Building,Relationships,Across, business, insurance Building Relationships Across Cultures Using Virtual Communi
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Today many of thepeople with whom we virtually communicate we will never meet. This does notmean we should not spend time getting to know them. Business is based onpeople. People are theengine behind the work, pushing it to delivery. In the United States, we focuson completing a venture or task rather than developing a business relationshipwith a person. This is not the case in other countries. American companies mostoften outsource to Brazil, Russia, India, and China (BRIC countries), and, inthese countries, they take the time to develop a business relationship. This is one of the reasons why Americanshave a difficult time selling to the BRIC. They assume the same Americanized selection process is used. Instead,the BRIC will choose the relationship and select a firm with whom they want toengage based on who is representing their interests. In the U.S., we choose thebest product to purchase inside organizations. In the BRIC, the productsstature is often secondary to the relationship with those representing it. While you may notbe selling widgets, the same concept applies. When working with firms toredirect failing outsource projects, they are surprised to hear that developinga relationship with their outsourcer should a priority. These firms often relied on their contract,which contains multiple provisions if failure occurs. While it is important tohave these binding contracts in place, when a product fails to arrive on time,market opportunity is lost. Even if the firm has fines in place for latedelivery, a fine cannot replace the loss of market windows. Realize thatrelationships have dollar value and relationships are what assist delivery.Then the time spent on cultivating relationships becomes acceptable. America isa culture where time is money, and money is wasted. It is not a waste of timeto spend a few minutes on each call focusing on some personal conversation. Askhow people are doing. Inquire about events you heard about in the news.Remember local holidays. As relationships develop, virtually team membersbecome more committed to the project because they are more committed to you. Often theconstraints of a one-hour time window allowed for meetings stops personalconversations in order to complete the meeting on time. Designate the firstfive minutes of each call to focus on personal conversations. Put it on theagenda so everyone knows this is acceptable. Share something personal; tellabout the local area, or other item of interest. Sharing puts a personal sideon business and engages people. It also breaks down cultural barriers as peoplestart to understand what is really happening on the other side of the phone. To learn more aboutcommunicating effectively with BRIC countries, visit http://theglobalmanager.com/cross-cultural-virtual-communication/.
Building,Relationships,Across,