I’m not exactly sure what Ben Franklin had in mind when he said it, but “an ounce of prevention is worth a pound of cure” is definitely relevant when planning your global strategy. It will likely be less expensive to leverage the expertise of professional service providers prior to implementation of your international business plan as opposed to reacting to issues that may arise as a result of poor or no planning.

Fortunately there are local experts that can help your company mitigate the risks, minimize the costs and resolve global commerce issues.  During my first week at the Lansing Regional Chamber of Commerce (LRCC), I had the pleasure of meeting Jean Schtokal, a shareholder with Foster, Swift, Collins & Smith, PC (Foster Swift), and have worked closely with her ever since. Schtokal is a board member for the LRCC, co-chair for the Global Business Club of Mid-Michigan, and has been appointed to the Michigan District Export Council-West by the U.S. Secretary of Commerce.

Foster Swift handles matters from acquisitions to zoning disputes and everything in between for businesses, municipalities, nonprofits, families and individuals. Schtokal recently gave me the rundown on Foster Swift’s international practices.

Case: How long has Foster Swift been in business and what interesting stories about the firm can you share?

Schtokal: Walter Foster opened the Lansing office in 1902 and the firm now has over 100 attorneys with offices in Farmington Hills, Grand Rapids, Holland, Detroit and Marquette.

With 100-plus years of helping clients and supporting the community, there are so many stories to share about the history of the firm we should probably write a book. A few of the gems include:

   • In 1912, the firm acted as special counsel in a sensational case that resulted in the conviction of the Michigan state treasurer for embezzlement.

   • In 1946, one of our partners served as special counsel to grand jury proceedings involving bribery by members of the Michigan Legislature.  That case was later the subject of the book, Three Bullets Sealed His Lips.

   • The firm’s litigation teams have been involved in many precedent-setting cases, including the Pigeon River Oil and Gas matter. The State Bar of Michigan recently recognized this case as its 35th legal milestone. To date, it is the only environmental case to earn           this distinction.

Case: How does Foster Swift differentiate itself from your competition?

Schtokal: We focus on our clients’ legal needs and being good community citizens. With our clients, we ask detailed questions and listen carefully so we can identify and implement the best course of action to achieve the optimal outcome for the matter at hand. We have an extremely high retention and referral rate among our clients. Many of our clients have been with us for decades.

In terms of the community, we have a solid reputation with the courts, regulators and business community. Additionally, Foster Swift attorneys are involved. In our Lansing office alone we have 37 attorneys who sit on boards or hold other leadership roles in professional, industry and service organizations.

Case: What is the size of your current client base? Do you see growth in the international area of your business?

Schtokal: The firm has almost 5,000 active clients. And those are split about 40 to 60 in terms of organizations versus individuals.

There is huge growth in the international area. We have seen this for years now, and growth in the international area has increased with the downturn of the economy. Businesses are interested in expanding their customer base. With the evolution of technology, it has become easier to transact business around the world. We have seen growth in U.S. businesses expanding in foreign countries by way of capacity and market share, as well as foreign businesses expanding in the United States.

The majority of our business clients have some international dealings. Some are foreign-owned businesses, some are domestic businesses acquiring foreign businesses and opportunity through foreign joint ventures, acquisitions, sales and marketing relationships, while others have been sought after by global customers, and many are in the process of making their product or service known in a foreign market.

Case: What are the biggest challenges for your international business clients?

Schtokal: The biggest challenges are selecting the right structure for global expansion, dealing with foreign regulations as well as U.S. export and import controls, and selecting the right foreign partners and affiliates.

Case: Any new regulations or industry trends to share?

Schtokal: In light of President Obama’s National Export Initiative there will be many changes in the regulatory area concerning export controls. I have been to Washington twice in the last couple of months to keep abreast of the proposed changes in regulation and enforcement. One of the most important things a business can do now is put effective export compliance programs and policies in place. When the changes start happening, and they already have in some areas, businesses with a competitive advantage will be those that understand the laws that affect their global business undertakings and can assure their customers and suppliers that they have the expertise and systems/processes in place to comply with the laws.

Case: How have your client companies done during the economic recession?

Schtokal: Those companies that expanded their markets overseas have seemed to weather the economic downturn better. The same is true of those companies that have expanded their industry base, such as manufacturers that have gone from all commercial work to a blend of commercial and defense industry work.

Case: What role is Foster Swift playing to assist clients’ access to the region’s international resources?

Schtokal: Foster Swift has done educational programs on various aspects of international trade law for such organizations. Programming to help businesses take advantage of global markets, such as the programs put on by the Global Business Club of Mid-Michigan and the West Michigan District Export Council, are invaluable and are low cost.  Trade associations and chambers of commerce are also increasingly important in the function of advising members of new laws and regulations coming down the pike.

We are so very fortunate here in mid- Michigan to be located near the talented business folks at Michigan State University’s Broad School of Business and the Center for International Business Education and Research. The MSU International Business Center offers free market research for companies wishing to expand their global markets through the Michigan Export Growth Program.

In addition, the stalwart in this area is the U.S. Commercial Service Export Assistance Center (USEAC). Lansing is covered by the West Michigan USEAC. Representatives of that export assistance center travel to Lansing a few times a month to meet with mid-Michigan business to help them go global.

		Brent Case is vice president of international business services at the Lansing Regional Chamber of Commerce. In this role, Case works with the Capital Region Airport Authority to increase the amount of global commerce being conducted in the Greater Lansing area.