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The International Entrepreneur – How to Create International B2B Buyer Personas

International Entrepreneur - How to create international B2B Buyer Personas

“We’re going to want to expand into some new international markets next year as part of our growth strategy. Will the marketing team be ready for that?” asks your company CEO. “Absolutely”, you quickly reply. As Chief Marketing Officer, you deserve part of the credit for your company’s successful revenue rise. You have built a […]

The International Entrepreneur – What’s Missing Globally in the Connection Economy?

International Entrepreneur Global Connection Economy

A few years ago, Seth Godin famously introduced the Connection Economy¬†into our lexicon to describe how connecting people, companies and resources was a source of increasing value creation in our world. Since you’re reading this article, that means that you are part of this global technology revolution and probably interact with it frequently. Here are […]

The International Entrepreneur – Improving Employee Engagement in Your Global Workforce

Improving Employee Engagement in your Global Workforce

I knew from the way that Pedro in the Mexico City office answered the phone that something had turned for the worst. Pedro’s voice sounded low and muffled – preoccupied and low energy compared with our recent interactions. Pedro and his colleagues had recently been missing key details in our shared projects. They just seemed […]

The International Entrepreneur – How International Expansion Affects the Rest of the Company

How International Expansion Affects the Rest of the Company

Expanding your company internationally represents both great rewards and risks. Going global can exponentially grow well past the limitations of your domestic market. But one of the greatest challenges to success can lie within the company’s structure and staff. This article is focused on how an international expansion affects the rest of the company and […]

The International Entrepreneur – Saving Face in Business – International Style

In doing cross-cultural business, situations involving saving face frequently arise. In my experience, saving face means handling situations so that neither you nor your counterpart would feel embarrassed or ashamed by your words or actions. Saving face becomes particularly important in business cultures with strong indirect communication styles. This includes most of Asia and Africa. […]

The International Entrepreneur – Breaking Through Assumptions in Chinese Negotiations (Part 2)

In Part 1, I wrote about cultural assumptions in China. In the second half of this series, I have advice for entrepreneurs starting negotiations with their first client or partner in the Chinese market. Prepare, Prepare, Prepare One of the biggest mistakes that a company can make in international negotiations is to skip preparations. Americans […]

The International Entrepreneur – Building Trust with Americans

This week’s article is about building (and destroying) trust with Americans. This is an important issue for anyone choosing to enter the American market. If you don’t understand how Americans use trust, it will likely sabotage your business dealings. Here’s what you need to know: Trust is Easily Given In world business, Americans often have […]