Articles drawing on nearly six decades of practical experience in international trade, exporting, overseas markets, business culture and cross-border commercial relationships.
Choosing an export adviser is one of the most important early decisions a business makes when preparing to enter international markets. Before a business begins its international journey, it needs practical guidance from someone who understands not only the theory of exporting, but also the realities of operating in overseas markets. International trade advisers come … Read more
The most important lessons from international trade are rarely found in textbooks; they are learned through relationships, mistakes and experience. What I found was that relationships and trust matter more than contracts, a contract based on personal friendship and respect is much easier to manage than one based solely on the contract terms. Cultural understanding … Read more
Doing business in Asia requires more than a competitive product and a persuasive presentation; it requires patience, trust and cultural understanding. Western companies expect quick decisions, but in the Far East In many Asian cultures trust must be built first. Meals, conversation and social interaction are part of business, not distractions and repeated visits build … Read more