were not discussed at the outset of the discussions and relationship . The cost in wasted time that could have been spent productively to generate revenue and long-term business can be an enormous expense . Time is valuable . It is important to be transparent and open to prevent misunderstandings and regrets .
Be authentic . People like to do business with people they like and with whom they feel comfortable . When you are spontaneous and genuine , it inspires the same from the other person . Even though people may come from diverse backgrounds and cultures , they all share the same feelings and desire for happiness , safety , friendship , community , and success . Their images and description of success may differ ; however , both parties can feel when the other person has genuine interest for their success in their business and life .
Offer added value . Many companies may sell similar products , assets , or services . How does your company offer added value ? Be prepared to answer this question . Buyers can buy from other companies from perhaps other countries . How do you provide better quality , service , or business terms to make your company rise to the top of their mind ?
Some examples of value added are ISO 9000 and ISO 9001 certifications that ensure to buyers worldwide that the product of service follows standardized processes to ensure quality , PMP certifications that demonstrate that the project managers have internationally recognized project management knowledge and experience , and professional licensing to ensure the provider has demonstrated expertise recognized by their industry . These certifications and licenses help build trust in the provider ’ s knowledge and practices .
Remember that trust is built over
time and can be destroyed instantly .
Be vigilant in business practices and communications to maintain earned trust . Be aware that in today ’ s global Internet and social media communications , many messages go out daily . Many communications are scams leading to mistrust . Be prepared to prove the authenticity and quality of your products and services . Poorly written documents , inconsistencies and errors in drafts for contracts , and not honoring a win-win solution in business can ruin relationships that took time and energy to build .
Trust and relationships are the essence of international business success !
38 iF Magazine | OCTOBER 2016