Business is Business no matter what side of the equator

I have been spending much of my time working on developing a network of private sector professionals in Peru. Considering it is my intent to stay in Peru with my bride-to-be for the next 50 years (I told her that I would give her a 50 year commitment so when I am 99 she is on her own), I needed to start getting "connected" in Peru for business opportunities. I felt that my experience in the United States of networking and referrals was a sound business plan. As such I have begun focusing on replicating that process here in Lima.

Many have told me that in Lima it is "who you know" and not "what you know." My experience in the US was similar in that it was a combination of "who you know" and "knowing something." I am finding that to be the same here as well. It just requires a longer focus on the "who" to demonstrate the "what you know."

Some of my contacts have come over time and others very recently by just requesting them through the web. Services such as LinkedIn and Facebook are becoming important social mediums for networking in Peru. I am impressed at how quickly one can increase a contact database with minimal effort. I believe it is probably easier to establish the quality of contacts here in Peru than in the United States. This may be evidenced by the caliber and quality of contacts that have accepted me through the social networks. Developing the contacts may take longer though.

I am coming to understand that in Peru, professionals are protective of making referrals because it is considered a reflection of the one giving the referral. In the States I could ask and receive a referral on a one-call-close (first time meeting that included a sale). In Peru, referrals are more performance based: waiting to see how well you perform before sharing you with colleagues or friends. As a result, a referral here tends to lend more weight than in the North America. In North America the referral got me in the door: in Peru the referral gets me through the door.

I have found that the business relationships here become deeper too. Some of the professional relationships have become close confidences. One such relationship has been with Javier Neyra. I first contacted Javier in November of 2009 before coming to Peru. He had an ad I saw that was interesting. Over the past year we have developed a professional relationship.This is a relationship I have found to be very supportive while here in Peru.

International Data Contact Center is one of Javier's businesses: providing English and Spanish speaking call center services that range from sales to customer service. His background includes an expertise in insurance, commercial and individual, and real estate. Javier has always been available with open ears to listen to an idea and help me evaluate it: many times letting me camp in his office when I required a place to work. Every time I have needed information, all I have had to do is ask and he has what I need immediately.

Javier has asked for me to help him from time to time. I am more than happy to assist him. Sometimes it is to review an agreement in English or get an opinion about the US market. Do not get me wrong, he is more than capable to do this with his own English skills and market knowledge. I believe he utilizes me as a resource with specific knowledge, native North American business professional, and I am happy to do so because of the relationship we have developed.

From our conversations I have learned about his family and his life. We are of similar age and experiences. We both have worked hard for our children's benefit. Our focus has been and  is on success, professional and personal. In the midst of a business relationship I have found a business friend. I am finding this true with many relationships here.

As I develop my network and plant my seeds that grow to roots here in Peru my relationships here remind me of those when I was in the States. There I had developed deep relationships based on mutual respect. They became my masterminds. People like Mike Husson a sales professional and coach, Don "load the wagon" Acker, a master of team building and Chuck Heidenfelder the sales pro that would tell me why it didn't make sense and then how to make it work. Each of these over time became my trusted business friends because of a mutual respect of what we knew. The relationships I am developing here with Javier and others are the same.

I am finding, in the private sector, that the similarities are greater than the differences. Who you know is important, but so is respect for what you know. As a result the quality of life you develop gets better as you surround yourself with deeper relationships. Business is business no matter what side of the equator you are on. Develop it with mutual respect and you benefit from the relationships: both professionally and personally.