Tuesday, September 14, 2010
Doing Business in Mexico: Forming a Bond with your Mexican Business Partners
One of the main differences that people notice when they first come to Mexico to do business is the way that business is conducted. We've talked about the 4 hr lunches, but what is really behind the lunchis the personal relationship aspect of doing business.
I remember when I was looking for a job and interviewed for a Latin American Sales position (mainly Mexico). The manager went on and on about how great the job was because I wouldn't have to travel, I'd be able to do everything via phone. I sat back and thought "I may not be traveling, but I also won't be making many sales." The fact of the matter is that putting a face to a name in Mexico is crucial. I don't care if you have the greatest product in the world and people are clamoring for it...you still need to meet your potential Mexican business partners in person.
Relationships are built on trust and it is very difficult to trust someone you have never met. It happens in the US all the time - deals are made over email and the phone - but do not expect the same to work in Mexico.