A Qualitative Approach to Winning E-Discovery Business in Japan
There is no magic to winning business in Japan. It's all about careful listening, honest explanations, and patiently waiting for the right decision.
July 27, 2015 at 12:53 AM
9 minute read
Many years ago, a surprising turn of events taught me a lesson I'll never forget about working with Japanese companies.
A U.S. law firm had invited the e-discovery company I worked at to make a presentation to its client in Japan. The law firm had worked with the client for several months and it was time to talk discovery. To be impartial, the law firm had invited several e-discovery vendors to present.
This was the client's first time as a plaintiff in an IP case and its executives were a bit nervous. We listened to their concerns, told them a little about our company and answered their questions.
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