You got it wrong – Act 4

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The customer isn’t king Germans reject any relationship which even hints at a master-slave relationship. As suppliers, vendors, consultants – call them what you want – Germans want first and foremostly to be treated respectfully. Seldom are they willing to sacrifice their self-respect, their self-understanding, doing whatever the customer demands, … Read more

You got it wrong – Act 5

Louis Hansel on Unsplash

We accepted each other My client’s expertise, and his organization‘s, was engineering. But they were a product of two companies which had been merged a few years before – one German, the other American. My expertise was in explaining where Germans and Americans, who happen to be engineers, diverge in … Read more

You got it wrong – Act 6

Louis Hansel on Unsplash

The Cost of Cultural Misunderstanding Let us assume that there are, indeed, fundamental differences between the American and the German approaches to the customer-supplier business relationship. And let us assume that the difference illustrated above is one of those differences. High-Level Relationship ManagementYour company has people at high levels managing … Read more