Business en Mexico

by Dean Foster
December 2006







Different food, different language, different history. Naturally, crossing borders also means doing business differently—and having a basic understanding of the complex and rich culture south of the Rio Grande border is essential to doing successful business in the D.F. Here are some of the key issues:

Are you a gringo or a gringo? See no difference? Then you’re not paying enough attention. You can be a norteamericano (North American gringo or gringa, depending on your gender) who has taken the time to develop a trusting, personal relationship, or one of those suspect Estado Unidienses (people from the U.S.) who just come to town to make a deal and are best avoided. Take the time to get to know your Mexican colleagues, open up to them and their lives personally, and you will establish that most essential ingredient to business success in Mexico: confianza (trust).

Mexicans appreciate lots of background information on you, your company and its history. Provide these details prior to stepping on the plane for the meeting, and decision-making will move more quickly when you arrive. Printed materials should look impressive, colorful and professional, and if possible, should be in Spanish.

Remain flexible with time: Last-minute schedule changes are common. Set a mutually determined, detailed agenda ahead of your trip and allow meetings to take much longer than they would in the U.S. Also remember that the daily work schedule in Mexico is different: Lunch often begins around 2 p.m. and lasts until 4 p.m. There is often a midmorning snack around 11 a.m., and managers are often in the office until 7 or 8 p.m.

Build your contacts as high up the ladder as possible: Decision-making begins at the top in Mexico, so try to confirm that key decision-makers are involved in all negotiations from the beginning. High-pressure sales tactics won’t work. Rather than express disapproval, Mexicans tend to agree, but may never actually sign the deal.

Show sincere curiosity and interest in Mexican culture and history. Mexicans are extremely proud of their rich traditions, and they are delighted when they meet U.S. Americans who see beyond worn-out stereotypes. If you are offered a tour of the old city, the archeology museum or the Zocalo (the central square), find the time to go.

After your trip, it is essential to stay in touch often and consistently. It would be wrong to assume that plans are being implemented as outlined in the meeting. Your input and counsel are essential at every step of a project, all the way to completion.

A business toast (“Salud!”) will likely be made with a fine old tequila served in a snifter, with club soda or sangrita (a tomato juice mixture) on the side.

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DEAN FOSTER is principal of Dean Foster Associates (learnaboutcultures.com) and an expert in intercultural management for global business.