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If You Want
To Do Business With Americans, Pay Attention To The Clock And The
Calendar
by Gene Griessman, Ph.D.
If you come from a society that's nonchalant
about deadlines and appointments, you will need to leave that kind
of baggage at home. There is no time zone in American business
called "Island time." If you waste other people's time and miss
deadlines, Americans may tolerate you, but they will look for
alternatives.
In a TV interview I did with Stanley Marcus,
the legendary retailer and long-time CEO of Neiman-Marcus. Marcus
told me, “If someone wastes my time, I will find a way not to do
business with him.”
Contracts, as you know, typically include
deadlines with actionable penalties. If you bid on a contract, there
generally will be a very real cut-off date and time. If your
proposal comes in after the deadline, your organization might have
been an early favorite, but you will probably be out of luck.
Here are questions that you can ask:
“What time frame are we talking about?”
“We intend to meet your expectations, but there is always the
possibility of an accident, an act of God, something unforeseen; so
is there a penalty in the contract for missing the due date?”
“Would you consider writing in a bonus if we come in ahead of
schedule? That would be a win for everybody.”
Time consciousness is particularly important in
sales. There is one rule that must not be violated. The seller never
keeps the buyer waiting. The buyer may keep the seller waiting, and
sometimes will, just to show who's boss, but it is not an option for
the seller.
Nowhere is timeliness more important than in
accounts payable. If your company gets a reputation for paying
bills late, the credit agencies will find out. That will affect not
just your reputation but the cost of borrowing money.
Some American companies make it a practice to
pay bills as soon as they receive them instead of using the normal
25-30-day float. Joe Rogers, CEO of the highly successful Waffle
House chain has done it for years. Rogers explained to me that this
gave his company special benefits with vendors, including service in
emergencies. One Fortune 500 company that practices early-pay uses
it to negotiate for special pricing.
Time-consciousness is important in American
partly because it’s embedded in the national character, and
reinforced by centuries of habit. Americans have understood for a
long time that time is money. Moreover, as the American economy has
become more advanced and sophisticated, Americans have adopted an
engineering cast of mind which recognizes that complementary
activities must mesh and synchronize--whether it's a sub-contractor
building an office building or soldiers on maneuvers.
Most important, time-consciousness is at the
heart of the American hurry-up approach to life in general. Alexis
de Tocqueville in the 1830s described it this way: "A man who has
set his heart on nothing but the good things of this world is always
in a hurry, for he has only a limited time in which to find them and
get them. Remembrance of the shortness of life continually goads him
on."
BUSINESS
ETHICS IN AMERICA: BRIBERY
by Gene Griessman, Ph.D.
If you are from another country, where bribery and kickbacks are
an accepted way of life, you may think that you must do it in the
United States, too. I know personally Indians whose relatives have
taken briefcases filled with money to pay off Indian politicians in
order to get lucrative contracts. Ditto for Nigeria. I heard an
American say that in Egypt nothing gets done unless you pay
inspectors, etc.
Is bribery necessary to do business in America? I wish the
answer that question was an unequivocal No, but it isn’t. The best
answer that can be given is that the United States, compared to
other nations, is probably on-average more honest than most.
Bribery, pay-offs, and kickbacks are often expected in America and
in some industries and in some locations, required.
The bribery can be subtle. In Louisiana they have a word for
it: lagniappe, which means “a little bit added.” There
bribery is often tolerated, even admired, if it is done with grace
and charm.
In many industries, you may be expected to give gifts to the
individual or to family members or do business with the individual’s
relatives or make donations to designated charities or political
events, causes or campaigns. You may get nothing outright, but if
you give enough, you will get access to important decision makers.
Here’s an example. A sales rep for a big company that
manufactures drilling bits for the oil industry, who made regular
calls to active drilling rigs, told me: “When I come back next
month, all of my boxes will still be stacked in front the foreman’s
office door—unless I leave a him a present…say, a bottle of whiskey
or hunting gear, or golf balls…something.”
In other businesses, you will be expected to provide theater
tickets, Christmas gifts, bar mitzvah presents, tickets to the Super
Bowl or the Final Four, golf tournaments, invitations to parties at
luxury stadium boxes, trips on private jets to resorts…the list goes
on and on.
But if you do decide to participate, you should be aware of the
danger. From time to time, there is a big scandal in America. The
media swarms in, names are revealed, and occasionally people are
sent off to prison. The person that you bribe just may be part of a
“sting” operation. You may be bribing an under-cover law
enforcement officer who’s getting evidence.
But there’s more. A growing number of companies—Wal-Mart is one
of them—prohibit any kind of unusually friendly interaction between
buyers and vendors. I know one Wal-Mart vendor who lost a long-term
contract simply because he had had a long-time contract. “I wasn’t
especially friendly with the buyer,” he told me. “Wal-Mart got
nervous because I had been their vendor too long, and they were
afraid the relationship might be getting too cozy.”
Why would Wal-Mart do this? Because Wal-Mart understands that
bribery and kickbacks add to the cost of doing business. In order
to compete in highly competitive markets, they cannot afford this
cost.
And there’s even more. Many American companies refuse bribes or
kickbacks because of their values. Some companies have a published
code of ethics. It’s not the right thing to do, and they don’t do
it.
Some American companies have turned honesty into a business
advantage. Near the end of his astonishing retailing career,
(Richard) Sears said: "Honesty is the best policy. I know, I've
tried it both ways."
More recently Warren Buffet stated: “I cannot tell you that
honesty is the best policy. I can’t tell you that if you behave with
perfect honesty and integrity somebody somewhere won’t behave the
other way and make more money. But honesty is a good policy. You’ll
do fine, you’ll sleep well at night and you’ll feel good about the
example you are setting for your coworkers and the other people who
care about you.”
Actions Speak Louder Than Words:
Americans Are Results-Oriented
by
Gene Griessman, Ph.D.
My teacher years ago was the owner of a prominent radio station
that was the lead station for my syndicated show "The Achievement
Digest." I had asked him to listen to a new feature that I had
created. When it finished playing, I asked for his opinion.
He said, "I don’t like it very much.” Then I said, “I spent a lot
of time working on it...hours and hours,” thinking that might sway
him.
Never have I forgotten his reply: “I don’t care if it took you five
days or five minutes. What I care about is how good it is, not how
much time it took you.”
That attitude is typical in American business. The farther up you
go, the more likely you are to hear it. Results count. It's deeply
rooted in the American national character.
Executives and owners--even sports fans-- don’t want to hear how
much time something takes, and they certainly don’t want to hear
excuses. They want results...regardless of the time and effort it
takes to produce them.
That’s the point of a memorable scene in the courtroom movie “The
Verdict.” The patrician head of a rich, highly successful Boston law
firm (played by James Mason) is explaining his philosophy: “You’re
not paid to do your best…You’re paid to win, and that pays for this
office.”
The lawyer is focused and ruthless, but what he said is very well
understood by American business owners and executives, commission
salesmen and big league coaches. You have to make a profit to stay
in business, you have to close sales if you expect to survive as a
salesman, and you have to win games if you want to keep on coaching.
If you do business with Americans, it may help if you're a nice guy,
but that won't save you if you can't produce results.
Every year Gene
Griessman does scores of seminars and keynotes for business groups and
associations. He is the creator of the highly regarded compendium of best
practices in communication--whatyousay.com.
If you'd like to know more about his seminar on social
trends and Americans, give us a call. He also does
seminars and consults with business people who want to understand
Americans better. For information, call 404-256-592 or send us an email
at abe@mindspring.com
"In my 12 years as an
association executive I've never seen a speaker better at holding
the audience's attention."
--Hugh J. Rushing, Executive Vice President, Cookware
Manufacturing Association.
“You are the best, the absolute best! People still quote you to this day. We
got so many written notes of praise. The presentation was not
only entertaining but intellectually stimulating—a piece of history
that will live forever in our minds. And then the presentation
that you did for the students at St. James academy was a huge hit.
It made our 25th anniversary banquet a memorable experience.”---Bill
Kissinger, CEO, Kissinger Financial Services, Hunt Valley, MD.
Contact Information:
404-256-5927
abe@mindspring.com
www.presidentlincoln.com
www.whatyousay.com
DVD “LINCOLN ON
COMMUNICATION”
"One of the very best videos/DVDs ever
made. It's a classic like 'Gone With The Wind.' I show it in many of my
seminars. Everyone loves it.”
Brad McRae, "The Seven Strategies of Master Presenters"
This educational resource is ideal for the classroom—for students from middle
school and
 high
school to college, government, and business. It’s been acclaimed by
communication experts and educators alike.
It's perfect for self-study—for people who want to improve just like Lincoln
did.
The running time is 60 minutes, which makes it perfect for the
classroom. It comes with a trainer guide written by Dr. Griessman, which
includes discussion points and....MORE
$120.00 (Many videos of
this quality sell for as much as $1000.)
Bonus: Order from this site and receive celebrated audio books absolutely free:
"Lincoln's Wisdom" and "99 Ways to Get More Out of Every Day" ($64.95
value)
BUSINESS
ETHICS IN AMERICA: BRIBERY
by Gene Griessman, Ph.D.
If you are from another country, where bribery and kickbacks are
an accepted way of life, you may think that you must do it in the
United States, too. I know personally Indians whose relatives have
taken briefcases filled with money to pay off Indian politicians in
order to get lucrative contracts. Ditto for Nigeria. I heard an
American say that in Egypt nothing gets done unless you pay
inspectors, etc.
Is bribery necessary to do business in America? I wish the
answer that question was an unequivocal No, but it isn’t. The best
answer that can be given is that the United States, compared to
other nations, is probably on-average more honest than most.
Bribery, pay-offs, and kickbacks are often expected in America and
in some industries and in some locations, required.
The bribery can be subtle. In Louisiana they have a word for
it: lagniappe, which means “a little bit added.” There
bribery is often tolerated, even admired, if it is done with grace
and charm.
In many industries, you may be expected to give gifts to the
individual or to family members or do business with the individual’s
relatives or make donations to designated charities or political
events, causes or campaigns. You may get nothing outright, but if
you give enough, you will get access to important decision makers.
Here’s an example. A sales rep for a big company that
manufactures drilling bits for the oil industry, who made regular
calls to active drilling rigs, told me: “When I come back next
month, all of my boxes will still be stacked in front the foreman’s
office door—unless I leave a him a present…say, a bottle of whiskey
or hunting gear, or golf balls…something.”
In other businesses, you will be expected to provide theater
tickets, Christmas gifts, bar mitzvah presents, tickets to the Super
Bowl or the Final Four, golf tournaments, invitations to parties at
luxury stadium boxes, trips on private jets to resorts…the list goes
on and on.
But if you do decide to participate, you should be aware of the
danger. From time to time, there is a big scandal in America. The
media swarms in, names are revealed, and occasionally people are
sent off to prison. The person that you bribe just may be part of a
“sting” operation. You may be bribing an under-cover law
enforcement officer who’s getting evidence.
But there’s more. A growing number of companies—Wal-Mart is one
of them—prohibit any kind of unusually friendly interaction between
buyers and vendors. I know one Wal-Mart vendor who lost a long-term
contract simply because he had had a long-time contract. “I wasn’t
especially friendly with the buyer,” he told me. “Wal-Mart got
nervous because I had been their vendor too long, and they were
afraid the relationship might be getting too cozy.”
Why would Wal-Mart do this? Because Wal-Mart understands that
bribery and kickbacks add to the cost of doing business. In order
to compete in highly competitive markets, they cannot afford this
cost.
And there’s even more. Many American companies refuse bribes or
kickbacks because of their values. Some companies have a published
code of ethics. It’s not the right thing to do, and they don’t do
it.
Some American companies have turned honesty into a business
advantage. Near the end of his astonishing retailing career,
(Richard) Sears said: "Honesty is the best policy. I know, I've
tried it both ways."
More recently Warren Buffet stated: “I cannot tell you that
honesty is the best policy. I can’t tell you that if you behave with
perfect honesty and integrity somebody somewhere won’t behave the
other way and make more money. But honesty is a good policy. You’ll
do fine, you’ll sleep well at night and you’ll feel good about the
example you are setting for your coworkers and the other people who
care about you.”
RELIGION IN AMERICA: WHAT TO
SAY TO EVANGELICAL CHRISTIANS
Born-again Christians Have A Distinctive Vocabulary
By Gene Griessman,Ph.D.
If you are asked "Do you know Christ?" or "Have you been born
again?" or "Have you had a personal experience with Christ? what
you say in response is very important.
If you say "I believe in God" your answer reveals to the
evangelical that you probably have never been saved or born-again.
An evangelical Christian believes that life's most important
experience is an experiential knowledge of Jesus Christ, not just an
academic acknowledgment of God's greatness. Evangelical Christians
take seriously the declaration of the Bible, "You must be born
again."
The worst thing you can possible say in response is "I'm a good
person." Evangelical Christians believe that salvation is through
faith in Christ, not through good works or a moral life.
Here are phrases and expressions that are commonly used in
evangelical circles: "I have been born again." "I have
accepted Jesus Christ as my personal Savior." "I have been saved by
the grace of God.”
At the end of a prayer, the following phrases are customary and
expected: "In the name of Jesus Christ." "In the name of our
Lord." "In the name of our precious Savior" or "In the name of our
Lord and Savior Jesus Christ." Sometimes "In thy name" is used if
non-Christians are present and the person praying does not want to
give offense.
The expression "In the name of the Father, the Son, and the Holy
Ghost" though not taboo suggests that the person saying the prayer
is probably a Catholic (or possibly an Episcopalian) and not an
evangelical. Evangelicals believe in the Trinity, but tend not to
use this phrase in personal prayers.
Just as in every other field of human interaction, knowing the
vocabulary of a particular culture or the sub-culture makes for
successful interaction within it.
***
“Gene Griessman visited our organization this week. He received the highest ratings our members have ever given
a speaker. He is spectacular. His opening one-man play is better
 than any evening at the theatre, and the following two-hour
discussion on leadership is filled with wisdom, energy and
inspiration.”
--Bill Peterson, Chairman, The Executive Committee, Saskatoon,
Canada
"In my 12 years as an
association executive I've never seen a speaker better at holding
the audience's attention."
--Hugh J. Rushing, Executive Vice President, Cookware
Manufacturing Association.
“You are the best, the absolute best! People still quote you to this day. We
got so many written notes of praise. The presentation was not
only entertaining but intellectually stimulating—a piece of history
that will live forever in our minds. And then the presentation
that you did for the students at St. James academy was a huge hit.
It made our 25th anniversary banquet a memorable experience.”---Bill
Kissinger, CEO, Kissinger Financial Services, Hunt Valley, MD.
DVD “LINCOLN ON
COMMUNICATION”
"One of the very best videos/DVDs ever
made. It's a classic like 'Gone With The Wind.' I show it in many of my
seminars. Everyone loves it.”
Brad McRae, "The Seven Strategies of Master Presenters"
This educational resource is ideal for the classroom—for students from middle
school and
high
school to college, government, and business. It’s been acclaimed by
communication experts and educators alike.
It's perfect for self-study—for people who want to improve just like Lincoln
did.
The running time is 60 minutes, which makes it perfect for the
classroom. It comes with a trainer guide written by Dr. Griessman, which
includes discussion points and....MORE
$120.00 (Many videos of
this quality sell for as much as $1000.)
Bonus: Order from this site and receive celebrated audio books absolutely free:
"Lincoln's Wisdom" and "99 Ways to Get More Out of Every Day" ($64.95
value)
Index To More Valuable Information And Powerful
Quotes
American
Chauvinism
Abraham Lincoln: quotes
More About
Abraham Lincoln: Resources For Further Study
Theodore "Teddy" Roosevelt quotes and commentary on
leadership style
The Lincoln-Roosevelt
Connection
Remarkable Similarities Between
President Abraham Lincoln And Benjamin Franklin
The Americans: Who Are
They And How Did They Get This Way?
Contact Information:
404-256-5927
abe@presidentlincoln.com
www.presidentlincoln.com
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