Grumble, grumble… USA… grumble, grumble, grumble…
I still haven’t fully recovered from my jetlag.
I could write a dozen blog posts on the differences between the US and the UK, but to be honest, there are not a lot of real differences.
BPM projects that I’ve implemented in the US are done in the same way as here in the UK and other parts of the world. There might be more time spent during the planning stage of the project in the UK, but it’s basically the same. The same time, the same problems, the same issues.
What I do see different is the sales cycle, or at least the way the sales cycle is run.
One of the basic differences that stand out is getting feedback from your presentation.
In the US, if you go in into boardroom and present your solution, they will tell you what they feel about the solution. Heck, they will tell you what they think of your presentation, about you and about your mama.
In Europe they hold the cards closer to their chest. You can leave the boardroom after a fantastic presentation and you never know if it went well or not, if they loved you or hated your guts.
It’s not just a cultural difference, it’s also a different business approach that enables the customer more leverage to lower the price later in the negotiations. Its more of a business tactic.
Apart from the obvious need to hear that your presentation went well, it also limits your ability to learn from mistakes.
Of course, the correct approach is to engage with the customer, to let them talk, to hear what they need, and to build upon their wishes, but sometimes it’s not possible.
You learn from feedback, so usually I would prefer audiences with the american approach… unless it goes like this…