Appointment Making

As a general rule, make an appointment with the highest level of management possible. What level you are able to arrange an appointment with can depend very much on the type of society. For example, in a hierarchical society, eg. Thailand, who you know can count much more than what you know or what you can offer.

Always make your first point of contact at least one but preferably two months in advanced. In many cultures (East & West), an unannounced visit is considered rude and unwanted. If you do this, you have already penalised our chance of success before you start.

In your first letter or fax, it is essential that you clearly announce the specific nature of your visit. This allows the host to be suitably prepared when you arrive. A letter of introduction from a mutual colleague, friend or government agent will generally stand you in good stead. However, you will still have to demonstrate the benefits of any potential future business deal.

In some cultures, the first meeting may be over a lunch so be prepared to accept such a suggestion from the host. These luncheons can be low key with regard to business. However, it does provide the first opportunity for you to impress your host and start building the relationship between yourself and your host. This may be potentially enhanced by the choice of a favorable day for business, your knowledge about the country, dining etiquette and local culture. Conversely, in other cultures it may also be aided by the quality of your personal grooming, dress, civilised sophisticated behaviour and the etiquette you extend, eg. France.