Lessons From Mexico

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Paul Hargreaves

Chief executive of Cotswold Fayre

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I have just come back from a UKTI trade mission in Mexico. This is the second such trip I have been on and I was struck with the potential for UK companies to do business in other countries.

Apart from representing our British food products in other countries these trips always do so much to educate and inspire me, as well as achieving goals for the export side of the company.

Coincidently, a Mexican became the richest man in the world whilst I was there – Carlos Slim overtook Bill Gates last week. Whilst having $31billion will not make a significant difference to his lifestyle, it may well make a significant difference to many Mexicans as this man is a great philanthropist. Interestingly the number of billionaires is now growing faster in developing economies than in the western world. This has significant implications in many aspects of world trading.

Back to the subject of this blog. What are the main differences between doing business in the UK and Mexico? Above everything, business is generally a lot more fun in Mexico. Whilst the business deals are serious, they have more fun doing it and are a lot more relationship-orientated than we are in the UK. People in Mexico make friends first, and do business second, so you are unlikely to do any significant deals the first time you visit the country. The Mexicans need to see that you are serious by coming out a second time.

People in Mexico, I think, are far less likely to get stressed and burnt out than we are. Of course the climate helps, but let me give you an example of just how easy-going they are. We went out for a meal one night in a group of nine. The first five got into a cab, which left four of us to get into the second cab. We were sitting in there talking and after ten minutes started to wonder where the driver had gone. It wasn’t long before he came out of the hotel and we quickly realised he wasn’t a cab driver. We were actually sitting in a private car. The man had come to drop someone off at the hotel, and found four strangers sitting in his car when he came out. However, there was no shouting or getting angry. He just shrugged his shoulders and laughed!

I also read a fantastic little book on the plane on the way over there, called ‘The Go-Giver’. It is a parable about a guy who is trying to succeed and get on, but has to learn five key lessons as follows.

The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.

The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.

The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.

The Law of Authenticity: The most valuable gift you have to offer is yourself.

The Law of Receptivity: The key to effective giving is to stay open to receiving.

It will all make sense when you read this book. The key to getting is giving. I have started putting a few ideas into practice this week – and have enjoyed every minute. Enjoy giving this week!

By the way, for a UKTI perspective on the trip, click http://blog.ukti.gov.uk