Having spent fourteen years in various global business development roles, I believe I might have come up with some Best Practices in this space. My geographic focus has always been on Israel, and the connection between Israeli hi-tech companies and their counterparts in the United States, Europe and elsewhere. Besides the “ordinary” issues that professionals in this space must consider, such as language and cultural differences, Israel carries with it greater emotional weight, which could be a hurdle, or an advantage – particularly nowadays.
Regardless of the type of Israeli technology I’ve tried to connect with prospective partners, clients or investors overseas, I’ve found myself often seeking more effective methods of not only identifying specific people, but more importantly – interacting with them in an effective way. LinkedIn has proved helpful, as well as various free and cost-based databases. Working with organizations like the Israeli Export and International Cooperation Institute and American-Israel Chambers of Commerce has been helpful not only in reaching the right people, but more importantly in establishing a productive relationships with them.
I’m a strong believer in creating networks and communities, particularly in one’s target geography or industry. People more persistently interact, both professionally and personally, with those with whom they’ve developed a relationship, and like any relationship, what’s required is some chemistry, nurturing through frequent and in-person communications (though respectful of boundaries), trust-building and honesty. Cross-cultural relationship-building involves additional sensitivities around the frequency of communication, the balance between personal and professional aspects, accounting for taboos, and more. In my experience, the fact that the technologies I’ve marketed were Israeli, only served me in a positive way – particularly now, during the military activity centered on Gaza. But this could certainly create a challenge as well if people on the other side maintain negative emotions about Israel at this (or any) time.
Companies follow paths they believe will make them more competitive – they choose strategies, seek partners, and pursue clients in such ways that should ensure their survival and allow them to thrive. The decisions they make depend on accessibility to updated, reliable and all-encompassing information, and on their ability to use that information in an intuitive, effective manner. Beyond these “technical” factors, it is the ability to effectively interact with other humans across geographic and cultural boundaries that most greatly affects the outcome of the business development process.
Ilan Friedman
No comments:
Post a Comment