do's and don'ts 2014
DESCRIPTION
Do's and Don'ts for doing Business in Silicon Valley from a Dutch Perspective, as presented by Peter Laanen, International Trade Director at the Consulate General of the Netherlands in San FranciscoTRANSCRIPT
![Page 1: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/1.jpg)
Do’s and Don’ts
“Coming to America” Peter Laanen
![Page 2: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/2.jpg)
“The business of America is business” – Calvin Coolidge
Calvin Coolidge
30th President of the United States
In officeAugust 2, 1923 – March 4, 1929
![Page 3: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/3.jpg)
The small stuff• Tipping• A glass of Coca-Cola?• Ice breaker• Red Light• Fun with cops• Spanish anybody?
![Page 4: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/4.jpg)
![Page 5: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/5.jpg)
The small stuff
• A glass of Coca-Cola?• Ice breaker• Red Light• Fun with cops• Spanish anybody?
![Page 6: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/6.jpg)
![Page 7: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/7.jpg)
The small stuff
• Ice breaker• Red Light• Fun with cops• Spanish anybody?
![Page 8: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/8.jpg)
![Page 9: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/9.jpg)
The small stuff
• Red Light• Fun with cops• Spanish anybody?
![Page 10: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/10.jpg)
![Page 11: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/11.jpg)
The small stuff
• Fun with cops• Spanish anybody?
![Page 12: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/12.jpg)
![Page 13: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/13.jpg)
The small stuff
• Spanish anybody?
![Page 14: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/14.jpg)
![Page 15: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/15.jpg)
Navigating Cultural Differences
![Page 16: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/16.jpg)
American Values in Business
Time is Money!
*Get to the point
*The elevator pitch
![Page 17: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/17.jpg)
American Values in Business
![Page 18: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/18.jpg)
American Values in Business
Time is Money!
*The elevator pitch
![Page 19: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/19.jpg)
American Values in Business
![Page 20: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/20.jpg)
American Values in Business
Results count
* What is the “Bottom Line”
* What’s in it for me?
![Page 21: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/21.jpg)
American Values in Business
![Page 22: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/22.jpg)
American Values in Business
Results count
* What’s in it for me?
![Page 23: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/23.jpg)
American Values in Business
![Page 24: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/24.jpg)
American Values in Business
![Page 25: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/25.jpg)
American Values in Business
Networking – a necessity
*Meet a wide variety of contacts- and, you can do it anywhere!
![Page 26: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/26.jpg)
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: only after closing deal (VCs)• Do not: discuss politics or religion
![Page 27: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/27.jpg)
American Values in Business
![Page 28: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/28.jpg)
American Values in Business
• Be assertive: being modest doesn’t do well
• Be persistent: somewhat aggressive follow up• Business gifts: only after closing deal • Do not: discuss politics or religion
![Page 29: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/29.jpg)
American Values in Business
![Page 30: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/30.jpg)
American Values in Business
• Be persistent: somewhat aggressive follow up
• Business gifts: only after closing deal • Do not: discuss politics or religion
![Page 31: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/31.jpg)
American Values in Business
![Page 32: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/32.jpg)
American Values in Business
• Business gifts: only after closing deal
• Do not: discuss politics or religion
![Page 33: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/33.jpg)
Since we are on the subject
American values in Business
No flowers or bottles of champagne
Get a warm introduction
No business plan
Make sure you have a good one pager
![Page 34: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/34.jpg)
American Values in Business
• Do not: discuss politics or religion
![Page 35: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/35.jpg)
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
![Page 36: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/36.jpg)
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
![Page 37: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/37.jpg)
Misconceptions and Assumptions
• Our firm is well known in –country where you live-, 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)
![Page 38: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/38.jpg)
![Page 39: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/39.jpg)
Do’s when doing business in the US
• Prepare carefully www.hollandinthevalley.com
• Develop a marketing plan• 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
![Page 40: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/40.jpg)
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!
![Page 41: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/41.jpg)
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
![Page 42: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/42.jpg)
Don’t whine about……
![Page 43: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/43.jpg)
Don’t whine about……
![Page 44: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/44.jpg)
And hey!
![Page 45: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/45.jpg)
Be happy that…….
![Page 46: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/46.jpg)
The Extras!
• Confirm appointments• Use all relevant social media• Make sure you don’t cook the books• Build your credit status• Be smart and creative• Decimal point = comma• No liters, kilometers and Celsius or Euros• S = Z
![Page 47: Do's and don'ts 2014](https://reader033.vdocuments.mx/reader033/viewer/2022050801/54777652b4af9fa5248b475f/html5/thumbnails/47.jpg)
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?