Establishing personal relationships can take time. Business lunches often help cement working relationships. Invitations to after office hours entertainment or dining are more widespread and acceptable in the private sector, but less so with government employees.
Maintain constant communication through providing product information and requesting Singapore market updates. Make it a point to communicate wishes via emails, cards etc during relevant festivals such as Chinese New Year, Deepavali, and Hari Raya in addition to Christmas.
Do whatever it takes to stay firmly on the radar with your potential partner or customers such as keeping the Singapore company informed of any relevant developments of your business.
Get general advice on working relationships in the Export guide.
Pay careful attention to body language. Singaporeans do not always express their disagreement verbally. Many are reluctant to say ‘no’ because it could offend.
Singaporeans generally are non-confrontational. They will not overtly say ‘no’; likewise, their ‘yes’ does not always signify agreement.
Singaporeans give a respectful pause of up to 15 seconds before answering a question. Do not start speaking too quickly or you will miss the answer.
Get general advice on cultural factors when negotiating in the Export guide.
The most formal way to schedule a meeting is to write to the person concerned, although most Singaporeans will schedule an appointment by telephone, fax, or email.
While it is important that you meet directly with the most relevant person of the organisation for your business, do not assume that the most senior person is the most relevant person to meet. Often, organisations are structured so that you may have to schedule your meeting with assistants or secretaries who may direct you to their subordinates.
Seniority, whether in age or title, is respected. Deferring to an older or more senior manager to reply or comment on a question raised is an age-old custom.
Decision-making can be very centralised. The smaller the company, the more likely is it for the boss to decide everything. However, even in large companies, decision-making can be very autocratic.
Business cards are necessary in all business introductions in Singapore. Cards should be handed over with both hands. When receiving a card, make a point of looking at it carefully for a few moments. This is considered a sign of respect and politeness.
Dress is generally conservative. Men should wear a long sleeve shirt and tie for most business meetings. It is suggested that women wear either a suit or a formal blouse and skirt. A jacket is sometimes necessary for evening cocktail parties or other events. When in doubt about what to wear, check with your host.
Get general advice on how to behave at the first meeting in the Export guide.
