Lessons on Relationships, Culture, and Conducting Business Internationally
Some of the most valuable business lessons I have learned did not come from a classroom, a conference room, or a textbook. They came from traveling throughout Latin America, meeting people from different cultures, and learning how business is really conducted when relationships matter.
Early in my career, I had the opportunity to live in Medellín, Colombia, while working at EAFIT University. What started as an internship became one of the most important experiences of my professional life. It gave me the chance to improve my Spanish, immerse myself in a different culture, and gain a perspective that would later help me throughout my career in international business.
Since then, I have traveled extensively throughout Latin America, working with customers, distributors, suppliers, and business partners. While every country is unique, there is one lesson that consistently stood out to me. Trust is often the foundation of everything.
Business Is Personal
In the United States, we often focus on efficiency. We want to get to the agenda, discuss the numbers, and move quickly toward a decision. There is certainly value in that approach, but I learned that many business relationships in Latin America begin differently.
Before people want to talk about products, pricing, or contracts, they often want to know who they are doing business with. They want to understand your character. They want to know whether you are someone they can trust.
I remember attending meetings where the first portion of the conversation had little to do with business. People asked about my family, my travels, and my experiences in their country. At first, I viewed those conversations as simply being polite. Over time, I realized they were much more important than that.
Those discussions were helping establish a relationship. They were creating the foundation upon which business could eventually be built.
Once trust was established, business discussions often became much easier and more productive.
Listening Matters More Than Talking
One of the biggest mistakes people make when conducting business internationally is assuming they already know how things work.
When I first began traveling throughout Latin America, I quickly realized that listening was one of the most valuable skills I could develop. Every country has its own customs, communication styles, and business practices. What works in one place may not work in another.
The people who were most successful were often the ones who spent more time listening than speaking. They paid attention to local perspectives and made an effort to understand how decisions were made.
Listening also demonstrates respect. It shows that you value another person’s experience and expertise. People recognize that quickly.
The more I listened, the more I learned. The more I learned, the stronger my business relationships became.
Language Opens Doors
Learning Spanish was one of the best investments I have ever made in myself.
While many business professionals throughout Latin America speak English, making the effort to communicate in someone’s native language changes the dynamic of a relationship. It demonstrates respect and a willingness to meet people where they are.
My Spanish was far from perfect when I first arrived in Colombia. Like most language learners, I made mistakes. Fortunately, people were patient and appreciated the effort.
Over time, those conversations became easier and more natural. More importantly, they became more meaningful. I was no longer relying entirely on translators or formal meetings. I could have direct conversations, learn about people’s lives, and better understand their perspectives.
Language is about much more than communication. It is about connection.
Relationships Take Time
One lesson that has stayed with me throughout my career is that trust cannot be rushed.
Many people approach business relationships with a short-term mindset. They focus on closing a deal as quickly as possible. In my experience, the strongest international partnerships are built with a long-term perspective.
The people I worked with throughout Latin America wanted to know that I would still be there after the contract was signed. They wanted to know that I would answer the phone when problems arose and continue supporting them when challenges appeared.
Trust is built through consistency. It is built through showing up, following through on commitments, and doing what you say you are going to do.
Those principles apply everywhere, but I saw them demonstrated particularly well throughout Latin America.
Respect the Culture
One of the greatest benefits of international travel is learning that your way is not the only way.
Every culture has its own traditions, values, and approaches to business. Successful international businesspeople recognize that and adapt accordingly.
I learned that being respectful of local customs goes a long way. That does not mean changing who you are. It means being open-minded and recognizing that different approaches can be equally effective.
Some of my most memorable experiences came from stepping outside formal business settings. Sharing meals, attending local events, and spending time with people in their communities provided insights that no business presentation could ever offer.
Those experiences helped me better understand the people I was working with and strengthened relationships in ways that formal meetings never could.
Trust Is the Ultimate Business Advantage
Looking back on my travels throughout Latin America, the biggest lesson I learned is that trust remains one of the most valuable assets in business.
Products can be copied. Prices can be matched. Competitors can offer similar services. Trust is much harder to duplicate.
When people trust you, communication improves. Problems get solved faster. Opportunities emerge more naturally. Relationships become stronger and more resilient.
The business world often focuses on technology, data, and efficiency. Those things are important. But at its core, business is still about people.
My experiences throughout Latin America reinforced that truth again and again. The strongest partnerships were never built solely on contracts or transactions. They were built on relationships, mutual respect, and trust that was earned over time.
Those lessons have stayed with me throughout my career, and they continue to shape the way I approach business today. No matter where in the world you operate, trust remains the foundation upon which lasting success is built.