Rapid globalisation and new technology are making working without borders ever more common. Nowadays, more and more of us are trading and travelling overseas – 38 per cent of your firms sell products or services across the globe. We asked you which regions would be the most profitable for expansion in your sectors, and your answers were as diverse as international culture, from Australia and Oceania, to India, to Central America. This boom in international trade has made English the business lingua franca, but while we might be using the same words, each country has its own distinct cultural language.
Here’s how to negotiate the multicultural maze and make the most of your overseas contacts.
Dropping in unexpectedly
Arranging a business meeting is important in almost all cultures. Make your appointments as early as possible: in Mexico two weeks ahead is standard, but in India up to two months’ notice is expected. 27 per cent of you reckon Hindustan is the place to be for your sector, so get planning.
New ways to say 'hello'
While you're likely to discuss the details of your partnership or purchase in a common tongue, greeting your overseas colleague in their native language is an ideal way to forge strong relationships and demonstrate that you value their business. It also shows that you've taken the trouble to do some research, which bodes well for your future dealings together.
Respecting respect
Workplaces around the world are starting to look more and more alike and job titles are becoming increasingly standardised, but there are still huge differences in the way people treat each other at work. In China, for example, rank is extremely important for people in business. Since 43 per cent of you reckon it would be profitable to expand into China over the next two years, it's worth making yourself aware of the hierarchy of the people you're talking to, and ensure you treat the higher-ups with due deference.
Keeping pace with the locals
Timekeeping represents one of the most significant obstacles when doing business overseas. In Russia and Germany, for instance, punctuality is a must. Yet in South America an appointment time is more of a rough guide. A quarter of you think businesses in your sector would gain from expanding into the region so, if you're doing business there and your client turns up fashionably late then take it as just that: the local fashion.
Dress to impress
Subtle, understated business wear is a near-universal indication that you're a serious businessperson, but there are regional differences. Thais, for example, value presentation – so make sure your shoes are perfectly polished and that your tie is straight and crease-free. In the UK, however, don't be upset if your client turns up in an open-necked shirt – ties are on the out for many businessmen. If you're a woman doing business in Brazil, consider investing in a manicure – it will be noted.
The language of business is often unspoken. Taking time to understand the signals you're giving out and those you're being sent will make doing cross-border business smoother and more successful in future.