Doing Business Effectively in Singapore
Singapore has long been referred to as the most western of all Asian countries and thus an excellent port of entry for Asian growth plans.
While a valid perspective, Western execs would be well-served to keep in mind the deeper layers of tradition and conservatism that permeate this eclectic society. With its 74 % Chinese, 13% Malays, and 9% Indians, there are four official languages: English, Chinese, Malay and Tamil.
Foreign companies should first be aware that there has been much debate in the local press about foreigners taking jobs away from Singaporeans. In 2008, a poll carried in a local newspaper revealed that nine out of 10 Singaporeans feared losing their jobs to foreign professionals. The blog sphere has also been hyper-active for years on this topic, lamenting the influx of what now surpasses a million non-Singaporian workers in a country with a population of about 5 million.
Multi-nationals should also be sensitive to the local distain for having Anglo-Saxon leaders come in for 2-3 year posts to implement change (something this conservative society is reluctant to embrace) only to have a new boss arrive for a similar time-period to implement different changes. As a western expat posted to Singapore, if you’re asked how long you’ll be in country for, it may be helpful to respond with a vague “as long as it takes” so that you’re not seen as transient. You will invariably wish to implement change (and indeed directed to do so by HQ), but understand that enduring change will take time. Best to start with incremental change to get buy-in from your key influencers as you go along.
Another useful tactic is the one-on-one meeting, ideally during a meal, to glean the concerns and expectations of your management staff. This works far better than the typical team meeting because you’re unlikely to get candid feedback in a group setting (the instinct to save face – both theirs and yours – is too strong). Beware of the Singaporean that just smiles in response to your comments. This could mean “I agree”, “I strongly disagree”, or “I have no clue what you just said”.
On the face-saving front, it’s best to avoid “teasing” your colleagues and employees (or, “taking the piss”, as the Brits would say). A common practice in the US, where this communicates “I feel comfortable enough with you that I will light-heartedly make fun of you as a display of our ever-closer relationship of trust and professional friendship.” Making jokes at someone else’s expense in Singapore will not win you over new friends. Use humor sparingly until you know the person well.
Finally, due to the hierarchal nature of the society, as a “boss”, others will tend to follow you and take your lead. Be sure to remain in control at all times – resisting the temptation to over-indulge at the karaoke parties, even if others do. It’s important to follow traditional protocol to respect this well-entrenched pecking order. At a meal, the “boss” will tend to have a seat of honor in the center of the table, with the next most senior person on your ride-hand side and the next most respected to the left. This seat of honor will tend to be facing the door – a historical tradition that helps to ensure that everyone who comes in to meet you will have honorable intent (and not stab you in the back).
What’s been your experience doing business in Singapore?
