Today many of the people with whom we virtually communicate we will never meet. This does not mean we should not spend time getting to know them. Business is based on people.
While you may not be selling “widgets,” the same concept applies. When working with firms to redirect failing outsource projects, they are surprised to hear that developing a relationship with their outsourcer should a priority. These firms often relied on their contract, which contains multiple provisions if failure occurs. While it is important to have these binding contracts in place, when a product fails to arrive on time, market opportunity is lost. Even if the firm has fines in place for late delivery, a fine cannot replace the loss of market windows.
Realize that relationships have dollar value and relationships are what assist delivery. Then the time spent on cultivating relationships becomes acceptable. America is a culture where time is money, and money is wasted. It is not a waste of time to spend a few minutes on each call focusing on some personal conversation. Ask how people are doing. Inquire about events you heard about in the news. Remember local holidays. As relationships develop, virtually team members become more committed to the project because they are more committed to you.
Often the constraints of a one-hour time window allowed for meetings stops personal conversations in order to complete the meeting on time. Designate the first five minutes of each call to focus on personal conversations. Put it on the agenda so everyone knows this is acceptable. Share something personal; tell about the local area, or other item of interest. Sharing puts a personal side on business and engages people. It also breaks down cultural barriers as people start to understand what is really happening on the other side of the phone. To learn more about communicating effectively with BRIC countries, visit http://theglobalmanager.com/cross-cultural-virtual-communication/.
Knowledge is Power—Understanding Cultural Differences
Americans are exposed to vast amounts of information inside their organizations. From company meetings discussing overall strategy to vast data troves to dig through, information constantly flows. Except for a few minor situations where confidentiality is important, it is rare that information is not available to employees in American companies.Floor Control: Learning the Art of Gaps in Virtual Communication
An individual speaking in a group setting owns floor control. What most Americans do not realize is that floor control preferences are cultural and happen quite naturally. Aspects of floor control become very important to achieve a successful interaction when communicating through a video or phone conference.English Language Understanding versus Speaking: Two Very Different Things
What if there were fewer English speaking people in the world, and we had to hear people speaking from a different platform than our own? If we had to “translate,” we would be confronted by an obvious difference and prepare to accommodate it. We might even presume that other differences also lurk and raise our awareness of the whole situation.