For the Day of the Entrepreneur, DutchCham is proud to spotlight three of our dynamic members who embody the spirit of innovation, resilience, and ambition. Dive into their stories to discover the passion driving Dutch business in Singapore and how each of them contributes to a thriving, collaborative community. Join us in celebrating their successes and the entrepreneurial spirit that connects us all!

This campaign is powered in cooperation with ADCN (Asian Dutch Chamber Network) and the Embassy of the Netherlands in Singapore.

Interview with Hugo Heitling, Founder / Managing Director at Orange Delta.

What are some of the most important lessons you’ve learned about entrepreneurship in Southeast Asia?

Surprisingly, setting up a company in Singapore was not that difficult, but you need to familiarize yourself with the accounting authority and tax regulator. Both seem less complex compared to Netherlands though. Most important lessons learnt about entrepreneurship is how challenging it is to gain the trust of the first clients or first projects.  Repeat work also does not come automatically, but winning work from new clients is quite a challenge.   

Do you operate in multiple Southeast Asian countries?

Yes, next to Singapore we operate (or have projects / clients) in Brunei, Malaysia, Thailand, Vietnam, Taiwan, Japan and Australia. How do business environments differ across Southeast Asia, and how have you adapted your strategies to succeed regionally? Each country is quite unique with specific regulations and work ethics as well. We had to deal with it during project execution, since we assumed the surrounding countries would be similar to Singapore. Even Malaysia is quite different from dealing with clients and suppliers. 

What specific resources or services provided by the Chamber have been most helpful in navigating local markets? 

With my experience of working in Singapore, I was already familiar with local business requirements. The Chamber’s resources were therefore not essential for me, but I did attend a few of the Chamber’s networking events, which provide useful connections, particularly in the marine and offshore sectors.

Can you share examples of how DutchCham facilitated networking, partnerships, or market access in your sector?

Networking events mostly. Some events relevant to marine and offshore helped to expand my network. 

What tips would you give to Dutch entrepreneurs looking to enter Southeast Asian markets?

I had to learn to take time and understand Asian cultures and different style of communication, the Dutch “directness/bluntness” doesn’t always work in your favour. Find local employees as much as possible, the different ways of approaching challenges and solving problems can be quite surprising. In addition, other countries around Singapore have their own nuances, what I experienced and learnt in Singapore doesn’t necessarily apply for all of Asia. Persistence is key, keep approaching contacts and share the service offering, one day you might just be at the right time and place.