Indochina Heritage

Thứ Sáu, 24 tháng 7, 2009

Understanding Vietnamese business culture and etiquette

Vietnam has been joining WTO, and it opens a lot of opportunities to foreign companies who want to do business with Vietnam. With the Vietnamese economy opening up, more and more foreign companies want to invest in Vietnam. However in order to avoid cultural disasters which could make the wrong move in doing business with Vietnam, here are some tips on how you can conduct a more successful business in Vietnam.

The initial approach
Vietnamese business contacts are mostly referrals; essentially a business relationship is struck based on another business associate recommendation. The best prices and deals often comes from a strong recommendation.
However, it is common today for cold calls and direct contacts, given the availability of the internet and the competitive nature of Vietnamese businesses. You may source from the internet, trade fairs, catalogues and brochures, advertisements and approach the Vietnamese companies directly through a call or email.
Alternatively, if you are seeking to invest in a factory in Vietnam, you can approach Vietnam Chamber of commerce and industry (VCCI) or a business advisory directly. They will be able to advise you on your best location based on your industry, raw material and manpower needs.

Business Relationship in Vietnam

Vietnamese business relationship inevitably becomes a social relationship after a while. Unlike Western business relationship which remains professional and perhaps, aloof, even after a long time, Vietnamese business relationship becomes a social one.
The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship. Sometimes, a lot of time is spent discussing matters outside of business, but then a lot of time, the other party is also making up his mind about your deal based on how much he sees your personal relationship with him.

Vietnamese business relationship inevitably becomes a social relationship after a while. Unlike Western business relationship which remains professional and perhaps, aloof, even after a long time, Vietnamese business relationship becomes a social one.
The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship. Sometimes, a lot of time is spent discussing matters outside of business, but then a lot of time, the other party is also making up his mind about your deal based on how much he sees your personal relationship with him.

Seniority is important in Vietnam
Seniority is very important to the Vietnam especially if you are dealing with a State owned or government body. Instead of addressing the other party as Mr or Mrs so and so, it is always appropriate to address the other party by his designation for example Chairman Triet, Director Dung or Manager So and So.
When giving out business card or brochures, make sure you start with the most senior person before moving down the line. When giving out a business card or receiving one, ensure that you are stretching out with both hands with the card. Remember to face the card you are giving out in a manner such that the receiving party gets it facing him correctly.

Giving Face
Giving face is a very important concept in Vietnam. You must give the appropriate respect according to rank and seniority. For example, if you are buying gifts for an initial contact, make sure you buy better gifts for the senior managers instead of buying similar gifts across the board.
Similarly, sitting positions in a meeting room or a dining table is accorded accordingly to rank, importance and seniority. It is good to seek advice before embarking on your first meeting with Vietnamese business contacts to avoid making the wrong move.

Business Entertainment
Most business luncheons and dinners are held in hotels, restaurants, or government facilities. Usually your host will arrange for a dinner during the early part of your visit. You are expected to reciprocate by arranging for a return dinner, possibly in your hotel or at a well-known restaurant. If no formal dinner is indicated on your itinerary, you should still try to invite your hosts to dinner to show your thanks and appreciation for their arrangements. Business is not usually discussed at dinners, although it may be at luncheons.
Dinner in Vietnam usually consists of several courses, similar to a Chinese banquet. Several dishes will be put on the table and you will be expected to take some from each. Chopsticks are used in Vietnam, but most modern restaurants also have Western eating utensils.
Vietnamese beer or imported wines and liquor are usually served with the meal. It is appropriate for you and your host to exchange toasts, with the host usually going first. Individual toasts can also be expected during the meal. When toasting your host (or when acting as host yourself), stand and raise your glass with both hands in the direction of the senior or oldest Vietnamese present. A flowery but short speech about Vietnam's beautiful scenery, the friendship of your hosts, and prospects for a successful business venture are appropriate. Subsequent toasts may be made and answered from your seat. The end of the meal is usually signaled by a plate of fruit or other sweet dish. After waiting a respectful period after the last course is consumed, the guest is expected to make the first move to leave. Be sure to shake hands with all Vietnamese participants and conclude by thanking your host profusely.

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Vietnam Business Culture -

Vietnam Business Culture

Gift giving is important in Vietnamese because of the significance of interpersonal relationships in Vietnamese culture.

First and foremost, do not encourage corruption. There is a clear cut between gift-giving and bribery. Nevertheless, it is common in Vietnam for exchanging small gift on certain occasions such as anniversary, Tet holiday… to express your respect, appreciation or gratitude.

Gift-giving customs depends on the context. If it is private gift for one Vietnamese partner you should give the gift at private occasion or at a business meeting if no other one presents. If you have gift for the whole office or company, you should give it after the business meeting with the whole office’s employee.

Do not wrap a gift in black paper because this color is unlucky and associated with funerals Vietnam. Gifts that symbolize cutting such as scissors, knives and other sharp objects should be avoided because they mean the cutting of the relationship.
Vietnamese may or may not open these gifts when they are received; leave the option to them.
You will also receive gifts and should defer to your host as to whether you should open it when received or not. Regardless of when it is opened or what it is, profuse thanks are always appropriate.

Hat Xam - Vietnamese Traditional Music

Hat Xam

Hat Xam, or the song of the blind artists, has existed since the Tran dynasty (13th century).

Tran Quoc Dinh, a son of King Tran Thanh Tong was the father of the special performance. In a complex situation, his brother, in a fit of jealousy against the talents of Dinh, pierced his eyes, rendering him blind for the remaining of his life. Dinh loved singing very much, and in order to accompany his songs, he invented a simple musical instrument constituted principally of a cord made of rattan and other creepers which gave out a deep and sorrowful sound, alike to a reproach accompanying his singing voice.

The beauty of the "Xam" song is expressed in the rhythms and tones of the music. Its attractive and lively drum rhythms and numerous rules of song applications make it an interesting spectacle. The "Xam" song tells of the fate or unhappiness of the poor. Besides theses common themes, there are funny songs with satirical implications about wrong doings, the condemnation of outdated customs, the crimes of rulers, and the deeds of heroes. These stories are well loved by many people.

The instruments traditionally used for the "Xam" song are a two-stringed violin, bamboo castanets, and two "Xam" drums. People used to walk in a group of 2 to 5 and sing, mainly in residential areas such as a parking lot, a ferry-landing, or a market gate

Today, "Xam" singers no longer exist, but their ancient art is still kept alive and respected.

Thứ Tư, 25 tháng 2, 2009

12 Buffaloes Summit Mt Fansipan

On the 7th February twelve very proud Buffaloes (members of Buffalo Staff) stood on the Roof of Indochina, Mount Fanispan, 3,143 metres above sea level. It was the first time a bunch of staff had set their sights on this challenge and it was made ‘oh so much harder’ by choosing the hardest route and doing it in a reduced time of 2.5 days trekking. This is a diary extract from Abs, our Sales Manager

‘There we stood huddled in a group but with huge smiles, Vietnam flag waving frantically in the ferocious wind and cameras poised. We had made it, in record time. Our team consisted of 11 Vietnamese staff (including our CEO), 1 Vietnamese guide and 12 Hmong porters, oh and me (English). The views were, quite frankly, gob smacking, the mountains peaking through the cloud line and the terraced valleys deep below a bright green, ready for the next rice harvesting. The last couple of days had taken their toll on all of us, trekking mostly up hill through diverse terrain from crossing rivers to scrambling up practically vertical hills, using our hands to hoist ourselves up, but we never stopped smiling (or taking photos in true Asian style!). The porters had energetically bounced past us carrying our equipment, ensuring that when we reached each camp our tents were ready, fire was blaring and the sweet smell of dinner wafted through the forest. We set camp at 2,800 metres and feasted under candlelight then tucked ourselves into our tents to sleep peacefully whilst the wind howled outside. It reminded me of being back in the UK in the winter, sitting around the fire at home, whilst outside is cold and wet.

The trip was a weekend, we all agreed that we will never forget and I would recommend to anyone with a good level of fitness. My main memories include: The Vietnamese insisting that at every corner they took a photo, its amazing we reached the top!, Telling the female staff that their favourite boy band were waiting at the top to do a private performance for them, Our CEO changing his clothes for the photo shoot on the top, when the rest of us looked like we had been dragged through a hedge backwards, the staff playing strip poker on the train on the way up (I was asleep at this time, but they have photos!!!), and of course, being on the roof of Indochina and the 2nd highest place on mainland SE Asia.

Our CEO, Mr Kien sums it up 'We have probably been the fastest Fansipan Summit Group ever for the Cat Cat Route. An incredible acheivement for this Buffalo Team that consists mostly of office ladies and men'