When Expanding Internationally, Don’t Fall on Your Face – or Anything Else
Your leadership team just landed in Warsaw, ready for your company’s big European expansion. Did you equip them with any cross-cultural coaching?
If not, they have a good shot at falling on their face.
Or, as they might say in Warsaw, “wyłożyć się.” That Polish phrase literally means “to lay oneself out” – words you might not use in a business context in the U.S.
Both idioms mean, in their respective cultures, to fail or mess up significantly.
Language and culture don’t always translate well from one region, country or continent to another. I know from experience. And if you want to succeed outside of your own country, you’re going to need one of three things:
1. Leadership and executive coaching to help your team navigate foreign waters.
2. Trusted partners who can guide your planning and operations in that country.
3. Both 1 and 2.
Luckily, Tompkins Ventures can connect you to 1, 2 and 3. That’s important in a world where companies and countries are looking for additional partners beyond China and Asia.
All Regions and Countries Have Cultural Nuances
When executives operate in foreign countries, they should have familiarity with that country’s norms and culture.
The same goes for different regions. Even in the U.S., you must recognize that operating in downtown Manhattan is different from operating in downtown Kannapolis, North Carolina.
In Manhattan, the culture focuses on efficiency, direct communication and professionalism. In the American South, the culture involves building personal relationships and emphasizing politeness. Both working environments are professional. Both have senior leaders.
However, the cultures just require different leadership skills and different styles of communication. You must make yourself friendly to the organization you are approaching, not the organization you are from.
You don’t want to commit the kind of gaffes I have. At times, I thought I was speaking English. But in reality, I was speaking American. Leadership development would have helped.
Don’t Fall on Your Fanny in England
On a consulting trip to England, the head of engineering and his wife took me to a pub. A guy at the pub was shooting darts.
He would pick up the dart, stand behind the line, take four and a half steps forward and then release the dart.
He never looked down at the line. But the second his foot stepped behind the line, he threw the dart. His spatial awareness was amazing. He just knew where he was.
And he struck bullseye after bullseye after bullseye. I was amazed and watched as my friend went to the bar.
So, I’m sitting with his wife and I say: “Holy cow! That guy’s awareness of where he is is amazing. He’s lucky he doesn’t fall on his fanny.”
His wife got up and left. And I soon found out that I needed some cross-cultural coaching when my engineering friend came back and asked where she was. I said, “I don’t know. I think I said something that offended her.”
After I related the whole story, he informed me that “fanny” is an offensive term in the United Kingdom. He told me what it means, but I’m not going to print it.
After all, this is a family-friendly blog. (Except, maybe, today in the United Kingdom!)
Something as simple as idiomatic expressions can trigger reactions that range from laughter to torpedoing a deal. Wherever you are from, if you go to Europe, Asia, South America – anywhere that is not your home turf – you could use a coach to indoctrinate you on the lingo, how they talk, how they do things.
Coaching Executive Leadership Includes Supply Chain
You might think supply chain would be different. After all, moving boxes, goods and raw materials are the same everywhere, right?
Yes, but no. Let’s say you’re an executive who has led and managed supply chains in the United States your entire career. Your company is expanding into Europe or South America.
Well, they do things differently there. Whether you’re talking about labor rules, unions, safety regulations, no country is the same. Europe alone consists of dozens of countries. (The number depends upon your source.) South America has 12 countries.
Again, countries and regions have different communication styles, different ways of resolving conflict, different ways of problem solving. Without proper leadership coaching, you have no idea what blind spots you have.
Aim for the Bullseye – Don’t Fall on Your Fanny
In today’s interconnected world, cross-cultural coaching can help you hit the bullseye every time in your international endeavors.
After all, the OECD expects global trade in goods and services to grow by 3.3% in 2025. When playing the international game, you want to be just like the skilled dart player above.
Looking for expert cross-cultural training and executive coaching services to help you navigate foreign markets with precision and confidence? Let’s talk.
Without proper coaching sessions, you risk stumbling as you encounter unexpected cultural challenges.
Or worse. You could fall on your fanny, your face or just “wyłożyć się.”
Related Reading
- Why Assessing Culture and Talent Is Crucial for M&A Success
- 7 Lessons for Success from Amelia Earhart
- 3 Essentials for Hiring a Supply Chain Executive
Jim Tompkins, Chairman of Tompkins Ventures, is an international authority on designing and implementing end-to-end supply chains. Over five decades, he has designed countless industrial facilities and supply chain solutions, enhancing the growth of numerous companies. He previously built Tompkins International from a backyard startup into an international consulting and implementation firm. Jim earned his B.S., M.S. and Ph.D. in Industrial Engineering from Purdue University.