Different game plan needed in Africa

Garrett Killilea WILDGEESE - EMIGRANT BUSINESS LEADERS ON OPPORTUNITIES ABROADGarrett Lillilea, Founder of Harare-based civil engineering firm Lamont Engineering


A SIX-MONTH troubleshooting stint on a water supply project in Lusaka, Zambia, has developed into a 37-year civil engineering career across sub-Saharan Africa for Galway man Garrett Killilea.

Unlike many of his contemporaries, Killilea left Irish shores in 1973 to broaden his horizons beyond Limerick, where he was employed by engineering firm Nicholas O’Dwyer and Partners, rather than in search of a job.

“I was sent by my employers for six months, and I’ve never looked back, I suppose,” says Killilea (62).

“I wanted to see something different to Ireland, which economically was quite weak then. People said that I’d get a culture shock, but I didn’t.”

For the following five years, Killilea worked around southern Africa and Nigeria on water supply and public health projects for O’Dwyer and Partners until he decided to settle in Salisbury, Rhodesia, (now Harare, Zimbabwe) in 1978.

Since then, Killilea has established his company, Lamont Engineering, which grew to 87 employees in the late 1980s and early 1990s. It has carried out civil, structural, electrical and mechanical engineering work in Zambia, Botswana, Mozambique and Malawi.

Despite the current political and economic difficulties Zimbabwe is experiencing, Lamont Engineering continues to operate, albeit on a more scaled-back level.

Although his children have moved away, Killilea and his wife, Diane, have remained in Harare.

“I was a valuable asset when I arrived in Rhodesia during the bush war as I was not subject to military call-up. When Zimbabwe secured its independence in 1980, there was a lot of infrastructure work to be done, so I took a chance and started my own company.

“We had over 80 employees at our height and were in lots of countries, but now we mostly work in Mozambique and Zimbabwe.

“I have also diversified into tourism and farming as the opportunities arose around southern Africa.”

Doing business in Africa is very different to Western countries, Killilea adds, as nothing is straightforward due to the bureaucratic nature of government departments, multilateral institutions like the World Bank, and bilateral organisations such as GTZ.

Nonetheless, Killilea has managed to thrive over the years, combining patience and his knowledge of local cultural practices with technical expertise.

“You have to stay focused on the end result, and keep everyone in the process motivated and focused at the task in hand.

“Dealing with technocrats can be difficult as they are always looking over their shoulders to see what their political masters want. So you have to try and help the process by maximising your technical input, keeping everything calm and unemotional no matter what problems arise.”

One of the most important attributes a foreigner can have in Africa when conducting business is their ability to provide the personal touch.

“In Africa, you really need to know your client and spend time with them. Giving them attention is very important, even a small thing like a short phone call to congratulate them on something goes a long way to making the way forward a smooth process.

“And whatever you do, refrain from entering into conflict with your client. A person’s standing amongst his peers is hugely important. There is a lot of dignity to be lost. I feel business here may be similar to the way it was in Ireland 60 years ago.

“For instance, if I’m owed money for a long time, I don’t jump the gun and chase it down. I just wait for it, sometimes giving periodic nudges, and in the end it is always paid.”

Killilea believes there are a number of opportunities for Irish professionals in Africa, although they now have to take a different route to the one he availed of in order to establish themselves.

For individuals looking to work in Africa, there are lots of opportunities through the development sector, where people can secure a technical assistance contract with NGOs and multilateral or bilateral institutions involved in engineering infrastructure.

“People can get their leg in the door working as a consultant in agriculture and engineering, for instance, and then once they know how things work they can move on and work in a different capacity. Once here, then you must be alert to opportunities.

“There can be a lot of down time in Africa, so this time must be used effectively.”

When it comes to Irish companies seeking new business opportunities, Killilea says he would strongly advise them to link up with a local company.

“They have the insider knowledge when it comes to how your market works, which will improve your chances of succeeding. In addition, you also get to share the risk.”