Reilly of IBS speaks at NJTC panel discussion

Edward Reilly, president & CEO of Intelligent Building Solutions, LLC (IBS), discussed challenges of expanding U.S. businesses overseas during New Jersey Technology Council's (NJTC) panel discussion titled CEO Toolbox: Breaking Into the Global Market. The forum brought together a panel of accomplished entrepreneurs and technology company leaders as well as an audience of senior executives of N.J.-based engineering, life sciences, technology, software and telecommunications firms. The discussion focused on addressing practical issues related to managing personnel, client relationships, cultural differences, and dealing with varied legal environments when conducting business abroad. "Our Mission Critical Facility planning and engineering company expanded to Europe following a data center owner/developer client, which was undertaking projects in the U.K. and Ireland. These initial projects allowed us to establish a presence in the European Union and offer services to other clients," said Reilly. "The number one lesson we learned was that establishing an overseas office requires a significant amount of senior executives' personal presence on the ground in order to build staff morale, implement the company's culture, and continuously support the sales, business development and technical personnel. In addition, despite the widespread availability of video and telecommunications technology, most cultures still place a lot of value on interpersonal relationships. Physical presence in a new market and face-to-face meetings with prospects are frequently absolutely critical to closing deals." In addition to Reilly, the CEO Forum's panelists included Dr. Inderpal Singh Mumick, CEO of Kirusa; Stephen Waldis, CEO of Synchronoss Technologies; Jeff Weinstein, President & CEO of RightAnswers, Inc.; Ed O'Connell, Partner at WithumSmith+Brown; and Michael Marsan, CEO of New Market Translations, LLC, who moderated the event. Morgan Lewis, TriNet and WithumSmith+Brown sponsored the panel discussion. The discussion also touched on the cultural and legal differences that force U.S. businesses to revise their procedures and practices. "American business leaders tend to focus on closing deals and expeditiously proceeding with providing their products or services," explained Reilly. "In cases of European companies and governmental agencies, however, following the proper procedures while negotiating and then implementing the deal is generally just as important. This requires U.S. businessmen to learn to allow sufficient time for necessary approvals, administrative paperwork, certifications and chain of command decision-making." Other panelists described their experiences of working in varied legal environments when conducting business overseas. Responding to a question from an audience, Dr. Mumick of Kirusa suggested defining the legal jurisdiction in case of a dispute upfront, in the contract. "For example, we recently signed an agreement in Ghana. The parties agreed to resolve any potential legal issues in London, based on the British law," he said. Responding to the same question, Reilly added: "I would also suggest including an arbitration clause and considering the U.S. law as an alternative to the U.K. law." A networking reception hosted by WithumSmith+Brown followed the panel discussion. Intelligent Building Solutions, LLC Headquartered in Totowa, NJ, Intelligent Building Solutions, LLC (IBS) assist commercial real estate, finance, banking, telecommunications, media, and manufacturing clients with a complete suite of mission critical facility development and construction services, including master planning, project management, design/build, owner's representation, feasibility studies, cost consulting, energy audits, commissioning, and development consulting. IBS clients include Digital Realty Trust, AboveNet Communications, Inc., Jones Lang LaSalle, CB Richard Ellis Group, Inc., Hanover Real Estate Partners, Russo Development, and other leading North American and international organizations. The experience of IBS' team of engineering, construction, and design professionals encompasses nearly 20 million square feet of mission critical projects in the United States, Europe and South America. These include data centers, securities trading floors, back office facilities, telecommunications and collocation sites, integrated utilities and UPS systems, Mechanical/Electrical/Plumbing and HVAC systems, and a variety of other commercial, financial, and manufacturing facilities. IBS President Edward P. Reilly, LEED AP, IEEE, founded the firm following 25 years of construction and engineering experience with leading U.S. organizations. Prior to establishing IBS, he had served as Vice President of New York City-based Concept Technologies and Concept Construction Services, where he managed $200 million worth of technology projects in the U.S. and overseas. He also served for 15 years as Electrical Director and Chief Electrical Estimator at Tishman Realty & Construction Co., Inc., an international real estate development and construction organization headquartered in New York City. While at Tishman, Reilly provided technology expertise to projects valued in excess of $10 billion. Reilly's selected project experience includes the new 1.7-million square foot 7 World Trade Center tower in Downtown Manhattan; the 1.1-million square foot Morgan Stanley Dean Witter World Headquarters in New York City, including trading floors, a technology hub, 3600KW UPS back-up, and 5250KW 2(n + 1) EPS environment; Digital Realty Trust's 280,000-square-foot 3 Corporate Place and 270,000-square-foot 365 South Randolphville Road data centers in Piscataway, NJ; the 38-story Reuters Headquarters at 3 Times Square in Manhattan; the 900,000-square-foot Pulawska Financial Center and Bank PKO BP Headquarters in Warsaw, Poland; the $1-billion Borgata Hotel, Casino & Spa in Atlantic City, NJ; worldwide digital switch sites for MCI/WorldCom; and multiple collocation and switch facilities for AboveNet Communications and Level 3 Communications. New Jersey Technology Council Founded in 1996, New Jersey Technology Council (NJTC) provides advocacy, business advisory, networking opportunities, information, financing support, employee recruitment assistance, advocacy and recognition to regional technology companies and their leaders. The organization's almost 1,000 member companies work together to support their own enterprises while advancing New Jersey's status as a leading technology center in the United States. By collectively representing New Jersey's various technology sectors and the institutions and service companies that support them, NJTC is an effective advocate of public policy that promotes economic growth in the state of New Jersey. NJTC organizes networking, informational and educational events for high-tech executives in the following sectors: Telecommunications/Media; Enviro-Energy (E3); Electronics, Advanced Materials & Manufacturing; Nanotechnology; Life Sciences and IT/Software. In addition, peer groups bring together business people with similar interests and objectives. These peer groups include: Chief Executive Officers, Chief Financial Officers, Chief Information Officers, VC & Financing, and Women In Technology.