Business etiquette:
Flat organisational structures and an egalitarian business culture are the norm in most business organisations in the Netherlands. Status is not highly valued as a sense of equality amongst the workforce is very important to the Dutch. Input from staff at all levels is generally welcomed in the decision making process in business which can make decision making slow as consensus from all involved is necessary before any type of deal is confirmed.
The Dutch tend to take a very formal approach to business and generally adopt a very direct communication style. They prefer to keep their personal lives separate from their working lives and remain focussed on business in all business dealings. The Dutch do like to build relationships with those they are working with over long periods however so if you are to be conducting long term business it is important to forge a relationship with your Dutch counterparts.
When scheduling appointments ensure that you book well in advance and give plenty of notice if any changes are to be made. Last minute changes to schedules are highly frowned upon, as is lateness so try to be punctual at all times. Avoid scheduling meetings during the prime vacation periods of July and August and also late December. Also ensure that you keep any business dealings within business hours as the Dutch value their personal time. When greeting your Dutch counterparts a firm handshake is the norm ensuring that you maintain eye contact and smile whilst also repeating your name. A handshake at the end of a meeting is also good practice. Use titles and last names when addressing people. The Dutch also like to know your credentials and company details upon meeting if they are not already aware of this. If you are planning to give gifts to your Dutch counterparts do not give expensive gifts as they may feel as though they are expected to return the favour or this may be misinterpreted as bribery.
Meetings are usually formal, well structured events with a clear agenda that is closely followed throughout. Small talk is generally not customary at any point during or after the meeting. When communicating your ideas be clear and concise – don’t exaggerate details or talk around a point. The Dutch appreciate directness and honesty. Also ensure that you support your arguments with sufficient facts, figures and statistics. When making decisions the Dutch prefer to rely on solid, accurate information and do not let their emotions play any part in the decision making process. Once an agreement has been made contracts are enforced strictly and are taken very seriously.
