FAT-WHYME

Doing business with North America

The key attributes of doing business with Americans are informed and precise, and positive. These are good qualities of doing business almost anywhere, but in North America that are indispensable. Britons may sometimes be perceived as vague, uncertain, and prudent qualities that will get you nowhere fast. But if they adhere to a few important guidelines, you can take the first important steps towards achieving their goals business with American partners and colleagues.

Preparing for your visit
Warning: Do not treat U.S. and Canada as a single entity, and yet not confuse or reference (native English-speaking) Canadian and U.S.

Being fully informed of the potential market in North America for their products and services. That market is huge, but very segmented. If you propose to sell in the United States must also be fully informed of their competence (Always there will be some!), state and local (and national) laws and regulations relating to its business needs and business objectives of their buyers, and in turn their customers.

In Canada, the provinces also have a certain degree of legal authority and regulations on business. In Quebec, you may speak English or French to do business, but be aware of the strict language laws designed to protect the use and expression of the French language. In many cases, you would do well to keep your business documents in French. Do not bother to leave the house without is investigating all these areas.

Be prepared to network beyond the usual events such as fairs and industry events. Use Chambers of Commerce, service organizations of which you are a member as Rotary, or US / Canadian clubs with which the UK has concluded an agreement of reciprocity. And the North American chatterbox sitting next to you on the flight can be useful. If so, do not hesitate to ask for names and addresses, or to follow up on them.

Be sure to bring something specific to offer or propose. Your contact North America is generally not very interested in the debates "in principle."

Make sure your colleagues in the UK are ready to respond immediately to requests from you for approval, support and information. If you are going to North America to negotiate an agreement, equip with full authority to enter agreement, his counterpart will have to wait.

Prepare a clear message to deliver in terms sharp and clear: Why you are there, what you are offering, how it benefits your audience, what you need, how and when to deliver / answer. Your contact in North America may have a different agenda, which can be adapted in place, but a meeting will not think you can "improvise".

Make sure you are equipped for remote communication: laptop computer and mobile / wireless (as they say in the States) phone connection.

North American culture, practices and Etiquette
Americans and Canadians are very similar in their approaches to doing business. You may find that some Canadians have greater affinity, and in fact closer ties to Britain than their American neighbors, but do not expect too much.

Success in North American culture business depends on having a specific business idea sound, and presentation of this idea effectively. Whether you are buying an investment opportunity you or your product / service, they also "buy" that his team and as individuals. In general, Americans are not as interested in meeting you at length, as they are in the evaluation of trust (like your enthusiasm), determination and reliability (to deliver as promised).

presentation style: If one-on-one or group, must "sell" their idea with a clear emphasis on the benefits and positive results, and clear "results" in a tone that signals their confident that the problems – or "challenges" – have been or will be treated. Go straight to the point. No need to hype his proposal, but not down-play or underestimate (in true British style!) you have to offer. His U.S. counterpart hears many competing proposals, and – equal – prefer to business with a vendor or a partner who seems confident of success, it seems that with a provisional. In Canada, show that you understand the Canadian market, unlike U.S..

Negotiation of contracts or other arrangements should not present major obstacles, but a friendly game of "win-win" atmosphere is right, regardless if you get a win-win. A negotiator in North America can be impatient with lengthy discussions of principle, background, or rationale. Once again, the person with whom you are negotiating at the table is likely to want to talk details quickly and go directly to the contractual clauses.

When it comes to the actual agreement, be prepared to act quickly, and put your data by writing directly away. The Americans do not consider this "Aggressive", but rather as an expression of commitment and willingness to do business.

Humor: The British dry, ironic sense and simple of humor may be lost on many Americans. Canadian temperament can be a little more receptive. But any country you are planning a visit, leaving his pub jokes about women, Irish and other groups at home! The best approach is friendly to all, and in fact, skip the jokes!

Meetings: Americans do not are very different from their British counterparts here. Have an agenda, to the point, action items and specify what has been agreed. Save long debates and discussions individual sessions before or after.

Dress
As in Britain there is a trend towards greater informality of dress at work, but this depends on both the "culture" of the organization or sector, and the situation (meetings with clients are more formal occasions). So wear a tie and jacket, and piercing eyes. In the business environment, making a quick first impression on the vital, and people judge by appearances.

Businesswoman
You are much more likely to meet a woman in a senior management position in Europe. As with men, can in conversation and in correspondence are moving quickly to first names.

In written and oral statements, use "your" and "he / Her "so that people know that is not in any way by implication" exclusion "of women. It may seem strange to you, but is common in North American region and quickly notice if you do not.

With women representing clients or suppliers and colleagues, keep a comfortable level and professional conversation. Avoid comments about someone's appearance, dress, attractiveness, etc. Laws and regulations (usually state or province) in the U.S. and Canada in relation to perceived "harassment" of any kind are difficult. But the main reason to avoid such comments is simply to avoid offense.

Business entertainment and gifts
This is an area of great sensitivity to the large North American organizations, which normally have stated policies which may or may not be offered to or accepted from customers and suppliers. Do not bother with gifts as a marketing tactic. Once you have a solid relationship with a U.S. partner, then small gifts of British origin and character are adequate, although not essential, as gestures of goodwill.

Do not expect much to do business over lunch or a drink. It may happen, but people prefer to stay at work or go to the gym than a bar or restaurant, so let's take the initiative in this regard. If you have a business lunch or drinks, use common sense when offering to pay courtesy. His counterpart, male or female, usually expect to pay for what they have consumed.

Most hospitality business in the U.S. and Canada, as elsewhere, carried out as event marketing.

Conclusion
If you are informed, focused, and (to appear) sure to impress the Americans and Canadians. Unprejudiced against you in particular, and in fact is considerable goodwill towards the British. If you have a good message, who will listen.

Original article www.intercultural-training.co.uk

About the Author

Robert Day is an independent management development and training consultant, specialising in effective communication/negotiation, team development, and cross cultural issues in international business. He has been living in London and working throughout the UK and Europe since 1988. He holds a BA from Yale in History and French, an MA in Education from the University of California Berkeley, and the CDMAV from the Sorbonne. He is a native of Connecticut, and has also lived in California (both northern and southern) and Virginia for extended periods.

Used Fitness Equipment