Doing Business in Canada
Posted in Networking Etiquette
Business deals in Canada are done most of the time in a corporate setting. It is a rare occasion for your Canadian colleague to invite you at their home, especially for the first time, as compared to conducting business in other countries.
Be punctual - Like in many countries, getting to your meeting or appointment on time is very much valued in Canada. However, time can be a little bit relaxed in Quebec, so expect your colleagues to be late for several minutes, but that doesn't mean you should do the same.
Shake hands firmly - A simple handshake can make or break your deal right from the start. Use a firm handshake with good eye contact when meeting and leaving. French Canadians would shake hands more frequently, even with a subsequent encounter the same day.
Don't extend your hand on a woman - You could only shake hands with a female associate once she extends her hand to you. Women doing business in Canada should extend their hands first to their male colleagues (waiting for them to do so would make you seem snobbish).
Be aware of their titles - If your associate bears a title such as "Doctor," call him or her as such followed by the surname. Otherwise, use Mr, Mrs, or Miss, and the surname. If they call you by their first name, do not call them by their first names as well unless they tell you so.
Learn to pronounce the names - Some French Canadians have names that are difficult to pronounce at first. Learn to pronounce them before meeting them to avoid embarrassment.
Maintain a reserved demeanor - Follow good rules of etiquette when doing business in Canada. Traditions and gracious manners are part of their culture, even in rural areas. Pay attention to the local custom, especially if you travel to different cities. Respect the pace and nuances of each area.
Know where to speak English, know where to speak French - Canada has two national languages: English and French. English is spoken in most of Canada, while French is spoken in Quebec, and some areas of Nova Scotia and New Brunswick. Also, print all materials in French and English, especially when dealing with French Canadians. If you have difficulty speaking in French, it would be best to bring in your own interpreter.
Mind your space - Personal space and body movement differ between the English and the French provinces. In English areas, body movement is minimal, touching is rare other than handshakes, and the closest you can be with someone is at about two feet away. Meanwhile, people in French areas stand closer together, touching is more frequent, and gestures are more expressive.
Be open and friendly, yet reserved - Speak in a light, open, and friendly manner. If you are naturally reserved in your behavior, you would appear as confident and credible. Avoid talking in a loud, boisterous manner. Also, avoid talking about your personal life. If you tend to sweep your arms during a presentation, try restraining yourself from doing so (unless you are dealing with French Canadians).
Don't brag too much - Do not be boastful, and don't overstate your product or service's capabilities. You just might implicate your company in a legal situation.
Do not call Canadians as "fellow Americans" - Even if the United States and Canada share the same continent of North America, Canadians do not consider themselves as "Americans."
Avoid strong scents - Avoid wearing heavy perfume in a business meeting. They are actually prohibited in some places, such as the office.
Gifts are only given once the deal is closed - Giving gifts to your Canadian associates on the first meeting is not routinely given. If you do, make it modest. What they expect is for you to give a gift once the negotiation is finalized by providing a nice bottle of wine or gifts from the office.
Invitations to private homes are rare - As Canadians are not really open about their personal lives when doing business, it is expected that they would not let you in their homes as well. However, there are occasions in the western provinces like British Columbia where you may be invited in someone's home. If in case you are invited, bring candy, flowers (avoiding white lilies and red roses), or liquor to the host or hostess. Avoid bringing perfume or clothing as gifts, as they think of it as too lavish.
Invite your associate to dinner - Taking a business associate to a nice meal or an evening sporting event, opera, or orchestra performance is always a nice gesture. Business lunches are a common practice in Canada, but pass on the alcohol as your associates probably will (during lunch, at least). When dining, you need to wait for your associate to start a business conversation during or following a meal. When summoning a waiter or waitress, simply make a waving motion in air. Do not snap your fingers or call out. If you are ready to see the check, make a writing motion in the air. A 15% tip is expected from you.
