Managing International Professional & Business Relationships

Copyright 2004-2015

By Bill Drake

All Rights Reserved

For Delivery of the full Workshop/Seminar

On-site or On-line

Please Contact

billdrake4470@gmail.com

Know What Foreign Clients Seek

Misunderstandings will be expensiveThe difference between Angry and UpsetThe key is time spent building relationshipsEasier said than done?

You are not just going into an environment in which people speak, think, behave and believe differently from the way you do; you are entering a matrix with a new set of forces and relationships at work all around you.

Without trying to figure out every nuance of what is going on around you, there are some things which you can do to make your visit successful.

It is very important that you do not just show up in the other country. To whatever extent possible, prepare your trip with personal correspondence and telephone calls. Most trips require a certain amount of this activity to set up schedules, itineraries, etc - but thats not what were talking about. What I mean is to take time to find out as much as possible about the people you will be meeting.

One of the things that legitimate business people in most world cultures demand from a foreign partner is that they have a good relationship with them prior to beginning business, and that the foreign partner demonstrate an active interest in maintaining and building the relationship year after year. You can almost count on this being at the core of the evaluation which most foreign business people will make of any proposal from a new party.

You can enjoy a tremendous competitive advantage over those who do not know this simple secret, or who know it but discount its importance. All that you have to do to take advantage of the fact that most of the world does business on the basis of people values is to learn how to show desirable foreign partners that you are a sterling example of just those values - and then be ready to deliver on that implied promise.

Develop Small Strategies

Take a language vacationEnlist your spouseUtilize foreign internsTranslate key papersInternationalize your look & feelLeverage state & regional assets

Research Key Contacts

Obtain quality background informationUsually available for the asking Dont forget the reference librarian in your rush to use ITOfficial and company resourcesBiographies, articles, speeches

Develop Some Intelligence

Identify relationships Modern or traditional styleInterests, views, eccentricitiesSchool, age, region, ethnicity, politics

Develop More Intelligence

Trends & Current events Recent accomplishmentsInternational operations Strategic visions and plans

Get Some Culture

Learn dinner table historyAcquire basic cultural literacyCheck a few mapsThe most important phrase

Think Before Speaking

Help others to see you in desirable waysCulturally appropriate self-revelationStudy how to be liked

Who Are You?

Not a simple decision or trivial questionAre you your Credentials, References, & Competence?Are you your Social Status, Business Reputation, and Family?Are you your individual Personality, Values, and Perspectives?

Who Is Your Firm?

Organizational history & philosophy Interest/involvement in the target countryVision for the next 25-50-100 years Sensitive information like firm financials

Craft Your Responses

Show concern for your firm's people and their familiesDemonstrate commitment to long-term relationshipsShow that you share familiar values and perspectivesDemonstrate your knowledge of current priorities in the country

Be Prepared For Surprises

Expect non-legal questions Current conditions in America History of U.S.-host country relationsYour opinions on unfamiliar political matters

Develop Good Questions

Relevant current events in country How world/regional events affect host countryRecent sports, cultural achievements in country Interesting individual companies in country

Get Personal

Research sources of pride for your client/customer/partner Business accomplishmentsPersonal/Family eventsRecognition and honorsPublicationsHave a copy & ask for autographBring current US news coverage

Effective Public Speaking

Distribute key points in advanceUse high quality A/VDon't attempt humor Acknowledge & speak to the hierarchy

Language Matters

Speak clearly and naturallyRepeat major points Brief interpreters thoroughly Speak directly to the group or person

Business Meetings

Schedule at relaxed pacePlan time for socializingIf lunch is involved, allow more than one hourAllow thinking time Learn to listen

Make Effective Toasts

Display your firm's aspirations Show personal commitment Toasts should never be spontaneousThey are mined for meaningMeaning will be discovered

Socialize Effectively

Listen and ask questionsPay attention and practice rememberingBe positive but avoid positive stereotypes

Give Effective Gifts

Interpreted just like wordsNo need to get bogged downThoughtfulness, good taste, and research

Understand Giving

A valuable communication opportunitySelection is an artYour selection says many thingsCraft those messages carefullyNo trinkets, ever

Books Are Always Right

Historical & literary booksOriginal historical documents Folklore & tall tales Maps and PrintsState/Regional food & wine crafts selectionsPersonal interest items whenever possible

Follow Up - Always

In addition to normal courtesiesNote "anniversary dates" One year from last meetingPre-Holiday firm to firm gift Plus personal letter

Stay In Touch - Always

Establish tracking systemKey personal life & career eventsGet on mailing listsUse clipping services

Reciprocate - Always

Occasional clipping with personal noteRemember Interests, hobbies, passionsDont make casual promises

Keep Key Staff Informed

Whos who and why Personal particularitiesEnglish ability, temperament, vanitiesSpecial procedures or requirements

Core Conditions For International Success

Find creative ways to overtly demonstrate sincere interest Staff with People people who are also technically competentDevelop strong international information-gathering capability Learn to analyze from multiple cultural perspectives

To Arrange For Delivery of this Workshop/Seminar

Customized for Your Company or Organization

On-site or On-line

Please Contact

billdrake4470@gmail.com