1. (c) 2013, Mark Hehl, all rights reserved SUCCESSFUL CROSS BORDER PROJECT MANAGEMENT Mark Hehl mhehl@charter.net www.hehlassociates.com 203 263 4746

2. (c) 2013, Mark Hehl, all rights reserved Agenda Globalization and how it is Changing the Role of the Project Manager Globalization and how it is Changing the Role of the Project Manager The Importance of Cultural Understanding The Importance of Cultural Understanding Highlights of Various World Cultures Highlights of Various World Cultures AsiaAsia North AmericaNorth America EuropeEurope Latin AmericaLatin America Applying Cultural Savvy Applying Cultural Savvy Leadership / DiversityLeadership / Diversity Achieving SuccessAchieving Success

3. (c) 2013, Mark Hehl, all rights reserved Globalization Cross Border Activity Increasing Cross Border Activity Increasing New playersNew players New culturesNew cultures Varied perceptionsVaried perceptions More complicatedMore complicated Leadership ChallengeLeadership Challenge = Potential for enhanced performance / conflict = Potential for enhanced performance / conflict

4. Cultural Miscommunication Can Be Deadly! Serious consequences Serious consequences Directing traffic Directing traffic (c) 2013, Mark Hehl, all rights reserved

5. Cultural Sensitivity Critical to Success Critical to Success My Exposure My Exposure Growing upGrowing up AdulthoodAdulthood Professional SuccessProfessional Success Timex Timex China China

6. Lack of Cultural Awareness = Paying a Higher Price Asian customer – Chinese Supplier Asian customer – Chinese Supplier No understanding or engagement of Chinese culture No understanding or engagement of Chinese culture World recession – late 2008 World recession – late 2008 Material prices dropped significantly Material prices dropped significantly Refusal to lower kit price Refusal to lower kit price Reason – Cultural Difficulties Reason – Cultural Difficulties (c) 2013, Mark Hehl, all rights reserved

7. Cultural Savvy Aids Communication Aids Communication Time zone challengeTime zone challenge Establishes Immediate Rapport Establishes Immediate Rapport Enhances Team Motivation / Buy-in Enhances Team Motivation / Buy-in Builds Positive Relationships Builds Positive Relationships Enables Cooperation Enables Cooperation Postures the PM for Success Postures the PM for Success

8. (c) 2013, Mark Hehl, all rights reserved On Culture “It is not right or wrong, good or bad, “It is not right or wrong, good or bad, it is just different” it is just different” Mark Hehl - March, 1996 Mark Hehl - March, 1996

9. (c) 2013, Mark Hehl, all rights reserved Overview of Major World Cultures North America North America China China India India The Philippines The Philippines Latin America Latin America Europe Europe

10. (c) 2013, Mark Hehl, all rights reserved North America Legal Legal The contract governs; not what is said / promisedThe contract governs; not what is said / promised The contract is the contractThe contract is the contract Poor at negotiation Poor at negotiation Direct Direct

11. (c) 2013, Mark Hehl, all rights reserved North America Not warm and friendly at the beginning Not warm and friendly at the beginning Will not joke at the beginning Will not joke at the beginning Asks direct questions Asks direct questions Insular Insular

12. (c) 2013, Mark Hehl, all rights reserved North America Assertive and forceful Assertive and forceful Prompt and responsive Prompt and responsive “Time is Money” “Time is Money” They really believe this!They really believe this! AdvantageAdvantage One language One language Straightforward Straightforward Challenges authority Challenges authority

13. (c) 2013, Mark Hehl, all rights reserved China Dignity Dignity FaceFace “Mianzi”“Mianzi” Mutual respect Mutual respect Respect for authority Respect for authority ObedienceObedience Humility Humility Courtesy Courtesy

14. (c) 2013, Mark Hehl, all rights reserved China Considerate Considerate Polite Polite Do not show emotion Do not show emotion Will not use “No” Will not use “No” Contracts Contracts Different than in the westDifferent than in the west Guideline not ruleGuideline not rule Open to changesOpen to changes

15. (c) 2013, Mark Hehl, all rights reserved China Develop relationships first Develop relationships first “Guanzhi”“Guanzhi” Enquire about family and personal life Enquire about family and personal life Expect personal questionsExpect personal questions Invest in relationships Invest in relationships It will pay dividendsIt will pay dividends

16. The Chinese Green Hat Fiasco Facility opening Facility opening Green hats distributed Green hats distributed Audience not willing to wear them Audience not willing to wear them A GREEN HAT?????? A GREEN HAT?????? (c) 2013, Mark Hehl, all rights reserved

17. India Caste System Caste System Be on time Be on time Slow decisions Slow decisions Family orientation Family orientation The boss is right The boss is right Relationship value Relationship value

18. (c) 2013, Mark Hehl, all rights reserved India Women Women Shaking Hands???Shaking Hands??? Head Shaking Head Shaking Develop Trust Develop Trust Accept refreshments Accept refreshments Double Standard??? Double Standard???

19. (c) 2013, Mark Hehl, all rights reserved The Philippines Warm Warm Friendly Friendly Laid back Laid back Positive outlook Positive outlook Good during a crisisGood during a crisis Eager to please foreigners Eager to please foreigners Non Aggressive Non Aggressive Eager to learn Eager to learn

20. (c) 2013, Mark Hehl, all rights reserved Latin America Regionally Diverse Regionally Diverse Not all the same!Not all the same! Warm/Friendly Warm/Friendly Tactile Tactile “Abrazo”“Abrazo” Latin America vs. ChinaLatin America vs. China Time Attitude Time Attitude

21. (c) 2013, Mark Hehl, all rights reserved Latin America Formality Formality SeñorSeñor Meet with Decision Maker Meet with Decision Maker Relationship Orientation Relationship Orientation Social Conversation First Social Conversation First FamilyFamily

22. (c) 2013, Mark Hehl, all rights reserved

24. Applying Cultural Savvy Avoid Stereotyping Avoid Stereotyping Embrace Diversity Embrace Diversity Be Genuinely Interested Be Genuinely Interested CultureCulture HistoryHistory Enjoy the ExperienceEnjoy the Experience Stop, Look & Listen Stop, Look & Listen

25. (c) 2013, Mark Hehl, all rights reserved Applying Cultural Savvy Research & Learn Research & Learn CultureCulture HistoryHistory Language BasicsLanguage Basics Ask Questions Ask Questions Communicate their way Communicate their way Show Respect Show Respect

26. (c) 2013, Mark Hehl, all rights reserved Best Investment Cross Cultural Training All Team Members All Team Members Both Directions Both Directions A Critical Investment!

27. (c) 2013, Mark Hehl, all rights reserved Questions Thank you for allowing me to be of service! Mark Hehl Hehl & Associates Southbury, CT USA 203 982 6231 ww.hehlassociates.com