Managing International

Professional & Business

Relationships
Copyright 2004-2015
By Bill Drake
All Rights Reserved
For Delivery of the full Workshop/Seminar
On-site or On-line
Please Contact
billdrake4470@gmail.com

Know What
Foreign Clients Seek

Misunderstandings will be
expensive
The difference between Angry
and Upset
The key is time spent building
relationships

Easier said than done?

Develop Small Strategies

Take a language vacation

Enlist your spouse
Utilize foreign interns
Translate key papers
Internationalize your look & feel
Leverage state & regional assets

Research Key Contacts

Obtain quality background

information

Usually available for the asking

Dont forget the reference librarian

in your rush to use IT
Official and company resources
Biographies, articles, speeches

Develop Some Intelligence

Identify relationships
Modern or traditional style
Interests, views, eccentricities
School, age, region, ethnicity,
politics

Develop More Intelligence

Trends & Current events

Recent accomplishments
International operations
Strategic visions and
plans

Get Some Culture

Learn dinner table history

Acquire basic cultural literacy
Check a few maps
The most important phrase

Think Before Speaking

Help others to see you in

desirable ways
Culturally appropriate selfrevelation
Study how to be liked

Who Are You?

Not a simple decision or trivial

question
Are you your Credentials, References,
& Competence?
Are you your Social Status, Business
Reputation, and Family?
Are you your individual Personality,
Values, and Perspectives?

Who Is Your Firm?

Organizational history &

philosophy
Interest/involvement in the
target country
Vision for the next 25-50-100
years
Sensitive information like firm
financials

Craft Your Responses

Show concern for your firm's

people and their families
Demonstrate commitment to longterm relationships
Show that you share familiar
values and perspectives
Demonstrate your knowledge of
current priorities in the country

Be Prepared For Surprises

Expect non-legal questions

Current conditions in America
History of U.S.-host country
relations
Your opinions on unfamiliar
political matters

Develop Good Questions

Relevant current events in country

How world/regional events affect
host country
Recent sports, cultural
achievements in country
Interesting individual companies
in country

Get Personal

Research sources of pride for

your client/customer/partner

Publications

Business accomplishments
Personal/Family events
Recognition and honors
Have a copy & ask for autograph

Bring current US news coverage

Effective Public Speaking

Distribute key points in

advance
Use high quality A/V
Don't attempt humor
Acknowledge & speak to the
hierarchy

Language Matters

Speak clearly and naturally

Repeat major points
Brief interpreters thoroughly
Speak directly to the group or
person

Business Meetings

Schedule at relaxed pace

Plan time for socializing
If lunch is involved, allow
more than one hour
Allow thinking time
Learn to listen

Make Effective Toasts

Display your firm's aspirations

Show personal commitment
Toasts should never be
spontaneous

They are mined for meaning

Meaning will be discovered

Socialize Effectively

Listen and ask questions

Pay attention and practice
remembering
Be positive but avoid positive
stereotypes

Give Effective Gifts

Interpreted just like words

No need to get bogged down
Thoughtfulness, good taste,
and research

Understand Giving

A valuable communication
opportunity
Selection is an art
Your selection says many things

Craft those messages carefully

No trinkets, ever

Books Are Always Right

Historical & literary books

Original historical documents
Folklore & tall tales
Maps and Prints
State/Regional food & wine
crafts selections
Personal interest items
whenever possible

Follow Up - Always

In addition to normal
courtesies
Note "anniversary dates"
One year from last meeting
Pre-Holiday firm to firm gift

Plus personal letter

Stay In Touch - Always

Establish tracking system

Key personal life & career

events

Get on mailing lists

Use clipping services

Reciprocate - Always

Occasional clipping with

personal note
Remember Interests,
hobbies, passions
Dont make casual promises

Keep Key Staff Informed

Whos who and why

Personal particularities

English ability, temperament,

vanities

Special procedures or
requirements

Core Conditions For

International Success

Find creative ways to overtly

demonstrate sincere interest
Staff with People people who are
also technically competent
Develop strong international
information-gathering capability
Learn to analyze from multiple
cultural perspectives

To Arrange For Delivery of this Workshop/Seminar

Customized for Your Company or Organization
On-site or On-line

Please Contact
billdrake4470@gmail.com