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With the long term profitability of most organisations depending on people rather than machines, the success or failure of us working together to achieve common goals has a serious impact on productivity, turnover and the bottom line.
In preparing for your international endeavours, you are wise to invest in books, articles and training to skill you. But remember, you can not stereo type any culture; Business owners must have degrees of flexibility to adapt to situations. Ensure that you have a strategy to create networks that support you, both at home and locally in the cities you want to do business in and lets all agree that the more knowledge you have the better!
But what does it take to create a cultural connection? Julia Palmer, Business relationship specialist is a well regarded speaker, author and trainer in this subject is addressing this topic at the upcoming Import Export Show in September. Palmer says “it pays to invest in your cultural development and appreciation as much as you invest in your product development and marketing – it is the deciding factor of doing business internationally”
Furthermore, she adds “Effective business relationships can take time to develop in any setting. Ad to this, factors like culture and gender it highlights that we need to sharpen our tools and understand the intricacies of the way in which we communicate as well as they message we are transmitting. The biggest mistake people make is assuming that your message is understood, when really it may have only barely been heard.”
Palmer advises on three stages to achieving profitable business relationships:
1. Attract
In terms of attracting business, Networking is a powerful method for small business owners. It is targeted, cost effective and in your control, however, note that whether you are at meetings or functions the style is very different overseas, with a greater emphasis on collaboration and longevity. Unfortunately, she warns that even though Australians are very easy going, there is a ‘push for the sale’ mentality which will not be well received internationally.
2. Leverage
Leveraging business will involve creating alliances and partnerships that are mutually beneficial. Don’t jump in too soon though, do the ground work for long term gains.
3. Retain
Retaining any relationship takes a thorough strategy – then ad distance and differences and you will see that this stage, whilst it yields the greatest returns, takes the most commitment.
“Having a strategy to attract, leverage and retain relationships coupled with a deep understanding in the global nuances of appointment etiquette, business attire, communication style and how to conduct yourself in each business culture will have a powerful and positive affect on your success in any importing/ exporting endeavours”
Source: Julia Palmer, BConsulted www.bconsulted.com.au
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