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 is not optional, it is an imperative if business is to endure. Patience often wins deals, Local partners are essential … Read more
Britain’s industrial export strength in the 1960s–1980s, was in heavy engineering, infrastructure, manufacturing, at that time UK companies supplied products and expertise to major projects globally, but over time there was a gradual shift toward finance and services, what was gained was at a high price and what was lost can never be recovered. British … Read more
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 credibility. It is a matter of long-term thinking vs short-term deals and in much of Asia, business is not simply a … Read more
Theme: How international business travel used to work. Idea outline: For most of my working life, international business was conducted face to face. A typical trip might last a month and cover several countries. Flights were fewer, visas were more complicated, and communications back to the office were limited. Preparation was therefore critical. Every meeting … Read more
Having spent the last sixty years in global sales and marketing, I became accustomed to communicating with people at every level — from the shoe-shine boy outside a hotel to government ministers. My work took me across more than sixty countries, selling and promoting everything from plastic plumbing fittings to aero engines. During that time … Read more