Knowing
People
- Try to learn a few words of the local language. It is
also
to know something of the history and of recent economic
developments.
This show's to all your interest in the country and its culture and is
considered
another demonstration of your cultural sensitivity and good breeding.
- Connection
and
introductions are an important part of doing business in Vietnam. A
written
introduction or a meeting arranged by a go-between will produce the
best
results. Because connections and who you are introduced by can be very
critical,
finding a reliable and credible local representative is extremely
important.
There are some well-established consulting firms that are intimately
familiar with the Vietnamese market, but companies should be wary of
foreign and Vietnamese consultants who claim to have connections and to
know the market. Be sure to ask for references and verify the quality
and extend of the firm’s
previous work in Vietnam as there are many individuals and firms who
really
haven't got the connections, knowledge or experience they claim.
- It is
imperative
that you conduct research while still in your home country, learn about
the country, the marketplace, and identify local representatives and
target
companies for contact. Use this knowledge in discussions with
contacts,
etc. as often a little knowledge can lead to additional sources which
will
greatly strengthen your market research.
- For any
business
to be consummated, you must make a long-term commitment to the country
and
visit it. Vietnamese are still a conservative and relation based
society
and connection over time and face-to-face meetings are critical in
building
trust and encouraging support.
- Vietnamese
are
eager for Americans to participate in their economy and balance the
interest
expressed by Europeans, Japanese, and other Asians. They often
have
a respect for American technology and popular culture which often can
be
greater than even the most fervent American.
- The
application
process to establish a local office can be time-consuming, taking up to
18 months. Companies that are not ready to establish a permanent base
in
Vietnam should consider hiring a local representative to perform
support
services, open new doors and to monitor any ongoing negotiation
processes.
Recently it appears that the government is taking some steps to
simplify
the process to open a representative office. This can be a good
first
step for many projects.
- Contact
embassies
and chamber of commerce in your home country and in Vietnam.
Foreign
Commercial Office representatives at your countries Embassy and the
local
chamber of commerce of your country often have excellent business
information
and can be great sources of networking.
- Generally,
business
is most efficiently conducted in Ho Chi Minh City (Saigon). But Hanoi
often
has lower capital requirements and the officials are more eager to
please. As you spread out from these two cities, local officials
are often enthusiastic for foreign investment but also infrastructure
and communications can often be more problematic.
- If an Asian person gives you a compliment, be polite and
deny
it. Modesty is considered a blessing in Asia even more so than in
other regions. Self-depreciating humor and not overly promoting you or
your
associates success is often better received and can lead to smoother
relations
with your counterparts.
- Be respectful of local culture but don't expect that you
have
to know everything. Most Asian will make allowances for
foreigners.
Also, giving a contact a chance to explain a cultural trait or a way of
doing things oftentimes is helpful in building relationships.
- Do not be
surprised
if your business counterpart of the same sex tries to hold your hand or
touch your elbow as you are walking. This action has no sexual
connotations, but is common between same-sex individuals in
Vietnam. A Vietnamese will usually not do this unless he or she
feels very comfortable with you.
- Corruption
as a
standard business practice is a problem in Vietnam as it is in many
developing
countries.
Business
Meetings
- Business
cards are
always exchanged at the first meeting. The Vietnamese often use both
hands
to receive and give cards and also slightly bow their head to indicate
respect. Taking a minute to look at the persons card, to
pronounce their name and to acknowledge their title are often good ways
to show your counterpart that you value the opportunity to meet with
them.
- Bring a large supply of business cards and advertising
material.
You may meet many more people than you expect. Asians view the
exchange
of business cards in particularly as a very necessary opening
ritual. Not presenting your card often can be construed as your
company is not genuine
or you have something to hide, so please prepare the necessary
materials
prior to your visit.
- The
Vietnamese
shake hands with both men and women at both the beginning and the end
of
a meeting. If a Vietnamese does not extend his or her handshake, a
slight
bow of head will suffice. This is particularly common in the more rural
areas and in interaction with women.
- The order
for a
Vietnamese name is family name, middle name, and given name. When
referring
to someone, use his or her given name with the appropriate title, for
example,
"Nguyen Van Khai" should be addressed as "Madame Nguyen". If the
person
you are meeting in a Director of an office or of a company, referring
to
him or her as Director and then his last name is appropriate.
- You may
hear people
who know each other referring to each other by the name of the
relationship,
e.g. my brother, my niece. This is sometimes just to indicate respect.
This may not be his/her family members, but indicates somebody very
close to the speaker. This can be confusing for non-Asians but
indicates that the person thinks of the other as being a close contact
"like a" brother or sister.
- A common
greeting
"chao" (pronounced chow) should be accompanied with the appropriate
title,
respect for age and status, e.g. "chao anh" (for male, older or those
you
want to show respect), "chao chi"(to older female), "chao em" (to
younger male and female). Even if you believe the other person maybe
younger
than you, it is often best to err on the side of being overly polite
and
using the "chao Anh" or "chao Chi" initially when meeting a
contact.
It is however safe to use just "xin chao"(pronouced seen chao) which is
a very polite hello and good bye without identify title.
- Vietnamese
men
often feel uncomfortable socializing with foreign women. They
also
often assume that women are more comfortable in talking with other
women
and will often seat them accordingly at meals or sometimes in social
meetings.
- You will
usually
be served tea and something to eat. Generally this will be Vietnamese
green
tea or soft drinks. Be sure to sample them. Failure to taste or
drink
a small amount of anything is considered impolite.
- Have your
written
materials translated into Vietnamese. Many Vietnamese today have
or
are studying English or other foreign languages. Most, however,
still
feel more comfortable with their own language.
- Most
foreigners
will also need to use translators. If there is
any
question about the comprehension of English by the people you are
meeting,
always use your own translator or interpreter. Do not rely on the
other organizations translator or interpreter. They work for the
other side and are more likely to protect their business interest and
to focus on their interests not yours. Also, meet with your
interpreter prior to the meeting and make sure they understand you and
your company.
- Try to speak more slowly and distinctly but not so slow or
distinct
as to offend. If utilizing a translator, leave breaks for your
ideas
to be translated. Keep in mind that many Asians have been
educated
in the U.S. and that the standard of English in Hong Kong or Singapore
can
be very high. Avoid buzzwords and explain concepts thoroughly.
- Keep in mind that in most of Asia that dates are shown in
day/month/year
format, ex. 9/12/99 means December 9, 1999. To avoid
confusion,
you may want to use the full date in correspondence.
- When you
meet with
senior officials, after initial pleasantries, begin discussing business
within a few minutes, for there may be few opportunities to meet with
the
senior person and their time is at a premium. With middle and
junior
level officials, you should concentrate on relationship building.
- Be
careful about
what you say when you are in Vietnam. It is not unusual for the
government to monitor telephone and fax lines. The government
continues to monitor foreign business people in hotels, taxis, and
cars, and meeting rooms. Vietnamese individuals such as maids,
drivers, assistants, and even translators may be passing on information
about you to the government. This is done for reasons of both
security and business competitiveness.
- Do not
touch a
person's head, for the head is considered the spiritual center of the
person.
- Use both
hands
to pass things from one person to the next..
Do not point to
someone. To beckon a person, use your whole hand.
|
