When pursuing business deals overseas, it’s important for working professionals of both sexes to adapt business practices to fit the customs of different cultures. However, women are often at a disadvantage when doing business in a culture with a significant gender gap. Specifically, in male-dominated cultures, women must be aware of certain social tendencies in order to be respected as an equal in business.
I often visit our nTrust office in the Philippines to help grow the business by partnering with new financial institutions or meeting with regulators, and have had many learning experiences along the way, especially when my credibility has been questioned due to my gender. I have become accustomed to proving my worth as a businessperson, navigating the “boys club” and dealing with unforeseen obstacles in meetings.
One particular eye-opening experience was at a meeting with one of our financial partners in Manila. Our team had been experiencing a poor level of service with this particular partner, so I had met with the male manager of the company to attempt to repair our business relationship.
Having met with this manager multiple times with my male colleagues, I approached this meeting as I typically would, with the goal of reinforcing the level of service that nTrust expected out of our partnership. However, this time around in the absence of my male counterparts, to my shock I was met with unnerving apathy. The manager completely tuned me out and focused on his phone, and the meeting was filled with long awkward pauses as I attempted to engage him in conversation.
After possibly the ten most frustrating minutes of my life, I eventually stood up and removed myself from the situation. I felt disrespected as I knew that if I had been a male in that same situation, I would undoubtedly have been treated in higher regard. This was a certainly a wake-up call that not all cultures share the equality in business that we see here in Canada.
Drawn from my experience overseas, the following are tips for conducting business in a male-dominated culture:
•Business etiquette. Learn the culture-specific business etiquette prior to going into your meeting. Business card and handshake etiquette, pleasantries, appropriate attire and greetings in your host’s native language always go a long way.
•Current events are key. Research what is happening within the country’s economy, government and with industry issues. When you are sourcing new partnerships, the question will come up, “Why do you want to do business here?” You will gain the trust and respect by understanding what is happening in their country.
•Seniority is important. When scheduling your meeting, be aware of attendees, their job titles, their seniority in the company and the company’s structure. This will help determine who the decision makers are, and the potential outcome of your meeting. Additionally, make sure to assert your own authority and seniority so you receive the desired respect.
•Get an endorsement. If you are able to use your network to make a strong partnership through an affiliated organization or a connected individual, you will be better equipped to get your foot in the door. Connect with this group or individual at the beginning of your business trip to schedule in time for them to network and attend meetings with you.
•Be brave. Before travelling alone as a woman or being the only woman at the table, set yourself up for success by doing thorough research and demonstrating, respectfully, that you that you are the most knowledgeable in your field of expertise.
Angela Biener is chief operating officer of nTrust, overseeing global operations, business development and compliance regime efforts in existing and emerging jurisdictions.
