Articles
Certain generalizations (to which there are always individual exceptions) can be made about American values and business behavior. As an American lawyer, you probably incorporate—consciously or unconsciously—some of these values into your behavior. These values act like “lenses”, coloring your world view and influencing your reactions.
Understanding how your American values shape your perspective—and how foreign clients and colleagues’ values shape theirs—will help you immeasurably in your international practice. You will be able to adjust your behavior accordingly and thereby become more effective as a lawyer. The more effective that you are, the more that your clients will appreciate and enjoy working with you.
Several colleagues and I presented a panel discussion on this topic at a recent American Bar Association Section of International Law conference in Brussels. This article summarizes our discussion, and offers related client development tips.
Understand National Differences
As an American lawyer, you are probably aware of cultural differences between you and your foreign clients, colleagues and co-counsel. Whether and how you perceive these differences really depends on your own cultural perspective, as illustrated by these examples:
- GROUP DYNAMICS: Japanese professionals generally value harmony and cohesion within their group; junior team members usually do not openly contradict more senior team members. In contrast, American team members often voice their own opinions openly during meetings, and even the most junior person may inject his/her own contrary perspective. As a result, many Japanese businesspersons perceive Americans’ behavior as somewhat undisciplined, unharmonious and disrespectful of authority.
Client development tip: When working with Japanese clients and co-counsel, be sure to treat team members with additional respect. Try not to interrupt other team members and use respectful language.
- RELATIONSHIPS: Mexican lawyers strongly value relationships, and frequently develop close personal relationships with prospective colleagues and clients before entering into professional ones. In contrast, Americans frequently approach prospective clients whom they barely know; to Americans, having a personal relationship is not a necessary precursor to a business relationship. As a result, many Mexican clients find Americans’ style of client development too aggressive and fast-paced.
Client development tip: When working with Mexican clients and co-counsel, focus on building strong personal relationships. Resist the temptation to ask for their business early on, and take the time to cultivate a relationship first.
- COMMUNICATION STYLE: Vietnamese professionals tend to speak more quietly than Americans, and often consider American professionals too loud and boisterous. In contrast, Russian businessmen often speak more loudly and boisterously than Americans.
Client development tip: Pay attention to the volume (as well as pace and inflection) of your clients’ speech and match it.
