Approaching large Japanese enterprises requires a very different approach than in many other countries. You may be used to starting with a light proposal and gradually deepening it through ongoing discussions. However, in Japan, companies expect you to demonstrate a strong understanding of their business and industry from the very first meeting.For example, how often have you started a meeting by saying something like, “I’d love to know more about the specifics of your company’s X, Y, or Z”? In Japan, this approach is often frowned upon.

Preparation is Everything

Research, research, and then research some more. But where should you begin? Start by gathering insights on:

• The client’s corporate culture
• Current industry trends
• Competitors
• Inter-departmental constraints or challenges

You can usually find this information by reviewing annual reports, company websites, and press releases. You could also reach out to industry contacts for deeper context on the company you’re approaching.

Become the Teacher, Not Just a Seller

In our last blog and video, we discussed the importance of relationships in Japan and the differences between “wet” and “dry” relationships. Building on that, it’s essential to understand that corporate clients don’t want just a vendor. More often than not, they are looking for a partner who broadens their perspective and knowledge.

As a global business, you are in the perfect position to play this role. Share new industry insights, offer global case studies of successes (and failures), and position yourself as their trusted expert.

Go one step further by thinking about how you can add ongoing value—whether through newsletters, webinar invitations, or continuous support.

Customization & Flexibility

Unlike in many other countries where standardized products dominate, Japanese clients expect customization. A one-size-fits-all approach simply won’t work. Instead, create proposals that clearly adapt to their specific requirements and demonstrate how your solution integrates with their existing systems.

If full customization isn’t possible, highlight the elements that can be tailored, and above all, demonstrate flexibility. “No” shouldn’t be in your vocabulary. Show a willingness to listen, understand, and adapt wherever possible.

Bringing It All Together

To succeed with Japanese enterprises, three elements are essential:

1. Thorough preparation and hypothesis building
2. Positioning yourself as a teacher and trusted advisor
3. Flexibility to adapt proposals to specific client needs

Together, these strategies will make clients feel that both you and your proposal are invested in their success. And this is exactly what will deepen trust and pave the way for long-term partnerships.

Watch the full video here:

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Would you like more help with entering the Japanese market and finding suitable clients? YOUNEEDS Ltd., are here to help. Drop us a message today.