by Dean Foster
April 2006

It’s been said that there really are no differences between Canadians and U.S. Americans, and that the only way to tell the two apart is to make this statement to a Canadian. Lurking not too far below the sometimes similar surface, subtle but critical differences between the two cultures can derail an otherwise sound business venture. Here are some of the more common mistakes to avoid:

U.S. American business style can appear too aggressive in the well-tempered Canadian work environment. Remember, while the U.S. had a noisy, sudden revolution against Mother England, Canada cautiously and carefully evolved into independence, without all the hoopla and bravado. This same careful, detailed and considered approach to business is more the Canadian style.

Take a geography lesson: That lone cowboy, so admired in mythic America for his ability to make his own decisions and design his own independent course, wouldn’t do so well in the frozen north. “Up there,” you need to rely on others, if only to survive. It’s the same in business. Canadians typically prefer to consult with and seek the counsel of those affected by their business decisions—workers, customers or both—before making those decisions. This takes more time.

Relying on others for survival in Canada created a society with a social conscience: A major goal of government is to provide a common well-being for all. Therefore, there is always a concern for how a business venture affects all corners of society, along with a government requirement or two to satisfy. Be prepared for what U.S. Americans might see as too much bureaucratic interference.

You’ll never sign that deal if you use “evidence” of your idea’s success from the other side of the border. Do not presume similarity: Canadians will want to see proof of your proposal’s success with Canadians, in Canada.

When the deal is finally signed, schedule a celebratory meal in a fine restaurant—but don’t forget to wear business attire (a tie and jacket for men). It’s just more civilized that way in Canada!

________________________________________

dean foster associates advises corporations on international protocol and etiquette. Email Dean at editor@executivetravelmag.com.