Game Day – Act 1

Alex Litvin on Unsplash

Mark in the U.S. in a German Company Mark works for a German company in the U.S. With a proud, one hundred year old tradition. Located in the Black Forest in the southwest of Germany. Roughly ten thousand employees, and about 1.75 billion Euros in annual revenue. It is a … Read more

Game Day – Act 2

Alex Litvin on Unsplash

A Serious Market Opportunity Mark and his top people saw a serious market opportunity. In early discussions, Detroit – GM, Ford, Chrysler – showed high interest, while the German car-makers remained somewhat reluctant. The project requires modification of one of the company‘s best-selling products. And this means both significant investment … Read more

Game Day – Act 3

Alex Litvin on Unsplash

Game-Day in the U.S. Finally, they had to get approval from the board of the North American organization. This was not going to be easy, regardless of their level of support from the engineering and business sides. Not every product innovation is necessarily good for the overall business longer term. … Read more

Game Day – Act 4

Alex Litvin on Unsplash

Why Game Day in U.S. succeeded With each round of analysis, presentation and critical review the team became more confident of the project‘s potential. More and more they identified with it personally. And Mark can really sell, balancing emotion and inspiration with facts and analysis. He is a firm believer … Read more

Game Day – Act 5

Alex Litvin on Unsplash

Game Day in Germany The presentation to the company board, as well as the meetings thereafter with engineering, quality, sales/marketing, and commercial did not go well, in some cases they went very poorly. By noon of their second day they were quite unsettled, not knowing what had gone wrong. They … Read more

Game Day – Act 6

Alex Litvin on Unsplash

Why Game Day in Germany failed What Mark & Co. did not know is that game day in Germany is not the same as game day in the U.S. And that Germans persuade differently than Americans. Which, in turn, means that they are persuaded differently, allow themselves to be persuaded … Read more

Game Day – Act 7

Alex Litvin on Unsplash

The Cost of Cultural Misunderstanding Mark & Team had failed. What did it cost the company? Time and EffortMark & Team invested serious time and effort into the development of their project proposal, as well as into selling it internally. Many folks were involved. Not only Mark’s sales/marketing organization, but … Read more