Business etiquette
It is important to understand the regional differences in business culture and communication style in the US as your American counterparts may adopt varying business styles according to where they are from. The most notable differences in business culture are between the East Coast and West Coast, with those from the East Coast generally adopting a more formal approach to business dealings. Distinct differences in culture are also common between different types of organisations in the US.
Ambition and the drive to succeed seem to underpin business culture and work ethic across the board in the US however. You can expect nothing less than the utmost efficiency and professionalism from your American counterparts, as will also be expected from those they do business with. Deadlines will be met on time without fail, results are expected quickly and punctuality is key as “time is money”. It is important that you are punctual when meeting your American counterparts as lateness is considered disrespectful and unprofessional. Many Americans work a lot of overtime and will tend to conduct a lot of business dealings outside of normal business hours. Extended vacation periods are very rare in the US. Americans will usually take no more than ten days vacation time annually and will likely still respond to business emails and calls whilst on vacation.
Decision making is usually fast and will traditionally be top down in most business organisations. Although Americans value and encourage equality, status and hierarchy are very important in business. Ensure that you show a great deal of respect to senior figures within the organisations you are conducting business with. Networking is the key to success in business in the US. Using connections and name dropping can be a good way to secure business meetings and introductions to senior figures in the business world.
Don’t feel put out by the direct communication style adopted by your American counterparts. Straight talking and directness is the norm in business and the same will be expected of you. Ensure that you support your arguments with facts and figures to aid the decision making process. Americans tend to strive for the best deal possible in business therefore even if you have built a good working relationship this may not necessarily secure a deal over a rival if they can offer a better return on investment.
Business meetings are usually formal affairs and are treated very seriously. Agendas will be followed throughout and action plans will be delivered at the end before the meeting is adjourned. A brief, firm handshake at the beginning and end of the meeting is the norm. Ensure that you maintain eye contact at all times to convey your interest. Business cards should be exchanged but there is no formal ritual for this. Americans like to use first names in business even with those they haven’t met previously. Small talk is usually customary before a meeting begins to ‘break the ice’. Meetings will rarely finish with a proposal or deal left open; Americans like to have a clear conclusion or a contract in place by the end of a meeting with a clear set of actions to take forward.
Politeness and courtesy are highly valued in American culture. Remember to say “please” and “thank you” and “you’re welcome” upon being thanked by your American counterparts.
