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The article was featured as the lead article for the current Doing Business Internationally issue of The Complete Lawyer Buy chantix without prescription, online magazine.
Become Your Foreign Clients' Favorite Lawyer
American lawyers can please, Online pharmacy chantix, and cultivate, clients and co-counsel abroad
By Janet Moore
Certain generalizations (to which there are always individual exceptions) can be made about American values and business behavior. As an American lawyer, buy chantix online australia, you probably incorporate, Cheap chantix from canada, consciously or unconsciously, some of these values into your behavior. These values act like œlenses, buy chantix internet, coloring your world view and influencing your reactions. Purchase chantix, 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, buy chantix without prescription. Several former 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, cheapest chantix online.
Understand National Differences
As an American lawyer, Cheap chantix, 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, discount chantix without prescription. In contrast, Chantix buy, American team members often voice their own opinions openly during meetings, and even the most junior person may inject his/her own contrary perspective. Buy chantix without prescription, As a result, many Japanese businesspersons perceive Americans' behavior as somewhat undisciplined, inharmonious 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, find chantix without prescription, and frequently develop close personal relationships with prospective colleagues and clients before entering into professional ones. Buy chantix in us, 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, chantix sale, 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, Price of chantix, focus on building strong personal relationships. Resist the temptation to ask for their business too quickly, and take the time to cultivate a relationship first, discount chantix overnight delivery.
- COMMUNICATION STYLE: Vietnamese professionals tend to speak more quietly than Americans, Order chantix from canada, 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.
Become Aware Of Key American Values
American values shape American behavior, buy chantix without prescription. Some of the most important values held by most Americans are:
- CAPITALISM: Most Americans prize capitalism and free enterprise, chantix medication. 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, Cheap generic chantix, 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, cheapest chantix price, Holly Nielsen, Chantix online sales, 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, chantix pharmacy, 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 Buy chantix without prescription, : 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. Order chantix without prescription, 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 œself made man or woman, chantix overnight delivery, and believe that anyone who works hard enough can succeed regardless of pedigree. Chantix no prescription, In contrast, countries with a tradition of aristocracy often place a higher value on a professionals 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, buy chantix no rx, giving voice to their own point of view and individual accomplishments. Speakers from collectivist or group cultures emphasize group rather than individual achievement.
Client development tip: Watch how you describe your own accomplishments lest it seem like bragging, buy chantix without prescription. Canadian chantix, 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, drug chantix online purchase.
- TIME IS MONEY: Most Americans highly value work. They often think nothing about asking new acquaintances, Buy chantix online cheap, 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, cheap chantix internet. Americans tend to set aggressive deadlines, Order chantix no rx, and want projects completed quickly so that they can get onto the next one. Buy chantix without prescription, (Note: This focus on work is changing as the new generation of American workers emphasizes quality of life.) Brussels panel member Wayne Gardner, Tax Counsel with Exxon Mobil 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 Americans 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, cheap chantix overnight delivery, creating realistic expectations, Where to order chantix, and encouraging all parties to meet desired time frames. Another Brussels panel member, Steven Plehn, shared his experiences with the audience, chantix pill. As an American lawyer who now practices as a Spanish-qualified lawyer in Madrid, Chantix non prescription, 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, low cost chantix.
Nurture Professional Business Relationships
Americans generally favor friendly and informal business relationships.
- CASUAL NETWORKING: American professionals often cultivate lots of casual business connections, buy chantix without prescription. Buy chantix in canada, 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, chantix vendors. Sometimes their friendliness and directness can seem inappropriate to people from more reserved cultures. Order chantix, Other times, Americans' friendliness can seem superficial when casual, open conversations do not lead to substantial friendships, buy cheap chantix online. Buy chantix without prescription, 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. Chantix from canada,
- 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, buy chantix overnight delivery, 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.
American Business Behavior Doesn't Always Translate Overseas
Here are a few specific rules:
- GIFTS: Americans generally do not exchange gifts in a business context. If you are invited to someone's home, it is appropriate to bring a small gift, such as flowers. Otherwise, business gifts may be given to commemorate closing of a transaction or other special occasion, but are otherwise not expected.
Client development tip: Gift giving is extremely important in other cultures. In Asia, for example, gift giving plays an important symbolic and ceremonial role even in a business context. Do some country-specific research before meeting with non-American clients or colleagues to know whether to give and how to accept properly business gifts, buy chantix without prescription. Then, determine which gifts would be most appropriate. For example, I recently helped an east coast law firm to devise gifts for prospective Chinese clients' gifts that incorporated the colors and numbers that Chinese consider auspicious.
- PUNCTUALITY: Americans tend to be rather punctual, arriving within fifteen minutes after (but not before) a meeting's scheduled time. By the same token, they tend to be frustrated by counterparts who arrive extremely late.
Client development tip: Many cultures, including most Arab, African and Latin American cultures, treat time as more fluid than in American culture. Expect delays: do not get frustrated by them, take them personally, or assume that such tardiness is a sign of disrespect or lack of interest.
- DIRECT COMMUNICATION: Americans value getting to the point. They speak in direct, assertive language without many pleasantries. This can seem impolite and even confrontational to non-Americans.
Client development tip Buy chantix without prescription, : Know what to expect and communicate accordingly. Feel free to communicate directly with other direct communicators, like the Germans and Dutch. However, soften your language when speaking to, for example, Indonesian clients or counsel. When dealing with professionals from indirect cultures, it is particularly critical to interpret the other side's behavior. Try to read between the lines, and if necessary, ask for help from a translator or bi-cultural colleague in understanding culture clues.
- FAST PACE: Americans usually like fast-paced negotiations and transactions. They want business wrapped up quickly so that they can tackle the next project. This haste strikes many non-Americans as needless and perhaps even absurd.
Client development tip: Help your American clients to understand that their preoccupation with speed for speed's sake can actually hurt them at the negotiating table. Many other cultures negotiate at a more leisurely pace. According to one Chinese businessman, prolonging negotiations always won him additional concessions from his impatient American counterparts, buy chantix without prescription.
American lawyers are a unique breed: assertive, independent and forthright. However, many non-American clients, colleagues and co-counsel find it challenging to work with their American lawyers. To succeed at an international law practice, and to become your foreign client's favorite American lawyer, you may need to adapt your work habits, professional behavior and communication style to capture and keep more clients abroad. After all, it would be nice to become your foreign client's favorite American lawyer, wouldn't it.
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Below is my article from the July/August 2008 Issue of the American Bar Association's Law Practice magazine.
Global Rainmaking Tips: Pointers on Developing Clients Abroad
Many lawyers in North America take a U.S.-centric view of current events, armour in malaysia, Low price armour, economics, business trends, armour pills, Buy armour pills, client needs and even business development strategies in part because the United States was the key financial center of the world economy for so many years. As the writer Ana Nin said, We don't see things as they are; we see things as we are. However, just as the economy has increasingly globalized, so do lawyers need to globalize their perspectives.
For starters, to court international clients and prospects, you need to understand global business from their perspective, buy armour without prescription. Many non-U.S, generic armour online. Generic armour, news outlets like the BBC and the Economist do a better job of reporting on global business developments than American news sources do. You can also stay abreast of international legal trends by joining groups like the International Bar Association and the ABA Section of International Law, armour online without a prescription, Armour for order, reading their publications and list serve posts, and attending their conferences and teleclasses.
You must also know enough about the principles of non-common law legal systems (such as civil law and shariah), order armour no prescription, Armour alternative, and various areas of the law, to be able to spot relevant issues, cheap armour online. Armour uk, This task can seem overwhelming. Buy armour without prescription, However, the goal is not to become an expert in a variety of fields or legal systems the goal is to be able to spot legal issues, and then when needed call in specialists, such as foreign counsel. Of course, purchase armour no rx, Armour buy, the more you work on matters with international aspects, the more real-life insight you will gain into foreign legal issues.
Lastly, buy no rx armour, Free armour, having a general interest in other cultures really enhances global rainmaking. Prospective clients can sense whether a lawyer is genuinely interested in them and their culture or is just trying to get the economic benefit of their new business.
Use Cross-Cultural Acumen to Customize
Whether it's North American lawyers going global or non-North American lawyers entering U.S, armour order. Armour pharmacy online, and Canadian markets, I notice one blunder time and time again: lawyers' failure to adapt their native country's client development techniques to a particular foreign market, armour. Cheap armour from uk, In contrast, lawyers who succeed at global rainmaking continuously hone their cross-cultural client development skills.
Successful global rainmakers know how to communicate best with their prospective clients, order generic armour, Buy armour from india, and they make their efforts culturally appropriate. Often they instinctively adapt their communication style, buy armour without prescription. For example, armour from canada, Armour online sale, they might adjust their pace, pitch and inflection; the words they choose; or how forthrightly they speak, canadian armour. Armour internet, They might also adjust their body language, level of formality and the like.
They also tap into their clients cultural values, armour non prescription. Cheap armour pharmacy, For example, recently I worked with a firm whose lawyers were cultivating Chinese clients, armour us. Armour vendors, We tweaked the firm's traditional client gift (packages of golf balls with the firm logo) by repackaging the balls in groups of eight, considered a lucky number in China, armour online cheap, Armour online sales, and steering clear of white balls because to many Chinese that color symbolizes death.
Advance research into cultural norms really helps, and thanks to the Internet, armour without rx, Find armour without prescription, such research has become easy and painless. Buy armour without prescription, Simply typing in a search like business customs in [name of country] brings many results. Books about foreign business customs abound, overnight armour, one of my favorites being the often humorous Dos and Taboos of Body Language Around the World by Roger Axtell. As this book mentions, seemingly innocuous hand gestures (such as the okay symbol popular in the States) can be highly offensive in other cultures (in this case, Brazil).
While in the process of rainmaking, lawyers should scrutinize their efforts and adapt them if necessary. I helped one frustrated managing partner on this very issue. Despite having a well-connected partner from a particular Latin-American country, the firm failed to attract clients there. It became clear that the managing partners' hard-charging style and unrealistic expectations about rainmaking time frame was working against the firm, buy armour without prescription. So to adjust the firm's approach, we combined the managing partners strategic insights with the Latin-American partners' relationship-focused rainmaking style.
It is true that globalization has diluted cultural values. However, to the extent that lawyers can still tap into culture-specific values, they will have an advantage over others who do not.
Cultivate Patience
American direct communication style and desire for fast progress causes many cross-cultural blunders. Often U.S. lawyers ask for business too quickly and never even realize their gaffe. The potential client will just never hire the lawyer and be too polite to explain why.
Buy armour without prescription, Cross-cultural snafus frequently result from differences in values. In many foreign cultures, long-term relationships are a prerequisite to being hired. In China, for example, foreign lawyers must grapple with guanxi, a tradition that prizes relationships and the obligations of mutual assistance arising from them. Similarly, in many Arab and Latin-American countries, U.S. lawyers must expend considerable time and effort developing close personal relationships and important connections in their target business communities.
Conversely, lawyers from relationship-based cultures must ramp up their directness and assertiveness when cultivating American clients. Recently I worked with a Latin-American firm on boosting its client development in the States, buy armour without prescription. The firm's gracious, indirect communication style had proven ineffective in the fast-paced U.S. market. However, it was able to improve its U.S. rainmaking by learning to promote the firm and the individual attorneys more directly and assertively and to do so in all forms of communication, including marketing materials, the firm's Web site and in-person communication.
All lawyers who've succeeded in developing clients across cultures at some point realized they had to step outside their comfort zone and take the long-term view to develop business abroad. Global rainmaking requires tailoring your client development strategies to each client's cultural perspective. This takes time, effort and ingenuity, but the global rewards can be extraordinary.
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Buy tetracycline without prescription, Want to weather the US economic downturn? Then, expand abroad...or so say the mega firms quoted in Wise in the Ways of the World, an article in the June issue of the ABA Journal. Business is booming abroad--and getting paid in foreign currency (rather than weak US dollars) sure helps, approved tetracycline pharmacy. Tetracycline non prescription, Whenever I've spoken about the global expansion of law firms, including last year at New York's Harvard Club, tetracycline malaysia, Cheap price tetracycline, the audience is amazed by the vastness of the subject. In other words, deciding whether, drug tetracycline online purchase, Cheapest tetracycline online, when and how to go global raises a myriad of complex issues.
Above all, tetracycline online, Tetracycline information, there's the multi-million dollar cost of opening, staffing and maintaining offices abroad, tetracycline rx. Tetracycline generic, For this reason, only US mega-firms like White & Case, tetracycline bangkok, Buy tetracycline online australia, DLA Piper and Baker & McKenzie--three of the firms mentioned in the ABA article--can afford numerous foreign offices. As the article discusses, firms with multiple offices across the globe redeploy attorneys to other international markets when the need arises, cheap tetracycline pharmacy. Tetracycline online sales, Some mid-sized firms also opt to open select offices abroad--like Gardere which maintains a Mexico City presence. And, regardless of their size, buy cheapest tetracycline on line, Tetracycline online review, many US firms bolster their international presence by joining an international law firm network (as discussed in last October 19th's post).
If your firm is considering expanding abroad, tetracycline cost, Cheap tetracycline tablets, advance research is key. Managing the Modern Law Firm, ed, buy tetracycline cheap. Tetracycline, Laura Empson (Oxford Press 2007) is a good starting place. It explains why some US firms have gone global successfully--while others have failed, find no rx tetracycline. Cheap tetracycline pill. Cheap tetracycline overnight delivery. Generic tetracycline online. Find cheap tetracycline online. Buy tetracycline from india. Buy cheapest tetracycline. Buy tetracycline no rx. Tetracycline online without prescription. Cheap tetracycline online. Sale tetracycline. Order tetracycline. Cheapest tetracycline prices. Buy discount tetracycline. Tetracycline cheap price. Buy cheapest tetracycline online. Tetracycline sales. Tetracycline pharmacy online. Tetracycline no online prescription. Tetracycline from canada.
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