The unfortunate affair of Luis Suarez at Liverpool has highlighted the perils of not understanding cultural differences. It seems surprising that football clubs don’t have cultural awareness training given the multi-national nature of their squads. But leaving aside the rarefied atmosphere of top flight football, even small businesses need to be aware of potential issues if they are to do business abroad. We tend to forget that the influence of US culture on us has made us far less formal than many other nationalities. While we naturally tend to use first names, the French, for example, will expect to use surnames and the formal ‘vous’  form of verbs until a relationship is well established. Likewise, unless speaking to a very young woman, it is safer to use ‘Madame’ rather than ‘Mademoiselle’ even if she isn’t married. But cross the border into Italy and we have almost the opposite situation where the use of ‘Signorina’ may be viewed more favourably than ‘Signora’. Move north into Germany and start a meeting with small talk about your journey or other trivia and you’ll get some strange looks.

Understanding the people with whom we are hoping to do business is vital. Of course, that applies equally whether they reside at home or abroad.

 

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Kazakhstan. Where? Oh yes, isn’t it one of the ‘Stans‘ that used to be part of the USSR? Backward sort of place somewhere in Asia?

Believe it or not, there was a supplement on Kazakhstan in last Saturday’s Telegraph. I was about to consign it to the recycling when a headline caught my attention. Peace and Prosperity: A 20 Year History. In the relatively short time since it gained independence from Moscow, there has been an astonishing development of the economy with a prevailing climate of tolerance in this multi-ethnic country.

I have an interest in geography, history, world politics and business but I had no idea whatsoever about this amazing success story. This got my mind leaping in several directions:

Many of our businesses are falling over themselves to get established in the accepted developing economies of China, India and one or two other countries. Are they missing a trick by being unaware of the potential in countries such as Kazakhstan?

By following the herd are businesses missing opportunities to develop and establish themselves in markets and market sectors that aren’t on their radar?

Kazakhstan is using its geographic location to be a crossroads or meeting point between East and West, North and South. It is actively avoiding ‘taking sides’ and talking with all sorts of unlikely bedfellows. Could businesses become crossroads and meeting points in a metaphorical sense?

It strikes me that there are several lessons that we can learn and potentially apply in a creative way with our businesses.

By the way, Kazakhstan is keen to develop its tourist industry if you fancy a fact-finding holiday!

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Bar, florist & boulangerie/patisserie

The picture on the left was taken in the small town of Dol de Bretagne, twenty minutes or so drive from the ferry port of St. Malo. We had declined to rise early and join the hordes for a ferry breakfast and instead stopped at the first town en route. We found a bar and ordered coffee while I nipped into the nearby boulangerie to buy croissants. Despite the early hour it was warm so we sat outside and watched the young owner of the adjacent florist set up her display. By the time she had finished it was more like an art installation than an extension of a shop window. It was an object lesson in how to attract attention for your business.

As is typical in France, the bar did not sell croissants and the boulangerie did not sell coffee. Each stuck rigidly to its specialism and co-existed in a spirit of co-operation, undoubtedly to the benefit of both. Two business lessons over breakfast within a very short time of arriving in La Belle France!

But just to prove we can do imaginitive window displays, here’s one in Ironbridge in Shropshire.

A Sty(lish) window!

Ultimately it’s about communication. Making your potential customers notice that you are there and communicating that you are a bit different and, hopefully, a bit special.

Enjoy your breakfast!

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I have recently returned from holiday in France. We rented a house in the Loire Valley. The owners (English) who lived opposite greeted us. I say greeted rather than welcomed. “Would we ensure we turned off the downstairs lights at night?” Er, yes, why wouldn’t we? “Would we make sure we shut the windows if it rained or if we went out, in case it rained?” ”Just call us if there’s anything you need.” Well, as there are three of us, more than two wine glasses would be good. “Huff and puff.” I could go on with a list of things that would have been nice – for example, enough cutlery so that we could use the dishwasher rather than having to wash knives and forks after every meal. The pictures must have come from a car boot sale – none was relevant to a holiday cottage in France. The whole place looked like it had been set up on a miser’s budget and the attitude of the owners rather confirmed that. It is customary in France to find a welcoming bottle of wine. You’ve guessed!

Chenonceaux (not the house we rented!)

A look at the visitors’ book was revealing. Usually you see entries from people on second or third visits. Not in this one. So these owners saved themselves a few euros on equipping the house and a few centimes on saved electricity from the one person in a hundred* who might leave the lights on. But they lost hundreds on potential repeat business because of their miserable attitude. Penny wise and pound foolish indeed. Or should that be euro wise and centime foolish?

* 67.35% of statistics are made up.

PS – If you plan to rent a house in the Loire Valley I can tell you where not to go!

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In a post last October on Inspirational Buildings I mentioned the effect that Frank Gehry’s Guggenheim Museum had on transforming the fortunes of Bilbao in northern Spain. Earlier this week I watched a Channel 4 programme that put the case against buildings such as the Guggenheim. It suggested that many post-Guggenheim buildings are more about show (and the architect’s ego?) than functionality for the people who use them. I am a passionate believer that buildings can have a powerful effect on the way we feel, how we work, how creative we can be. But I would readily agree that some creators of modern buildings do not seem to care about the users. An obvious example is the many people who are not comfortable with heights. Despite this, architects put glass lifts up the outsides of buildings and escalators that run up through space. They design buildings that rise to unnatural heights … and then give them glass walls!

The trouble is that many of us get so caught up in what we are doing that we often fail to understand what our customers experience. We may not be asked to design an iconic building but all of us have the opportunity to do something worthwhile, something that can make a positive difference to our business, the organisation for which we work, our community, or just to an individual. All that is required is an understanding of what the end user needs, rather than what we want to give them. Maybe over the weekend we can reflect on one thing we can do next week that will start to change something.  Another eminent architect, Frank Lloyd Wright said, “Regard it as just as desirable to build a chicken house as a cathedral”.

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