1. 7th Meeting November 3rd 2011 Novotel, Ipswich The importance of understanding the culture and language issues of your target export markets David Owen, RLN East Kevin McCole, UK India Business Council

2. Agenda 3 rd November 2011 5pm – 5:25pm Networking 5:25 – 5:30pm Welcome by Jim Fanshawe. Novotel – Mr Serhan Ilker Competition announcement 5:30 – 5:45pmInternational Business Culture - David Owen. 5:45 – 6:00pmTrue perspective of business culture in India Kevin McCole 6:00 – 6:05pmConclusion – Jim Fanshawe 6:05 – 7:00pm Buffet & Networking

3. International Business Culture An Introduction Ipswich, Nov 2011

4. Levels of Culture  Level 1: The General Business Environment  Level 2: General Styles of Doing Business  Level 3: Sector Business Culture

5. Levels of Culture  Level 4: Corporate Business Culture  Level 5: Business Etiquette  Level 6: Individual Culture

6. Making the Most of Experience There now follow some anecdotes from selected cultures & markets Many of these are cross- market but provide food for thought

7. Considerations I  National pride in the language  Regional variations  State intervention  Low staff turnover  Value of experts & technocrats  Power of debate & rationality  Meticulous examination of proposals

8. Considerations II  Importance of seniority  Importance of gender  Sending presentations in advance  Elicit early reactions to proposal  Overseas colleague understands nuances of body language  Etiquette surrounding gift- giving

9. Considerations III  Avoiding direct questions  Allowing for consensus opinion  Respect for hierarchy  Respect for periods of silence  Following up in writing to confirm agreed actions  Allowing time for second meetings

10. Considerations IV  Influence of ‘parallel business society’  Bureaucracy & rubber stamps  Importance of face-to-face communication  Disparities of wealth  Lack of open responses  Power of signature / authority

11. Considerations V  Sensitivity to price  Protracted payment terms  Spontaneity & flexibility  Slow decision-making  Interruptions are not rude  Handling alcohol during relationship building  Actions not always implemented to Western norms

12. Considerations VI  Strong communal spirit  Strong opinions expressed in meetings  Dominance of technical questions in discussions  Late confirmation of meetings  Importance of historical economic events (eg: 2001 crisis in Argentina)  Are they rules or are they recommendations?

13. Considerations VII  Identifying the decision maker  The ‘huddle’ experience  Yes meaning no: importance of face  The grilling of negotiations  Importance of guinxi (wasta, blat)  Generational differences  Changing the rules

14. Considerations VIII  Directness and importance of time  Focus on profitability and targets  Obsession with customer service  Inward-looking attitudes  Importance of first impressions  Emphasis on quick responses  Innovation and dynamism valued  Entrepreneurial spirit & patriotism

15. Summary Tips 1  Avoid putting nationalities in one basket  Be yourself (avoiding the negative aspects!)  Distinguish between national, corporate & personal culture  Allow time for relationship building  Develop local representation  Budget for multiple visits

16. Summary Tips 2  Go prepared  Learn some basics of the language  Check with other contacts for their experience  Use international English and avoid idioms / acronyms etc  Allow time for extended meetings

17. Getting Support  Attend culture workshops where these exist  Keep in contact with your local International Trade Advisor  Use the UKTI culture microsite www.rln- east.com/resources  Download the UKTI East ‘field culture reports’

19. International Business Culture An Introduction Ipswich, Nov 2011

20. Business Culture in India – The myths and the reality Ipswich, Nov 2011 Kevin McCole, Chief Operating Officer, UK India Business Council

21.  Next SITG meeting 23 rd February 2012 Sponsorship opportunities available  Lowestoft & Waveney Chamber of Commerce and Suffolk Chamber of Commerce Business Awards 2011 International Trade Award category www.waveneychamber.co.uk & click on Awards 2011www.waveneychamber.co.uk 3 rd November 2011