“You have to crystallize the objective—what the goal is, and how we can get there.” “I treat differences as differences—not as superior or inferior.” “If people are good at what they do, all I need to do is be a facilitator.” “Eighty percent of stress comes from dealing with people—it’s not the work itself.” Previously Eiichiro was CEO of Nippon Bu…

· You’ve got to create the right environment so people can be successful and want to stay.” · “In Japan, trust takes longer to earn—but once you have it, it doesn’t disappear.” · “You can’t just come in and declare the solution—you’ve got to sit back and observe first.” · “I don’t want to tell people what to do; I want them to lead and ask for advi…

Stupid people in organizations aren’t always easy to spot. They can appear confident, energetic, and articulate in interviews, fooling even the most seasoned managers. But over time, their lack of insight and poor judgment start surfacing. These individuals often speak before they think, overwhelming those around them with bluster and assertiveness…

“Trust, for me, is the ability to predict someone’s behaviour—consistency builds that predictability.” “Excellence isn’t the outcome—it’s the rigour of the process, even when the result is uncertain.” “You can’t sell yourself forever; you have to build trust in the company, not just the founder.” “Being vulnerable as a leader unlocks trust—it gives…

We watched a big-name company blow a golden opportunity. The speaker was the President, and he had a dramatic story to tell—corporate crisis, media attacks, public apologies, and a redemption arc. Yet his presentation landed like a lead balloon. Why? Because he delivered it in a lifeless monotone, with no energy, emotion, or storytelling. It was a …

Previously Terii was Talent and Change-Asia Pacific head for British American Tabacco; Executive Officer and Vice-President, Business Engagement Leader-Special Projects, MetLife; Talent Partner APAC-Director UBS; Senior Consultant, Human Partners/Citadel Consulting; Organization Development Executive British American Tabacco Japan. He has a BA from…

Things go wrong. That’s life in business. Mistakes, delays, accidents — they’re inevitable. But the real difference is how we handle them when they occur. In Japan, people expect you to own the mistake, not hide from it. Silence, excuses, or blaming the customer won’t work. In fact, they can do invisible, long-term damage to your reputation — the k…

“If you’re going to lead a team in Japan, trust is the number one thing you have to build.” “I didn’t want it to be too top-down—I wanted everyone to feel part of one unit.” “Celebrate success, but do it as a team—that’s how you motivate in Japan.” “Innovation needs a safe environment where people feel they won’t be punished for trying.” “Foreign l…

The Japanese saying "mikka bozu," or "three-day priest," perfectly captures the common experience of initial enthusiasm quickly fading. People sign up for the priesthood, find it tough and promptly give up. We often begin new endeavours with resolute resolve, but daily challenges diminish our commitment. If you feel yourself teetering on the brink,…

“Leadership is building a strong team that can execute with resilience and deliver consistent results over time.” “There’s no easy way—other than talking to people—to truly know what’s happening in your organization.” “You need a balance of patience and impatience to create belief and drive change in Japan.” “If you say the customer comes first, th…

Team presentations differ significantly from solo presentations, where you have complete control. A common mistake is inadequate rehearsal, which can damage personal and organizational reputations. Thorough preparation with multiple rehearsal sessions is crucial. The order of speakers matters too. The strongest presenters should lead to create a po…

Previously Akiko was a Commentator for Fuji TV; Co-Founder of Women In Action; Partner, Strategy &; Division Head at Japan Post; Vice-President Calyon Securities; Associate McKinsey & Company; Vice-President and Associate, General Counsel J.P. Morgan. She graduated with a JD in Law from Tokyo University and has a Master Of Law from Columbia Law Sch…

“If you want to impact people, first, you need to trust them—and then give them space.” “You forget about collective decision-making in Japan—you build consensus privately, one by one.” “The best execution comes from ideas people believe are their own.” “I listen first. Then I discuss. Then I decide. But always, I listen first.” “Leadership is not …

In Japan, the common response of “We’ll think about it” often comes after a salesperson’s second meeting with a client. The first meeting focuses on establishing trust and understanding the client’s needs, while the second involves presenting a proposal and trying to close the deal. However, the reality is different: many Japanese salespeople jump …

Previously Rodrigo was Managing Director Danone Oceania, Managing Director Danone Nutricia Oceania, Managing Director Early Life Nutrition Danone Australia and New Zealand, Managing Director India, Sales and Commercial Director Medical Nutrition Division Sao Paulo, Brazil, Affiliate General Manager Columbia Eli Lilly, Regional Brand Director Europe…

Holding people accountable is essential for any leader, yet many struggle with it, leading to missed deadlines, poor performance, and incomplete work. Often, this happens because people aren’t deliberately failing; they’re simply lacking the structure and guidance needed to perform at their best. As leaders, we must start with ourselves, particular…

Previously, Rose worked for Pernod Ricard Japan as a Brand Manager for Ki No Bi and White Spirits, Brand Manager for Jameson Irish Whiskey, and Wine Ambassador. Her earlier roles also included Sales Support Executive at iSeek Communications, Guest Relations at Tokyo Daiichi Hotel, and Guest Relations at Whitehorse Hotel. Rose holds a Bachelor of Co…

Our mindset is key to success in any activity, whether it's sports, business, or public speaking. Yet, many of us forget this vital aspect when preparing for presentations. We dive straight into the content, logistics, and technicalities without pausing to ensure we have the right mental attitude. Since a presentation puts both our personal and pro…

Alex previously was an analyst for Marche Industriel Europe (Alternance), Assistant Commerciaux Grand Comptes, Assistant Commercial Manager Le Jardin Gaulois. He is an alumnus of ISEAM (Institut Supérieur d'Études en Alternance du Management), Marne-la-Vallée, France. Summary Alex shares his experience leading a niche luxury brand specializing in h…

Getting Japanese clients to agree to share case studies can be tough due to their cautious approach to divulging company information. The “no” response often feels final, and persuasion can fall short because company policies prevent employees from deviating from established rules. It’s not uncommon for clients to fear favoring one provider over an…

Previously, Carl was President of ODU Japan, Technology Support DMG Mori. He graduated with an MA in Business Administration from the University of Augsburg Carl’s journey from discovering Japanese sword arts to leading a German machine tool subsidiary in Japan illustrates the fusion of cultural appreciation and professional growth. Carl began his …

Running a successful business requires sharp focus on cost control, maintaining quality, building the brand, staying alert to competitors, and appealing to stakeholders. However, a growing challenge in today's business world is managing people. In Japan, there’s a rising concern about attracting and retaining qualified staff. The once abundant pool…

Previously she was General Manager Nutrition and Health BASF Japan, Deputy Region Head Asia Pacific and Sales Head Japan, BL Home & Personal care, Ciba Inc. She has a BA in Pharmaceutical Sciences from Tokyo University and an MBA from INSEAD Her leadership philosophy reveals a thoughtful, people-centered, and culturally nuanced approach. As Preside…

When delivering a great presentation, it's easy to feel satisfied, especially when the audience is soaking up your content. But the challenge comes when things are going well, and you want to elevate them to the next level. I recently attended a presentation where the speaker nailed it: the content was relevant, the room was packed, and the deliver…

Previously Alberto was Sales Director-Industry APA in HoChiMinh, Sales Director-Industry APA Shanghai, Sales Director -South/East China Shanghai, Purchasing and Logistic Assistant Manager CTC Clatronic Padova Italy, HR & Market support Driving Force Asia Shanghai, Timesharing sales Representative Interval International Italy He has a BA and MA from…

In Japan, politeness and formality go hand in hand, shaping interactions in ways that might feel unfamiliar to people from more casual cultures like the United States, Australia, or Canada. While some European countries may find Japan’s structured approach more familiar, many Western visitors are surprised by just how much etiquette matters—especia…

Previously Maxime was General Manager Klimpton Shinjuku Tokyo, Food and Beverage Performance Manager IHG ANA Hotels Group Japan, Senior Champagne Brand Ambassador Pernod Ricard, Restaurant Manager & Chef Sommelier IHG ANA Hotels Group Japan, Restaurant Manager & Sommelier Relais & Chateaux, Restaurant Manager Windsor Hotel Toyo Resort and Spa Hokka…

Bosses get this wrong. The younger generation demands a new type of boss—someone persuasive, focused on their career development, and who is skilled as a communicator and coach. Japan’s demographic crisis makes meeting these demands even more critical. With fewer young people entering the workforce, competition for their loyalty is fierce. Employer…

Previously Tim was President of Consumer Products at D+M Holdings, General Manager Johnson Electric China, Director Marketing & Manufacturing Black & Decker, Controller and Sales Manager Cavalier Corporation. He has both a BBA Finance and an MBA for Loyola University Maryland Summary Tim Bailey shares his journey, reflecting on the challenges he fa…

Don’t get this wrong. Good posture never goes out of style, yet many presenters struggle with it. Standing straight projects confidence, enables better breath control, and conveys energy. However, the presenting environment often tempts us into poor habits. Even seasoned performers—actors and singers—struggle with posture during award acceptance sp…

Previously Yuichi was Head of Business Development, Misaki Capital, Senior Managing Director/Global Head of Sales (International Business) Nikko Asset Management, Managing Director Tokio Marine Asset Management, Senior Analyst/International Equity, Mizuho Trust and Banking, Portfolio Manager International Equity, Chuo Mitsui Trust and Banking Summa…

Nemawashi, translates to “groundwork” and is rooted in the practice of moving large trees. This intricate process—preparing roots, wrapping them, and relocating the tree—serves as a metaphor for meticulous preparation before decisions in business. In Japan, decisions are typically made before meetings, with the gathering itself serving as a formali…

Previously Rami was President of Moderna Japan, CEO of Ferring Pharmaceuticals, VP Head Medical Affairs Division Janssen Pharmaceuticals, Corporate Officer, Business Development Eisai. Summary Rami Suzuki’s leadership journey is marked by adaptability, honesty, and a commitment to empowering others. Beginning her career as a cancer researcher, she …

Don’t be delusional. Do you consider yourself moody? Perhaps not, but as a boss, your team may perceive you differently. Employees are keenly attuned to your every movement, tone, body language and expression, constantly evaluating your mood to gauge whether it's a good time to approach you with work-related matters. Your ability to mask emotions o…

Japan C&SI Alliance & Netvibes Director, Dassault Systemes as at December 2024 when we recorded this session. Previously Fabio was C&SI Alliance Executive, Dassault Systemes; Global Alliance Director, Strategic Business Director, Director Strategic Pursuit Team, Director Mechatronics Solution at Siemens Digital Industries Software; Project Manager …

Stop wrecking your presentations. When delivering talks, many speakers separate their personal identities from the content, focusing solely on facts, data, and evidence. This approach, often favored by technical individuals, misses the opportunity to create deeper engagement with the audience. As an introvert, I understand the hesitation to share p…

Previously, Orjan was Director of Sales, Japan at iPoint Systems gmbh, Area Sales Manager Thule Group, Director of Sales & Marketing Asia-Pacific, BA Bags/President Thule Japan, Directeur des ventes VB Autobatteries S.A.S., Regional Sales Manager East & SEA Optima Batteries, Johnson Controls, Import and Export Coordinator Aichi Sangyo. He has a Mas…

Salespeople are ignorant. When interacting with Japanese buyers, personality differences play a more critical role than cultural differences. Understanding personality styles can help improve communication and sales success. A two-axis framework categorizes personality types: a horizontal axis measures from low assertion on the left across to high …

Previously Alan was Executive Advisor, Nikkei; Chief Commercial Officer at Exceedo; Head of Asia, Pearson, President and Representative Director Pearson Japan; Director of Client Services and Marketing Phoenix Associates; Director Asia, Soshigakuen Group; Director and COO Metropolis Japan. He has a BA in International Relations from Victoria Univer…

Stop being weak. The beauty, weight loss, fashion, and entertainment industries inundate us with images of unattainable perfection, leaving many feeling inadequate—too tall, short, fat, thin, or unsuccessful. It’s easy to fall into the trap of wishing for better circumstances: wealthier parents, a better education, or a more favorable start in life…

Previously Michael was Vice-President Sales and Marketing Nicole Racing, Senior General Manager BMW Alpina, Rolls-Royce, Ferrari, Nicole Automobiles, General Manager Sales Division BMW Alpina Nicole Automobiles, General Manager Aftersales BMW Australia, Director Aftersales BMW Japan Corp, Department Head Price and Volume Planning Aftersales BMW Gro…

Some MCs are idiots. At a sports related event filled with free-flowing drinks, idle chatter, and hundreds of attendees, the presentations quickly unraveled into a comedy of errors. The MC, tasked with introducing the main speaker, faced an uninterested crowd more captivated by their own conversations than the proceedings on stage. In a desperate b…

Previously Itai was the Country Manager for Trax Retail, Co-Founder and Acting CEO for ABJ Japan, Managing Director ImpacTech, Director of Business Development APAC Kyodo International Corporation Japan, Sales Manager Moroccanoli Japan, . He has a Masters Degreee in Media and Governance/ Environmental Innovation from Keio Univerity and a BA from Te…

Salespeople leave money on the table. The sales process doesn’t end with a signed agreement; delivery is the critical next step. Whether immediate or delayed, it’s often handled by someone other than the salesperson—usually agents, contractors, or back-office staff. Salespeople, meanwhile, quickly shift focus on new deals, leaving follow-up with bu…

Previously Hartmut was a Partner at Bizits Partners, Senior Consultant at z-anshin, Managing Director at TRUMPF Japan, Managing Director at TRUMPF United Kingdom, Managing Director TRUMPF Japan. He graduated with a Master of Science from Penn State University, and a degree in Industrial Engineering from Technische Univeritat Clausthal. Summary Hart…

Japan discriminates against women in business. Former Prime Minister Abe’s modest targets for increasing female leadership numbers failed miserably. Abe’s campaign got nowhere, and with their tail between their legs, the Government significantly lowered their targets. This lack of progress is mirrored in Japan’s Rotary Clubs, traditionally male-dom…

Koji Endo's approach to leadership in Japan offers valuable insights into navigating the complexities of running a business in a culturally rich and nuanced environment. As the third-generation leader of the Kai Group, Endo inherited a legacy steeped in tradition and innovation. He took over the presidency at 33, following the sudden passing of his…

Presenters get this wrong. Avoid creating a barrier between yourself and the audience. Presenters are often elevated on a stage or positioned at the front of the room, surrounded by podiums, slides, lighting, and microphones, all of which can inadvertently distance them from their audience. In Japan, standing above a seated audience requires an apo…

Previously, Corrine was the Chief Distribution and Chief Claims Officer AXA XL APAC Europe and XL Insurance Company SE, Head of Claims XL Insurance company SE & AXA XL Business Unit APAC Europe, Head of Global Claims Operations, Global Chief Claims Officer, CEO Protexia France, Allianz France. She graduated in engineering from Ecole nationale des p…

Salespeople often hope for straightforward buyers who buy without hesitation. However, reality is rarely so simple, and objections are actually critical to the sales process. When buyers hesitate, it signals interest, as it means they are considering potential issues. If buyers show no interest and raise no questions, that’s a warning sign—they’re …