Sam checked the time on his phone – 5:00am. As he sipped his coffee, Sam prepared for his phone call with Chloe in Ireland, his EMEA Regional Director. Since his software company expanded globally last year, Sam needed to manage new employees in new markets. Sam’s problem was that he never felt like he […]
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 […]
Your big prospective international partner has agreed to let you present your company’s ideas on how to work together. Everyone goes through the formalities of introductions. Now it’s time for your presentation. But as you start to go through your standard presentation, the executives look increasingly disinterested. Some even look a bit agitated. You can […]
This week I accept the challenge from long-time professional contacts, Sandip Sen and Linda Hughes to write about what I think makes for a great leader. As many of you know, anything I write needs to be as applicable in Buenos Aires as it is in Helsinki. With that in mind, here is my criteria […]
The American department leader stands up to give his opening remarks to the department’s new fiscal year. He confidently strides to the front of the room. His staff has been flown in from around the world to develop a sense of unity with the company headquarters and to energize the staff for the coming year’s […]
The products have been conceived, developed and commercialized. Marketing has identified potential clients, sales closed the deals and accounts receivable has collected payments. Now is when we reach the moment (or moments) of truth as service takes over the core customer relationship and responsibilities. Customer service for clients around the world has never been as […]
The International Entrepreneur: Machismo in Latin American Business
I recently had a string of business experiences that have brought home the “Machismo” aspect of Latin American business culture, particularly Mexican culture. I’ve been asked to fetch coffee for colleagues. One director automatically assumed that I was the intern, not the strategist. Sometimes comments made by me or by another woman are conveniently ignored. The Latin American markets are more important than ever. Knowing how to deal with this issue is important for women doing business in parts of Latin America.
The International Entrepreneur: Hardest Place to Negotiate? The Middle East
I was recently asked in which culture I thought was the most difficult to negotiate a business deal. The most difficult I could think of would be to negotiate with the Roma (gypsies) of Europe. But that really doesn’t come up much in international business. The Russians would be a strong candidate for most difficult, but a sharp wit and enough vodka can often help bridge the gap. No, my vote would go to Middle Eastern cultures as the hardest to navigate in negotiations.