How to do Business in the USA

Britain and the USA are often thought of as being very similar when it comes to doing business, but there are some subtle differences you should be aware of.

Americans tend to take a very 'time is money' approach to doing business, with a strong emphasis on efficiency and getting things done. While we may be used to long, explanatory emails, Americans prefer short, sweet and straight to the point. Time management is also highly valued for the same reason, and punctuality is a must. Meetings tend to have a strict and timed agenda, so you need to be organised from start to finish on time.

That same desire for efficiency means people may be less interested in spending time getting to know you and building a rapport. Most business people in the USA will be more interested in what you have to sell. All the same, a lack of a personal relationship is no bar to having a good business relationship.

There is a social element to working in America though. More informal business meetings could take place over dinner or over a round of golf, but you should let the host direct the conversation. Being invited round to someone's house for dinner is also fairly common. If you're asked, then taking a bottle of wine or some flowers is a nice gesture, but not necessarily expected. Some US companies actually have strict rules against receiving gifts, so do your research.

Company hierarchy is very important in the USA. You should familiarise yourself with the title and position of the person you're meeting, and you can expect decision making to be fairly swift. While other people's input will be acknowledged, the person in authority clearly has the final say.

Individual achievement is a huge part of American culture, but it can lead to risk taking. During negotiations, you will be pushed pretty far and the other party will try to get as much as possible out of a deal. You'll need to hold your nerve and push back to reach a compromise.

Overall, doing business in the USA is not as straightforward as it seems. American business people can be a lot more forthright in their opinions and more determined to see their own side succeed. There may be less of the personal touch other nationalities are used to, but that doesn't stop you forging strong business ties.