Doing Business in the UK
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| UK Business Etiquette |
In an earlier Blog we touched the basics of Cross-Cultural Training and how important, if not to say essential it is in today’s globalized world. A typical Cross-Cultural Training at ASO Terra Lingua covers many aspects, such as Country Briefing, the Lifestyle and Social Structure of the respective country, an introduction in the Cultural Sensitivity, a brief about the local Language and of course Business Etiquette.
Business Etiquette Briefings are an integral part of every Cross Cultural Training. If you are not in tune with the local Business Behavior, you might as well stay at home because if you do not conform to the respective way of holding meetings, small talk or other hugely important part of the respective country, you will never get that big deal as you might come across as unprofessional of even annoying.
Business Etiquette in the UK
So let’s get down to business. First of all you have to understand that the UK Wales than in Northern Ireland
For the most part such differences will not be readily apparent to the visitor but it is important to avoid offending those who value their particular identity. Any form of discrimination is, of course, taboo but many Welsh and Scots - particularly in more rural areas - will take exception to being called English. Such a proud sense of local identity may also be found in the English regions furthest from London and the 'Home Counties' (the area of southeast England within 60-70 miles of London ), especially the northeast around Newcastle
These regions also have strong local accents, and even dialects, that may be difficult for the foreign ear to pick up on first hearing. In Wales, moreover, a quarter of the population speak Welsh (a Celtic language like Gaelic and unrelated to modern English); all official notices etc. are written in both Welsh and English but Welsh is the first language of choice in many parts of Wales and many Welsh-speakers deliberately use their mother tongue to exclude ‘outsiders’ (i.e. the English). Perhaps 60,000 Scots know their own version of Gaelic but it is unlikely to be heard outside the Highlands and Islands .
There are a lot of similarities though in the approach to do business. Here are just a few which have to be observed:
The British Communication Style
The British have an interesting mix of communication styles encompassing both understatement and direct communication. Many older businesspeople or those from the 'upper class' rely heavily upon formal use of established protocol. Most British are masters of understatement and do not use fussy language. If anything, they have a marked inclination to use ‘qualifiers’ such as 'perhaps', ‘possibly’ or 'it could be'.
When communicating with people they see as equal to themselves in rank or class, the British are direct, but humble. If communicating with someone they know well, their style may be more casual, although they will still be reserved.
Building Business-Relationships
The British can be quite reserved and sometimes prefer to work with people and companies they know or who are known to their associates. The younger generation however is very different; they do not need long-standing personal relationships before they do business with people and do not require a go-between to make business introductions. Nevertheless, networking and relationship building are often key to long-term business success.
Most British look for long-term relationships with people they do business with and will be guarded if you appear to be going after a quick deal.
Meetings
Be sure to let your British colleagues know well in advance if you plan to use an agenda for your meeting. Like this you give them enough time to review it and recommend any changes.
Punctuality is important in business situations; it’s definitely different than here in India
How meetings are conducted is often determined by the composition of people attending:
- If everyone is at the same level, there is generally a free flow of ideas and opinions.
- If there is a senior ranking person in the room, that person will do most of the talking.
In general, meetings will be rather formal:
- Meetings always have a clearly defined purpose, which may include an agenda.
- There will be a brief amount of small talk before getting down to the business at hand.
- If you make a presentation, avoid making exaggerated claims.
- Make certain your presentation and any materials provided appear professional and well thought out.
- Be prepared to back up your claims with facts and figures. The British rely on facts, rather than emotions, to make decisions.
- Maintain eye contact and a few feet of personal space.
- After a meeting, send a letter summarizing what was decided and the next steps to be taken
How to dress smartly for every occasion
Conservative dress is the norm for both men and women in British business culture where darker colors (black, dark blue, charcoal grey) and heavier fabrics (wool) predominate. No one wears a morning suit and bowler hat to work anymore but the traditional pinstripe is still immensely popular.
In some ways, the British often appear indifferent to both style and fashion but there remains an almost snobbish awareness of ‘quality’. Thus, senior bankers, civil servants, lawyers and accountants are still likely to shop at smart outfitters in
Other occupations dress differently. For example, those in advertising or the media are prone to wearing something rather more flamboyant, though still stylish, from a leading designer. Middle management is more likely to be driven by cost than fabric or style and hence to shop in one of the High-Street chains. Women may wear trousers (including trouser-suits). Neither sex should wear denim.
Some British firms, adopting to their US counterparts have introduced the concept of ‘dress-down’ Friday with its code of ‘smart casual’ but it is not universal and it is better to err on the side of being over-dressed (you can always take off your jacket). IT departments dress down all week.
Do not imagine that the British businessman or businesswoman dresses as if he or she is about to go off hunting or shooting. Tweed , corduroy and comfortable brown brogues do belong in the country but they should remain. Similarly, with the possible exception of lairds and gillies, the Scots do not wear kilts to work; they may be strongly associated with Scotland ’s cultural heritage but they are only ever seen at Highland weddings and other social gatherings and when Scottish sports supporters travel abroad. The rest is another outdated cliché.
Nevertheless, the British still like donning the appropriate uniform for certain social functions. The rules are becoming more relaxed, but
Going to the UK Britain
We at ASO Terra Lingua will be glad to help you to make your (Business-) Trip more successful and enjoyable. Do not hestitate to contact us: info@asoterralingua.com
