BearingPoint at a glance 4 Business scope We are focused on achieving sustainable business results enabled by management & technology capabilities for: The upper mid-market Global European based companies Public organizations Some facts Partners:140 Total Headcount:3,350 Revenue 2013:€ 550 million Countries:18 Industries: Commercial services, Financial services Public services About BearingPoint European roots but a global reach Belgium Russia Romania Austria Switzerland Germany Ireland UK Norway Sweden France Netherlands Denmark Finland Morocco

5. Client Name here 5 Scope: Increase Profitability Analysis: choice between Spain and Romania, but Romania was the winner after taking all into consideration …. Nearshore Delivery Center - Why Romania? Evaluation Criteria: Cultural compliance Profitability & Cost Client acceptance Scope Language Utilization & Efficiency Distance/international connection Flexibility / Initial investment Technical infrastructure Tax Time zones Government Subventions Travel restrictions Recruiting Political and social stability Skills and capabilities GDC Process established Employment law Opportunity for Investment Stability Growth Potential

6. Client Name here 6 The plan…. The start of the journey Major Local Relationship s/Meetings Image- and Advertiseme nt Campaign / PR & Marketing Office Space Accounting (outsourced) Recruiting HR & Payroll (outsourced, except for parts of HR Admin.) Tax IT Legal and Leadership …opening a new business in a foreign country… What does this mean?

7. Client Name here 7 The entrepreneurial journey thought me that… Challenges How realistic were our objectives in the beginning? …Objectives Even though part of a big firm, it felt like opening a completely new business in a different culture …New beginnings The economical crisis …Reverse situations MBO in 2009 …Changes Rough competition …Tough Markets

8. Client Name here 8 Bucharest Head Office Sibiu Office 2 Offices: Bucharest and Sibiu 140 consultants Our consultants accompanied successfully 135 projects in 26 different countries all over the world. Where we are today?