Transparency & Honesty
– All information, statements, documents, etc. should be completely accurate and verifiable
– Once a deal or arrangement has been agreed to do not try to change it unless there are very compelling unforeseen reasons, which should be explained fully and openly
– Your words are a measure of your character. If you keep changing your words, trust in you or your business will be damaged
– If you do not understand something, ask questions – Americans tend to ask many questions, so be ready with answers
– “You cannot over-communicate in business”
– If you say “Yes” it should mean yes, if you say “No” it should mean no, and if you are not certain what to say, explain that more time is needed to decide fully
– All aspects of the business should be completely legal – always
Efficiency
– If you promise something, deliver it
– Be on time with everything
– Do not agree to do something unless you are sure you can do it, then do it
Professionalism
– Having the job done the right way as agreed is the highest priority
– Treat all people with equal respect, from the janitor to the president of the company
– Women are equal to men in every way / never discriminate on the basis of sex, age, race, religion, national origin or any other prejudices. This is not only a matter of business ethics, it’s the law.
– Dress appropriately for meetings / shake hands with everyone, be polite and courteous
– Be prepared when giving presentations
– Know your business, know your people, know your market, know your competitors / be able to discuss all clearly and concisely
Task Orientation over Relationship
– Business is business, personal life is separate / do not try to be friends with your business associate or assume he is interested in socializing much. That may come later when the business aspects have been settled.
– Time is important / be sensitive to the business and personal needs of your American colleague by concentrating on what work needs to be done
Results Oriented
– Acheiving business goals are more important than personal glory, position, and posturing / a janitor who does his job very well is more highly respected than a company president who fails to do his
Long Term Planning & Goals
– American businesses generally plan fully for the coming year, and have plans and strategies for 3-5 years forward
– American business is generally oriented more towards long-term stability and growth than short-term profitability
Flexibility
– Change is constant and the ability to adapt to change is expected
– New opportunities should be constantly explored
Personal Responsibility & Accountability
– If you promise something, deliver on your promises / if you fail in some way, admit it and do not blame others or circumstances
– When you are wrong about something or fail in some way, it is considered a sign of strength to admit it openly and “take the heat”
– Do not try to hide mistakes / if the results are poor, explain why and what should be done to adjust in the future
– Your first loyalty is to protect and properly manage the assets of the business and do what is right, not protect friends or associates in the business who have done something wrong or are not performing adequately
Teamwork Approach over Heirarchical Structure
– American businesses generally operate on a team basis with the goal being solid results, not showing others “who is the boss”. Therefore, managers seek out the best people possible and see their job as making the situations of subordinates effective for good performance.
– Mutual respect and personal consideration should be present at all times to everyone.
– A professional manager is seen as someone who can build a productive team around him, not someone who dominates subordinates and merely gives orders.