Do’s and Don’ts

“So you think you’re so smart” Peter Laanen

“The business of America is business” – Calvin Coolidge

Calvin Coolidge

30th President of the United States

In officeAugust 2, 1923 – March 4, 1929

Navigating Cultural Differences

“I’m going to get you, Manhattan! I’m going to be one of the biggest things that ever hit this place! You just watch, Manhattan! You just watch!” (Man on crew of Dutch trading vessel as captain negotiates with Indians.)

American Values in BusinessTime is Money

Get to the pointThe elevator pitchInvestor vs sales meetings

Results count What is the “Bottom Line”What’s in it for me?

Networking – a necessityMeet a wide variety of contacts

American Values in Business

• Business attire: casual vs formal• Be assertive: being modest doesn’t do well• Be persistent: somewhat aggressive follow up• Business gifts: usually only after closing deal• Do not: discuss politics or religion, unless….• Avoid confrontations: use diplomacy to get your

point across, be polite – people shy away from conflict

American Values in Business

“Sell yourself and your company; active selling is not considered excessive

Quality doesn’t speak for itself – promote the benefits of your solution

Long hours are the norm

When negotiating, US executives expect you to “work with them”, i.e. show flexibility to explore options

American Idioms in Business

“Touch base” – to casually follow up

“Slam dunk” – to be fully successful at a venture

“Throw a curveball” – something unexpected

“Ballpark figure” – estimated price/cost

“Jump the gun” – an activity before the appropriate time

“Test the waters” – to evaluate a situation

Misconceptions and Assumptions

Our firm is well known in the Netherlands, our name will carry weight in the USA

“This is the way it is” – our way is the right way entitlement

We will launch easily in the USA (scalability, range, infrastructure)

Do’s when doing business in the US

• Prepare carefully• Develop a marketing plan• Conduct a feasibility study before launching• Enlist help from local partners like business development,

legal and media coaching• Attend network events• Sell yourself and your company• Follow-up on any opportunity

The Pitch

• Useful to quickly explain what your company does• Serves to capture your audience’s attention• Mention a problem your service/product solves• Show competitive advantage• Maximum 60 seconds!

The Elevator Pitch

Art of Networking

Networking is:

About establishing a mutually beneficial relationship

“what can I do for you”, not “what can you do for me”

Not limited to events; can be done during business gatherings and certain social events

Are you ready to do the USA?

• Financial requirements for a USA market entry• Identified an appropriate niche?• Do you understand your US competition?• Can you clearly and concisely present your competitive

advantage?• Committed to maintaining a long term presence?• Do you understand US tax laws?

We believe!