Do's and don'ts 2014
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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 Francisco
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Do's and don'ts 2014
- 1. Do’s and Don’ts “Coming to America” Peter Laanen
- 2. “The business of America is business” – Calvin Coolidge Calvin Coolidge 30th President of the United States In office August 2, 1923 – March 4, 1929
- 3. The small stuff • Tipping • A glass of Coca-Cola? • Ice breaker • Red Light • Fun with cops • Spanish anybody?
- 5. The small stuff • A glass of Coca-Cola? • Ice breaker • Red Light • Fun with cops • Spanish anybody?
- 7. The small stuff • Ice breaker • Red Light • Fun with cops • Spanish anybody?
- 9. The small stuff • Red Light • Fun with cops • Spanish anybody?
- 11. The small stuff • Fun with cops • Spanish anybody?
- 13. The small stuff • Spanish anybody?
- 16. American Values in Business Time is Money! *Get to the point *The elevator pitch
- 17. American Values in Business
- 18. American Values in Business Time is Money! *The elevator pitch
- 19. American Values in Business
- 20. American Values in Business Results count * What is the “Bottom Line” * What’s in it for me?
- 21. American Values in Business
- 22. American Values in Business Results count * What’s in it for me?
- 23. American Values in Business
- 24. American Values in Business
- 25. American Values in Business Networking – a necessity *Meet a wide variety of contacts - and, you can do it anywhere!
- 26. 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
- 27. American Values in Business
- 28. 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
- 29. American Values in Business
- 30. American Values in Business • Be persistent: somewhat aggressive follow up • Business gifts: only after closing deal • Do not: discuss politics or religion
- 31. American Values in Business
- 32. American Values in Business • Business gifts: only after closing deal • Do not: discuss politics or religion
- 33. 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
- 34. American Values in Business • Do not: discuss politics or religion
- 35. 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
- 36. 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
- 37. 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)
- 39. 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
- 40. 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!
- 41. 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
- 44. And hey!
- 45. Be happy that…….
- 46. 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
- 47. 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?
Editor's Notes
- And, they are smart, but……….. We Dutch are so convinced our English is so good we can conquer the world! Not! Restaurant English is not Business English!
- The only President born on the 4th of July!
- Networking at Trade Shows, Industry Events, Forums, and….like tonight!