Roundtable Discussion: Forging New Business Relationships in a Cross-Cultural Market
Dealing with a central purchasing / procurement department is becoming more common, especially in sectors that deal with multi-site development. So your German procurement contact, who you have had a relationship with for years, could suddenly turn into Jean-Claude based in Paris, or Mr Mavroudis based in Athens. How will you handle this new partner, removed from your home market and probably not immediately impressed by your personal relationship with the travellers based in Munich?
• Building the relationships with the CP
• Negotiation, cross-cultural techniques
• Finding the ‘decision influencers’, how to motivate them

Lead facilitator: Tim de Nordwall Senior Consultant,ITIM