Doing Business in the USA

Many expats are enticed by the idea of doing business in the USA and lured there by the fabled American Dream, the belief that with hard work, every individual can succeed and prosper. This ideal continues to drive immigration to what many perceive to still be the world’s wealthiest and most powerful country.

The USA is still the largest economy in the world and is undoubtedly still the destination of choice for entrepreneurs. Those hoping to succeed in business in the USA will need a solid understanding of the country’s business culture and how Americans interact in the workplace.

America has a free-market economy, which has thrived because of a willingness to accept new ideas and nurture budding entrepreneurs.

Fast facts

Business hours

The standard work week is Monday to Friday, 9am to 5pm, although many professionals work well beyond these hours. Hybrid and flexible arrangements have become commonplace in many industries.

Business language

English is spoken in business circles.

Dress

Business dress varies widely by industry and location within the USA. Traditional corporate environments and client-facing roles in professional services still call for formal suits, but many companies have adopted business casual as standard office wear.

Gifts

Gifts aren’t generally expected in business settings in the USA. Many companies have strict ethics policies limiting the value of gifts employees can accept, and some prohibit them entirely to avoid conflicts of interest. If you’re invited to a colleague’s home on a social occasion, it’s appropriate to give chocolates, flowers or wine.

Gender equality

Women have equal legal rights in the USA and hold positions at all levels of business, including C-suite roles. The gender pay gap has narrowed but not disappeared in recent years.

Appropriate greetings

A firm handshake with good eye contact is appropriate when offered. While it’s best to start by addressing business contacts formally, you’ll find that most Americans quickly move to using first names.

Business culture in the USA

In such a geographically large country, it’s somewhat difficult to generalise about business practices and culture in the USA’s different regions. The East Coast tends toward a faster pace, and the West Coast leans more casual and innovation-focused. Still, there are a few traits worth bearing in mind, regardless of where in the country you hope to do business.

Business culture in the USA is incredibly individualistic. The working world rewards ‘go-getters’ while those who lack independence, initiative, and self-reliance will lag behind. Merit, experience, and past achievement are the vehicles for advancement. Expats coming from societies where seniority is a consequence of social class, length of service, maturity, or consensus may find acclimating to this idea especially challenging.

Management

In a similar vein, management is somewhat egalitarian, but big decisions and the responsibility for failure and success fall onto the shoulders of ‘the boss’. Although many meetings may be had and much discussion may have taken place, senior managers may disregard the opinions of those in middle- and lower-level positions entirely, a particularly infuriating point if you come from a consensus-oriented culture.

Communication

Americans tend to be very direct in the way they communicate and value logical thinking over many other values. If you can express your opinions clearly and in a straightforward manner, you’ll find you can command greater respect in American business circles. Much of the USA’s business culture is based on the notion that time is money, and business associates may get annoyed with those who waste time and beat around the bush.

Meetings

Punctuality is valued in the USA, so you should ensure you’re never late for business meetings, whether in person or virtual. Arriving late to an appointment will be regarded as a sign of disrespect. While business meetings may appear somewhat informal at times, they are taken seriously.

Business does tend to be conducted quite quickly, and Americans prefer to keep small talk to a minimum. In the USA, the focus tends to be on reaching an agreement and signing a contract as soon as possible rather than building a relationship.

Dos and don’ts of business in the USA

• Don’t arrive late for business meetings or appointments with clients
• Do dress formally for initial meetings and interviews. Afterwards, follow the example set by business associates and colleagues.
• Don’t let small talk drag on in meetings, but do expect a minute or two of pleasantries about the weather or weekend before getting down to business
• Do silence your mobile phone before entering meetings
• Do take the opportunity to socialise with colleagues and clients. Business in the USA is often conducted over breakfast meetings or coffee rather than solely in the office.
• Don’t over-indulge if attending networking events where alcohol is served. The focus should be on relationship-building, not drinking.
• Do respond to emails promptly and keep messages concise and direct
• Don’t forget to tip appropriately at business meals. The standard is 20 percent for good service, and the person who extends the invitation typically pays.