14 andrea baker export

Jeans for Melbourne, Suits for Sydney

Copyright 2015 – ARRIS Enterprises, Inc. All rights reserved. May 1, 2023 2

A familiar scene?


How often do you get out of your office?• Globalisation and ease of communications mean our customers can be

anywhere and everywhere• The traditional image of a Credit Manager is one of a largely office based

tough character, with a thing for ‘financials’• As a wise* woman once said – Financial reports are only part of the story• So, how do you get behind those numbers and understand what the real

risk of late or even non payment is…• Dust off your passport, fire up your mobile apps and get travelling• But before you go…..

*relatively


Trip Hazards Everywhere

• Cultural Awareness Training usually only goes as far as how to avoid HR issues in a diverse work place..

• I would like to share with you a couple of my experiences with different customers and different cultures – the good, the bad and the very, very ugly….


The One with the truly lovely Customer Who Just Couldn’t Talk to Women

Task: To collect past dues and renew credit limit – in the customers own Country:

– Traditional High Context Culture– Different Generations– Male Dominated Business Environment– Working with Sharia Law– Very private financial information

– Thoughts?

– Solution….


The One with the customer who would rather Pay The Fine than file accounts

Task: To establish a credit limit and payment terms for a key distributor – in a mature European Market. The customer accepts the invitation, you get on the plane – but when you get there?

Radio Silence…


Top Tips

– Melbourne – jeans are totally acceptable within Hi Tech companies – if you turn up in a smart suit you will look like and auditor and the customer will be totally on their guard.. Relax, smart casual is the best way to get engagement and openness. Don’t be surprised at Lunch Time drinking….take one for the team!

– Sydney – one of my favourite business cities – but you’d better turn up in a snappy suit and look like exactly like an auditor – or they wont take you seriously

– Beijing – compliment the weather and remember to remove your smog mask before you enter the building

– Shanghai – don’t mention the European Architecture – do mention the European High End Shops….

– Anywhere in Asia – give and receive business cards with both hands – study carefully and be impressed with the quality of the card as well as the content!

– Paris – Turning up with High End Shopping bags: Good – turning up with too many other bags – Bad – looks untidy and not at all chic

OVER TO YOU!

Q&A

Happy Travels & Thank You