The first month of the year is when we usually scout around for colleagues and partners to review and comment our business plan.

Since 1999, GSI has been working closely with UNISYS on a GIS project and had been interfacing with their key account managers and technology experts. Ernie Del Rosario, one of the technical experts of UNISYS, was our focal point person and had been advising us on how to move forward with the newly signed contract.

A day before January 4, 2000, I called Ernie requesting for his insights on the GSI's business plan for new millennium. The next day, he replied with the following heavyweight punches:

1. Starting resource positions are very poor predictors of future industry leadership (So don't worry if GeoSpatial does not now have the mountains of cash or command legions of talented people. These should not hamper its ability to win a preeminent position in the Spatial Intelligence industry)

2. Too often competitors are judged in terms of resources than resourcefulness (For GeoSpatial to get into the future first is more of a function of its resourcefulness that resources. Resourcefulness stems not from an elegantly structured strategic architecture , but from a deeply felt sense of purpose, a broadly shared dream, a truly seductive view of tomorrow's opportunity. Maybe you should first do a scan of the GIS battlefield and find a niche where to put your dreams on - a sweet spot of the SI (Spatial Intelligence) industry in the foreseeable future.) Who was Bill Gates in the late sixties vs who was IBM then? Only the the dead dream not.

3. Most companies are over-managed and under-led. You should not fall into this trap. Beware of overbearing controllers and HR heads. Remember once I reminded you to develop leaders than managers? Leaders you develop (and let freely fly), managers you hire (and put in a corner). Leaders know which forest to hack through, managers know which machete to employ, how many machete-wielders to deploy and how sharp the machetes should be to efficiently hack through the possibly wrong (managers don't care) forest.

These three strategic key points became GSI's development and governance pillars to effectively develop and deploy project and solutions.

Eight years has passed, I have yet to invite Ernie Del Rosario from his post in COMELEC for coffee. We hope GSI can once again snatch his valuable time to have a look at the company he steered towards leadership in ICT/GIS and institutionalized good governance. Ernie, GSI has been calling you.

Labels: Ernie Del Rosario, GeoSpatial Solutions, GSI, ICT, Strategic Management, UNISYS

 
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We could not imagine what GSI is today without the opportunity given to us by Gabriel Leiva because GSI could have been a vanishing dot on a radar screen just like a crashing jet plane.

Sometime in the first quarter of 1999, as we were in middle of a negotiation for the PhP 22M contract to develop a computer system, I was called by Gabriel in his office. Without hesitation, he asked, "Do you have any enemies in the industry?". "No!", was my immediate reply and explained that GSI was just 10 months in existence and we are not even known in the industry.

He was referring to an email sent by a company engaged in... (my lips are sealed). As quickly as he retrieved the email, its content was read to me. It seemed that the sky has fallen flat on my head when I heard the company was advising Gabriel not to sign the contract with GSI. He continued to read the email, "(Efren) will sell the company, not finish the project and ran away with the money".

Seeing that the color of my face changed from red to pale white and outspoken to speechless, Gabriel stood up and exclaimed, "Do you think I will not sign the contract. Don't I trust you?" Still motionless from the shock of the email, I replied, "Please, give us this opportunity and we will deliver".

Knowing the email sender, I was scared to death that they will strike again to win a contract fraudulently. The persons mentioned in the email were known in the industry to rig bids and corrupt public officials. But common good prevailed. The dark clouds of greed and deception were all wiped out by Gabriel's single stroke of honesty and integrity.

All negotiations were done at UNISYS office in Makati. Several technical discussions with key UNISYS guys, Vic Monroy and Ernie Del Rosario, were conducted professionally. Prior to any technical proposal evaluation and contract negotiation, we never had coffee, lunch or dinner with any UNISYS officer or staff. Maybe, GSI then has no budget for marketing!

After probably about 20 revisions of the contract , a final agreement was reached and a version for signature was circulated. That was the big break that made GSI.

Looking back it was the triumph good over evil, prayer brigades over corrupt corporate giants and David over Goliath.

Since the project contract was signed, deliverables completed and GSI fully paid, I can tell the whole world that Gabriel, during his entire stay at UNISYS, was such a man of honesty and integrity. Even in my next lives, I would not probably be able to pay back the value that he has created for GSI and for our country.

A straight "A" Peruvian/Canadian student with PhD in naval engineering from Germany, Gabriel Leiva is best remembered when said "The fun has just begun." each time I shared with him a successful milestone. So, for each passing year, it was "Not good enough", so he said. During his stay in the Philippines, I had several tennis games with his beautiful and intelligent wife Jocelene, a French with MA in Germany. She was an excellent singles player.

After his tour of duty at UNISYS Philippines, he moved to UNISYS Mexico and now settled back in Canada.

Viva Gabriel! Mabuhay ka!


(Years later, the same company influenced and manipulated the result of a bidding conducted by a government agency. With letters and meetings protesting the outcome of the bid, the agency declared a failed bid. But the company managed to do the job indirectly with another government agency. Hmm, the usual birds of the same feathers corrupt together.)

Labels: CEO blog, Efren Ricalde, Ernie Del Rosario, French, Gabriel Leiva, GSI, honesty, integrity, intelligence, jet plane crash, Jocelene Leiva, Makati, Peruvian, UNISYS, Vic Monroy

 
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