Brian Samson discusses managing a global workforce, covering hardware logistics, customs clearance, and billing through a U.S. entity. He explains why he hires senior talent from Latin America, the importance of English fluency, and his go-to-market approach using outbound sales, newsletters, podcasts, and AI automation.
Chapters
One more question on that is, especially when you deal with a global workforce, there are many logistics. Do you handle that or like payments, FX rates, logistics of, you know, deploying these individuals. They need a laptop, for instance.
Yeah, yeah, we do.
You handle that or somebody else handles that.
We are very proud to not only do all that, we provide a white glove experience. We have a dynamite operations team that works across countries, figures out customs laptops. We use DHL here, we use FedEx in this country. We know that hardware costs three times as much to buy in country. In this place, because of tariffs and, you know, different currencies, different labor contracts. There's a whole spider web of things that we've become experts at. And our clients don't have to worry about anything. They can just deal with our U.S. entity.
And so they are paying you, they're not paying the FTEs that you've hired for them in Latin America.
That's where I'm heading, correct? Yeah. So we take care of all that and then we just invoice the client on a monthly basis based on the number of hours that that person worked.
And one more question on the global part, I guess it's all global. Now. Have you ever came across a language issue in your, in your, in your dealings? Like, I know English is prevalent everywhere and, and you're serving an English customer on this side, English speaking customer on this side. How do you deal with the language barrier? In some cases, not always, but in some cases, yeah.
So, you know, what I'll say is I think you see this a lot in Latin America where I think you're working with climbers. And what I mean by that is a labor pool that wants to make more money, have more challenging projects, do more things. And they recognize that there's two different skill sets. There's their domain skill set, the technical skill set, or could be sales, whatever, like whatever their domain is. But the second is advanced English fluency. And funny enough, that second skill is the one that drives their rate more than the first skill. A great technical engineer that has mediocre English will actually earn less than a mediocre technical engineer with advanced English. So there's this market force, this market effect of learning advanced English and being able to speak in colloquialisms and slang. And you know, and they, they get that by watching Netflix shows and, you know, watching it in English, you know, they, they really care about that. So we happen to like, no one, no one's really hiring us, Robin, for junior level talent. You know, they want the Arbitrage of I get a senior level person from Latin America for what I'd pay a junior person. You know, in Canada or America, they.
Need to create that delta, right?
Yeah, yeah. No, no one wants a junior person from Latin America. So we don't, we don't do that. So for us, a senior person checks the box on both. They've got the domain skill set and the English skill set, so our customers don't really have to struggle. Now if we were doing massive teams, we'd probably set it up like a pyramid and, you know, a couple people at the top that are perfect English speakers and then a whole bunch of people that are on the project. But English isn't a concern. You know, they're just communicating in their language and then it gets translated to the, to the leads and then the leads talk to the client. We don't really work in that space. We're really finding team members for clients, not doing large scale solutions where nobody knows who's working on the team.
So we reference clients quite a bit. So what's your go to market strategy like? Do you have a sales team? How do you go to market? How do you find your customers?
Yeah, yeah. There's a lot of different stuff we're using. You know, we have outbound marketing, we've got a newsletter, we have a podcast with 75 episodes. Now we've got a really.
So I'll be invited to that, right?
Absolutely. We'll talk about doing business in Latin America. That's where our episodes are. I love talking about how you did business in Hawaii. I guess that'll be the next podcast is doing business in Honolulu and chickens. You know, with Latin America, you know, a lot of this is educational sales, you know, giving a sense of people that are near short, curious. What does it mean? Like, how does it all work? What country should they look at? So this is really a consultative educational sales process and then we're also dabbling with some of these AI tools. You know, there's some cool AI outbound things and auto automation that we've incorporated and some early success, but we'll see how it works in the long run.
