Why does gaining new Japanese clients take so much time?

Now that I’m working in a capacity where I also have to find new clients, you may hear me moan about the tenth or even twentieth call and accompanying requests for more and more information. But, I also know that if I can convince them to try our services, those relationships tend to be much stronger than the client-vendor relationships I was used to back in Europe and I’ve seen here in the US.

Why does it take so much effort? It’s because in Japanese business culture, building trust is paramount, and clients prefer established partners over new vendors. This leads to a lengthy decision-making process as they evaluate potential service providers thoroughly.

While I do see some change, especially large companies still prioritize stability and predictability, which can result in extensive reassurance and evidence of reliability being required before they commit. Also, decision-making often involves consensus among multiple stakeholders, further prolonging the process.

However, once a Japanese client decides to switch, they often exhibit remarkable loyalty. This loyalty stems from the trust built during the decision-making process. Japanese clients value long-term relationships and are likely to remain committed to a trusted service provider, even in challenging times.

By demonstrating dedication to continuous improvement and adapting to their needs, you can further solidify this loyalty.

At Japan Consulting Office, many of our clients have been with us for over 10 years. As their needs have evolved, we have expanded our product range to better serve them. This patience and dedication have resulted in lasting and fruitful partnerships. Cultivating your inner zen monk truly pays off!

Want to know more? At Japan Consulting Office, we specialize in equipping professionals to thrive in cross-cultural environments. Whether you’re looking for group training or one-on-one sessions, we’ve got you covered!

If you want to learn more about bridging language and cultural gaps in Japanese business, why not join one of our sessions! Here’s the link to upcoming sessions (make sure to select your timezone