10 | SAM MAGAZINE 1/25 taken further. If not, move on to another person and be prepared to try again. Do not take rejection personally. � Engage in a friendly manner, mirroring the person you are speaking to. You will quickly notice it is common for an American to use your first name in conversation quite often, do likewise. It may seem a small thing, but it is a way to start building a personal bond. � Familiarize yourself with American colloquialisms. Many are based on US sports (e.g. football’s “give me the ball and I’ll run with it; basketball’s “that idea is a slam dunk;” or baseball’s “he hit a home run on that one”). Also, an American’s open and friendly manner also leads to statements that should not always be taken at face value. “Let’s have lunch,” for example, may be a suggestion that you call to set up a meeting or it could be a polite attempt at ending the conversation. � Balance humility with confidence. Do not shy away from highlighting achievements. Finns tend to understate their accomplishments. Americans often overstate theirs. A sense of humility is appreciated in the US, but not at the expense of getting your message across. Do not be embarrassed about stating your own and your company’s notable achievements. Evidence of past success can start to build a foundation of confidence. � Carefully consider any “namedropping” you do and be sure that you can back it up from actual experience. You can lose credibility quickly if you imply a strong relationship with a person or a company that turns out to have been only a minor social or business interaction. � Taking initiative when developing relationships and doing follow up is critical. Americans do not mind a little aggressiveness when it comes to business development. You must, however, learn to judge how much “pushiness” is too much and off-putting. Partnerships There are myriad forms of business relationships and partnerships. They can range from alliances where ideas and resources are shared between the parties to equity investments. � Deciding how a partnership is to be structured can be vary particularly to your situation. Keep in mind that your potential American partners may have different assumptions than you about the scope and duration of the partnership; what you or they are free to do, or not do. Getting advice from an informed professional is crucial. You do not want to be locked into an arrangement that does not meet your best business interests. � Having US-based legal counsel early in the process is crucial. In the US, handshake agreements may not signal the final terms that will result from your discussions. Little gets done in business in the US without the involvement of lawyers. US legal agreements can be long and complicated. The best advice is that you have 1) your own US lawyers ready to participate, as early as possible, in the development of a new business relationship and 2) an idea of the cost of legal advice so you can budget for it. Understanding cultural nuances between Finland and the US is vital for attaining successful joint business ventures. US partners can offer investment capital and expertise, but beyond your products and services, in return, they expect you to bring energy, optimism, and confidence to the project. Ken Pasternak is a renowned expert in leadership, organizational culture, and team performance. As a consultant, author, and speaker his work bridges the gap between strategic goals and human potential, inspiring leaders worldwide. Pasternak co-authored Performance at the Limit: Business Lessons from Formula 1 Motor Racing, which has been acclaimed for translating racing excellence into business wisdom. Understanding cultural nuances between Finland and the US is vital for attaining successful joint business ventures. KULTTUURI JA ILMIÖT
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