For many of our clients, it felt like they were going around in circles, just trying to get the final yes on an agreement. “I had no idea who was in charge”, “Why couldn’t they just say yes”, and then we start?! 

The two key barriers standing between you and that elusive “yes” are the multi-layered hierarchies with many stakeholders and divisional departments.

How Many Decision-Makers

Japanese corporations like to think of job roles as boxes. Not the cardboard kind, but the kind that clearly defines where one responsibility ends and another begins. Each role, General Manager, Section Manager, and Assistant Manager, might sound similar to outsiders, but in Japan, they are carefully separated. There are no gray zones, no role overlap, and no “lending a hand” across departments. Everyone stays firmly within their box.

With this structure comes a lot of boxes to deal with. It may need to pass through Planning, IT, Purchasing, Legal, Finance, and the operational teams who will actually use the product.  This might look like bureaucracy for bureaucracy’s sake, but it’s not. It’s rooted in Japan’s deep aversion to risk. 

By spreading decision-making across multiple departments, responsibility is shared. No single individual is left holding the blame if something goes wrong. So if you’re looking for a single person to say “yes” and fast-track your deal, you’re in the wrong country. In Japan, consensus takes time, across many departments and many levels.

Divisional Structures and Invisible Walls

I mentioned earlier that there’s no “lending a hand” across teams or departments. Even though they are in the same company, they essentially work in silo because of how companies distribute KPIs and budgets. 

So, even a solution that benefits the entire company can be dismissed as “someone else’s responsibility.” Interdepartmental projects that might be common in other countries are often harder to execute in Japan because of these invisible walls.

So how do you succeed?

Think back to that school activity where you had to build the tallest, most stable tower out of paper. Selling in Japan is exactly like that. Each box you add, each stakeholder you engage, needs to be firmly in place before you build higher. If you skip someone, or leave concerns unresolved, the structure will wobble or even collapse.

That means you need to work carefully with every relevant person, including the hidden key players who may not have formal titles but hold real influence. Ask questions, clarify concerns, and secure agreement layer by layer.

The goal is to create a stable wall of boxes, a broad base of stakeholders supporting your proposal. Unlike many global businesses, this won’t look like a pyramid with one powerful box at the top. Instead, it will look like a carefully constructed structure where every box matters, and every layer adds stability.

Start small and specific. Focus on one division, clearly outline the benefits for that department, and build a successful case study. Once you have results, you can use that success story to open conversations with other departments. Find one person from your stakeholders who can introduce you to another department. And ask them, “Do other divisions face similar challenges?” or “Should we share this success internally?” Identifying and partnering with internal champions who can bridge departments like this is critical to expanding your reach.

Key Takeaways for Sellers

• Map stakeholders early. Identify both formal and informal influencers.
  
• Tailor communications. Prepare concise materials addressing each department’s concerns.
  
• Start small. Focus on solving a clear problem for one division first.
  
• Build evidence. Use data and case studies to gain credibility.
  
• Expand gradually. Leverage internal champions to cross silos.

Ready to give it a go?

Understanding Japan’s multi-layered hierarchies and siloed structures is essential for breaking through the invisible walls of enterprise sales. Patience, preparation, and stakeholder mapping are the keys to building trust and winning long-term success in this unique market.

Want to learn more about navigating Japanese enterprise sales? Contact us today to discuss how we can support your market entry. And don’t forget to watch the full episode on our YouTube channel.