1. The Importance of Culture when Managing Cross Border Projects
Mark Hehl
Hehl & Associates
Southbury, CT USA
(c) 2010, Mark Hehl, all rights reserved

2. (c) 2010, Mark Hehl, all rights reserved
Agenda
Globalization and the Changing Role of the Project Manager
The Importance of Cultural Understanding
Highlights of Various World Cultures
Asia
North America
Europe
Latin America
Applying Cultural Savvy
Project Success
(c) 2010, Mark Hehl, all rights reserved

3. (c) 2010, Mark Hehl, all rights reserved
Globalization
Cross Border Projects Increasing
New players
New cultures
New regulations
More complicated
= Greater Challenge
(c) 2010, Mark Hehl, all rights reserved

4. (c) 2010, Mark Hehl, all rights reserved
Cultural Sensitivity
Critical to Success
My Exposure
Growing up
Adulthood
Professional Success
Timex
China
(c) 2010, Mark Hehl, all rights reserved

5. Lack of Cultural Awareness = Paying a Higher Price
Asian customer – Chinese Supplier
No understanding or engagement of Chinese culture
World recession – late 2008
Material prices dropped significantly
Refusal to lower kit price
Reason – Cultural Difficulties
(c) 2010, Mark Hehl, all rights reserved

6. (c) 2010, Mark Hehl, all rights reserved
Cultural Savvy
Aids Communication
Establishes Immediate Rapport
Enhances Team Motivation / Buy-in
Builds Positive Relationships
Enables Cooperation
Postures the PM for Success
(c) 2010, Mark Hehl, all rights reserved

7. (c) 2010, Mark Hehl, all rights reserved
Testimonial
“I would definitely recommend Mark for future projects.  At the beginning of this project, I thought that his work plan was impossible within our required timeframe. However, he proved me wrong. He has phenomenal cross cultural skills and patience in developing the relationships which are required to get people to go the extra mile and exceed expectations.”
(c) 2010, Mark Hehl, all rights reserved

8. (c) 2010, Mark Hehl, all rights reserved
Culture
“It is not right or wrong, good or bad,
it is just different”
Mark Hehl - March, 1996
(c) 2010, Mark Hehl, all rights reserved

9. Overview of Major World Cultures
North America
China
India
The Philippines
Latin America
Europe
North
South
(c) 2010, Mark Hehl, all rights reserved

10. (c) 2010, Mark Hehl, all rights reserved
North American
Legal
The contract governs; not what is said / promised
Poor at negotiation
Direct
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11. (c) 2010, Mark Hehl, all rights reserved
North American
Not warm and friendly at the beginning
Will not joke at the beginning
Asks direct questions
(c) 2010, Mark Hehl, all rights reserved

12. (c) 2010, Mark Hehl, all rights reserved
North American
Assertive and forceful
Prompt and responsive
“Time is Money”
They really believe this!
Advantage
One language
Straightforward
Assertive
Challenges authority
(c) 2010, Mark Hehl, all rights reserved

13. (c) 2010, Mark Hehl, all rights reserved
China
Dignity
Face
“Mianzi”
Mutual respect
Respect for authority
Obedience
Humility
Courtesy
(c) 2010, Mark Hehl, all rights reserved

14. (c) 2010, Mark Hehl, all rights reserved
China
Considerate
Polite
Well-mannered
Modesty
Do not show emotion
Will not use “No”
(c) 2010, Mark Hehl, all rights reserved

15. (c) 2010, Mark Hehl, all rights reserved
China
Develop relationships first
“Guanzhi”
Enquire about family and personal life
Expect personal questions
Invest in relationships
It will pay dividends
(c) 2010, Mark Hehl, all rights reserved

16. (c) 2010, Mark Hehl, all rights reserved
India
Caste System
Be on time
Slow decisions
Family orientation
The boss is right
Relationship value
(c) 2010, Mark Hehl, all rights reserved

17. (c) 2010, Mark Hehl, all rights reserved
India
Women
Shaking Hands???
Head Shaking
Develop Trust
Accept refreshments
Double Standard???
(c) 2010, Mark Hehl, all rights reserved

18. (c) 2010, Mark Hehl, all rights reserved
The Philippines
Warm
Friendly
Laid back
Positive outlook
Good during a crisis
Eager to please foreigners
Non Aggressive
Eager to learn
(c) 2010, Mark Hehl, all rights reserved

19. (c) 2010, Mark Hehl, all rights reserved
Latin America
Regionally Diverse
Not all the same!
Warm/Friendly
Tactile
“Abrazo”
Time Attitude
(c) 2010, Mark Hehl, all rights reserved

20. (c) 2010, Mark Hehl, all rights reserved
Latin America
Formality
Señor
Meet with Decision Maker
Relationship Orientation
Social Conversation First
Family
(c) 2010, Mark Hehl, all rights reserved

21. (c) 2010, Mark Hehl, all rights reserved
Northern Europe
Similar to North America
Be on time
Conservative dress
Language sensitive
Move to business fast
(c) 2010, Mark Hehl, all rights reserved

22. (c) 2010, Mark Hehl, all rights reserved
Southern Europe
Relationship Focus
Laid Back
Tactile
Moves to Business Slower
Dress
Italy
Shoe color
(c) 2010, Mark Hehl, all rights reserved

23. Applying Cultural Savvy
Avoid Stereotyping
Be Genuinely Interested
Culture
History
Enjoy the Experience
Stop, Look & Listen
(c) 2010, Mark Hehl, all rights reserved

24. Applying Cultural Savvy
Research & Learn
Culture
History
Language Basics
Ask Questions
Communicate their way
Show Respect
(c) 2010, Mark Hehl, all rights reserved

25. (c) 2010, Mark Hehl, all rights reserved
Best Investment
Cross Cultural Training
Project Manager
All Team Members
Both Directions
A Critical Investment!
(c) 2010, Mark Hehl, all rights reserved

26. (c) 2010, Mark Hehl, all rights reserved
Questions
Thank you for allowing me to be of service!
Mark Hehl
Hehl & Associates
Southbury, CT USA
ww.hehlassociates.com
(c) 2010, Mark Hehl, all rights reserved