1. UNDERSTANDING COLOMBIAN CULTURE WHEN CONDUCTING BUSINESS WITH COLOMBIA
David Stringer-Lamarre
Director of Development
Sandra Gómez
Cultural Awareness Trainer
Thursday 12th February 2009

2. Effective communication as a competitive advantage Colombian Briefing
Overview
Introduction to Morley London
Effective communication as a
competitive advantage
Colombian Briefing
Summary

3. Morley London
Corporate Training arm of Morley College London
The College was founded in 1889, has 10,000+ students and is situated next to Waterloo Station

4. Inter-cultural Interpersonal Skills Awareness and Fluency
Languages
Creative Away Days
Tanaka

5. Communicate and Win!
Effective communication provides a competitive advantage; get in front of the competition
Put effective communication near the top of your preparation list

6. Colombia - Introduction
Colombia has 32 departments plus 1 capital district: Bogotá.
Spanish is the official language with English becoming the main key for international business.
Catholicism is the main religion
(96% of total population).
Oil reserves and natural resources provide numerous opportunities for foreign investors.

7. Cultural Styles What is your cultural style? (UK)
What is the target’s cultural style?
There are variations: age, experience,
region, type of company etc
Prepare to align your cultural
style

8. Discover cultural differences
Language, legal systems, government systems banking systems,
Approach to business may be unexpected to those used in the UK

9. Values The UK is a systems oriented culture
Colombia is a relationship oriented culture
Make time for building relationships and creating rapport

10. Communication
Personal contact is preferred to impersonal contact.
Face to face meetings.
Use of telephone and s is not always the most effective way to get in contact.

11. Interactions First impression is very important.
Colombians are very sociable, enthusiastic and expressive with their talking and movements.
Usually very straight forward in opinions and use direct communication.
Explore the exact status of any ‘perceived agreements’.

12. Meetings and Negotiations
UK is time conscious, structure driven and outcome focused
Colombia is more fluid/flexible
Agendas and time are not rigid
Negotiations may be lengthy
Be flexible

13. Decision Makers
Colombian business structures are more vertical than UK
Top down management style
Try to look for a ‘win-win’ result

14. Ice-breakers and Ice-makers
Topics to break the ice
The family, tourism
The general economy
Learning few sentences in Spanish
Topics which may make the ice
Expecting people to speak only English.
Being strict about time
Try to close a deal in 5 minutes

15. Summary Be aware of Cultural Differences Understand Colombian values
Interact and communicate with the appropriate approach
Be adaptable and
Keep an open mind!

16. A Selection of Courses Doing Business with Colombia
Doing Business with the British
Negotiation Across Cultures
Managing Across Cultures