Articles
Become Aware Of Key American Values
American values shape American behavior. Some of the most important values held by most Americans are:
- CAPITALISM: Most Americans prize capitalism and free enterprise. They not only tend to distrust governmental intervention but any other intrusion into the free marketplace. Many Americans also assume that the rest of the world recognizes capitalism as the best system for business, and that most business problems can be solved creatively within the law. However, many cultures—especially those without a capitalist tradition—do not always approach legal and business problems the same way. During the panel discussion in Brussels, Holly Nielsen, Partner and General Counsel of Moscow-based Baring Vostok Capital Partners, discussed this issue at length. As an American lawyer who has lived and worked in Russia for over a decade, she has seen how differently Russian and American lawyers approach legal issues based on their diverse training and orientations. These diverse approaches can create frustration on both sides.
Client development tip: When you work with co-counsel from a former (or current) communist or socialist regime, you may need to help the other lawyer look for solutions to legal issues. Many such lawyers were taught legal theory—but not encouraged to solve legal problems creatively within a legal framework. You may need to help your co-counsel do so in order to solve your client’s problems and achieve your client’s objectives.
- OPTIMISM: As a country without aristocracy, Americans generally prize the “self made” man or woman, and believe that anyone who works hard enough can succeed—regardless of pedigree. In contrast, countries with a tradition of aristocracy often place a higher value on a professional’s lineage and credentials.
Client development tip: Anticipate that your foreign clients and co-counsel may want to know about your credentials and even family lineage. Having letters of introduction from mutual and respected connections will facilitate relationships.
- INDEPENDENCE: Americans are proud of their independent spirit and love to “toot their own horn.” They tend to “speak up,” giving voice to their own point of view and individual accomplishments. Speakers from collectivist or group cultures tend to emphasize group rather than individual achievement.
Client development tip: Watch how you describe your own accomplishments lest it seem like bragging. If you are speaking to a group of prospective Asian clients, for example, focus on the achievements of your firm or practice group rather than your own.
- TIME IS MONEY: Most Americans highly value work. They often think nothing about asking new acquaintances, “What do you do for a living?” They discuss business (even at social functions), and expect meetings to “get down to business” quickly without much personal small talk. Americans tend to set aggressive deadlines, and want projects completed quickly so that they can get on to the next one. (Note: This focus on work is changing as the new generation of workers emphasizes “quality of life”.) Brussels panel member Wayne Gardner, Tax Counsel with ExxonMobil Petroleum & Chemical who has worked all over the globe as an international tax lawyer, discussed this issue during the panel presentation. He encouraged American lawyers to be realistic about deadlines, and to clarify with their clients and co-counsel, particularly across cultures, what is expected by what date. Too often, foreign co-counsel agree to an American’s deadline, mistakenly expecting the deadline to be flexible; this can cause serious misunderstanding and disappointment.
Client development tip: When you are dealing with foreign co-counsel, be very clear about actual (not artificial) time deadlines. Check their progress regularly to avoid unwanted surprises.
- US-CENTRIC: Many Americans who don’t work and travel internationally are relatively unenlightened about the rest of the world.
Client development tip: Being an internationally-savvy American lawyer gives you the opportunity to impress clients, colleagues and co-counsel alike. You are perfectly poised to “translate” cultural differences between your clients and co-counsel by smoothing out differences, creating realistic expectations, and encouraging all parties to meet desired time frames. Another Brussels panel member, Steven Plehn, shared his experiences with the audience. As an American lawyer who now practices as a Spanish-qualified lawyer in Madrid, his cultural savvy has benefited his thriving transnational practice. Knowing how to manage expectations across cultures has significantly helped his effectiveness as an international practitioner.
Client development tip: Learn to translate cultural differences for your clients, managing expectations on both sides.
Nurture Professional Business Relationships
Americans generally favor friendly and informal business relationships.
- CASUAL NETWORKING: American professionals often cultivate lots of casual business connections. This is because Americans tend to do business based on the other person’s business qualifications rather than on personal relationships.
Client development tip: Anticipate being asked about your credentials, background and personal and family ties; these may be more important in some cultures than your individual achievements and qualifications.
- FRIENDLINESS: Americans are generally friendly. Sometimes their friendliness and directness can seem inappropriate to people from more reserved cultures. Other times, Americans’ friendliness can seem “superficial” when casual, open conversations do not lead to substantial friendships. Americans often ask “How are you?” without meaning to inquire deeply into someone’s health, or say “Let’s get together sometime!” without meaning to extend a social invitation. These casual pleasantries can be confusing and misleading to non-Americans.
Client development tip: Be conscious that your casual behavior and comments may create expectations in people from other cultures.
- WOMEN IN THE WORKPLACE: Americans emphasize “gender neutral” behavior, and generally expect women to be treated the same as men in the workplace.
Client development tip: Be aware of gender differences across cultures. Saudi Arabia imposes legal restrictions on women, for example, prohibiting them from driving. If you are a female lawyer, or if you are planning to send one of your female attorneys abroad, know the restrictions before you go. This does not mean that women attorneys should not be given the same international work opportunities as males. However, you must be prepared to deal with limitations that arise.
