November 2022. Yahoo Finance. Ways of working in Germany have entered a state of constant change due to the effects of the COVID-19 pandemic and the rise in digitalization, making digital transformation to improve employee experience increasingly essential, according to a new research report published today by Information Services Group (ISG), a leading global technology research and advisory firm.
business
What makes Germans so orderly?
BBC. 2020. For centuries, Germany has been synonymous with order. So how can a rule-abiding nation also have an anything-goes spirit?
In the nearly four years I’ve lived in Germany, that woman’s reprimand was just one of many examples I’ve experienced of Germans strictly adhering to the rules in the name of preserving Ordnung (order). Because in Germany, as the famous expression goes, “Ordnung muss sein” (“there must be order”). In fact, this proverbial saying is so well-ingrained in the German psyche that it’s become a cultural cliché for Germans around the world, and a way of life for them at home.
Orderly, yes. But slaves to rules? No.
Jobsicherheit vs. Gehalt
Some graduates or applicants eventually reach the point where a decision has to be made: Am I looking for a job that is secure? Or one with a great salary?
Listening to Customers
Many companies implement customer suggestions when those suggestions challenge the company’s core principles. In response to customer suggestions for a less cluttered store, Walmart cut its total inventory by 15% and renovated stores to feel less cluttered. The changes resulted in immediate decreases in sales that totaled $1.85 billion dollars before Walmart reverted to its previous model of a much wider selection of products at low cost.
A leading manufacturer of bathroom fixtures is perhaps the most traditional example of a company that must collaborate with and understand the needs of its customers. It must constantly innovate and improve its products with its current and prospective customers in mind.
To this end, the company says: “To the customer, it can seem like each faucet was made with them in mind. We listen closely to what consumers want and need, invest in extensive research and design, and apply smart technological solutions that really do make our customers’ lives easier.” In other words, the how of their innovation process is largely defined by their customers.
In a major US-based international construction company, each of its projects is unique and requires a high degree of collaboration and dialogue with the customer. According to the company’s website, “We work with our clients as a team. Mutual respect provides the foundation for our success.”
Customers expect companies to listen to their input about how a project should look or be completed and create a plan in line with those expectations. The construction company’s website summarizes this idea by emphasizing the importance of finding solutions to their customers’ demands: “We are proactive in finding solutions for our clients that best achieve their goals.“
Jeff Bezos 1999
Look at his eyes. Listen to his statements. Total focus. On the needs of the customer. The interviewer is struggling. Because he thinks about Amazon as an internet or tech company. Bezos is very patient with his inability to listen carefully.
Unimportant who presents
Germans believe that it is unimportant who actually presents the arguments as long as the topic has been understood in both its depth and breadth, analyzed with stringent methods, leads to a logical and actionable conclusion, and is communicated in a structured and clear way. The presenter could be a junior member of the team.
Eric Schmidt – Google
The former Google CEO has reinvented himself as the prime liaison between Silicon Valley and the military-industrial complex.
General Thomas, who served in the 1991 gulf war and deployed many times to Afghanistan, spent the better part of a day showing Mr. Schmidt around Special Operations Command’s headquarters in Tampa, Fla. They scrutinized prototypes for a robotic exoskeleton suit and joined operational briefings, which Mr. Schmidt wanted to learn more about because he had recently begun advising the military on technology.
After the visit, as they rode in a Chevy Suburban toward an airport, the conversation turned to a form of artificial intelligence.
“You absolutely suck at machine learning,” Mr. Schmidt told General Thomas, the officer recalled. “If I got under your tent for a day, I could solve most of your problems.” General Thomas said he was so offended that he wanted to throw Mr. Schmidt out of the car, but refrained.
In an interview, Mr. Schmidt — by turns thoughtful, pedagogical and hubristic — said he had embarked on an effort to modernize the U.S. military because it was “stuck in software in the 1980s.”
Yes, Eric Schmidt is an American. But check out his last name. He is thoughtful, meaning intelligent. He is pedagogical, meaning can be pedantic. He is hubristic, meaning arrogant. Schmidt.
Personal nice. Professional better.
In small talk situations Americans seldom jump directly into the business subject matter. For Americans business is always to certain degree a personal matter. In fact, Americans prefer to work with people they like, and who like them.
Germans, on the other hand, can and will do business with you even if you have little or no personal relationship. Most importantly, they want to know if you are good at what you do. Personal is nice. Professional is better.
Starting Point
The present is always the starting point for any action. The present is current, a result of what was decided, of what has been done, of action taken. To understand the present means to first understand how it became what it is, to understand its history.
Before Germans can be persuaded by any future action, they have to be convinced that the presenter has understood the present – the starting point – via its past.
Rarely the final step
Formal presentations are rarely the final step in a German decision making process. Rarely do German managers make a critical decision shortly after having listened to the presentation of various options.
Instead they will take time to reflect, discuss with their direct reports, get additional input from subject area experts, use colleagues at different management levels as sounding boards.
The act of persuasion in the German business context is seldom aimed at getting a specific decision. Truly persuasive argumentation seeks to influence, steer, route the thinking to or in the direction of a desired decision.