Doing Business with First Nations is Our Territory ©g y

Doing Business with Aboriginal CommunitiesAboriginal Communities

CCAB Aboriginal Business ForumLee Ahenakew

March 30th, 2010

Overview• Strategy• Cross Cultural Communication• Common Success Factors• Common Errors• Deal Making• Deal Making

Strategy• You need a business plan• Market Differences from Mainstream:Market Differences from Mainstream:

– NGO’s delivering community servicesLarge Community Owned Businesses– Large Community Owned Businesses

• Corporate Aboriginal Relations• Consider geography: sales channels

and service• Leverage community political alliances

The Communications Iceberg:Traditional AboriginalTraditional Aboriginal

Communication Characteristics

Low tone of voice Soft spokenVi ibl Avoid eye contact

Sense of humour

Avoid small talk

Passive

Visible

Employment vs. Profit

C d i i ki

Sharing wealth

H ilitNot

Consensus decision making

Process vs. time

Respect for elders

Humility

Relationships/trust

Oral tradition

VisibleRespect for elders Oral tradition

Protocol

Common Success Factors• Commitment from senior levels to do

things differentlythings differently• Develop a strategy and resource

l h i iproperly across the organization• Focus on long term relationships• Cross-cultural training for front-line staff• Cross cultural immersionCross cultural immersion• Culturally appropriate marketing

Common Errors• “All we have to do is hire an Aboriginal

lsales person• Pow-wow marketing• Selling the big deal to the Minister or

Grand Chief• Minority approach• Aggressive sales targets will lose senior• Aggressive sales targets will lose senior

level support

Deal Makingg• Respect and Recognition• Find out what the decision making

process is• Understand the “technicians” role• Hold Chief to Chief (Executive Officer)Hold Chief to Chief (Executive Officer)

talks

Meeting Issuesg• Traditional vs. Mainstream communication characteristics• Time – Slow it down

Ph d k i• Phone correspondence – takes time• Group meetings – difficult to organize• Meeting Time - “Indian Time” – leave some extra time around

your meetingyour meeting• Call ahead to confirm the meeting – can be cancelled quickly

due to funerals and emergency issues or political meetings• Flow of meetings – Visit a little first• Verbal Communication – Pause and leave silence to wait for a

response• Be aware of election cycles!!!!

Promotion and Advertising• It’s all about the networking: Get to know your regional

organizations• Regional Political events are the best place to be find out what• Regional Political events are the best place to be – find out what

hotel everyone is staying in• Aboriginal people love their conferences! (i.e.. Get me off the

rez)• Approx. 28 major newspapers: AMMSA.com• 149 radio stations• Television stations: APTN

Di t k ti i th b t t h t t d di• Direct marketing is the best way to reach a targeted audience• Advertising to Aboriginal market requires a culturally appropriate

message

Thank You