We often
receive email from non-Egyptian people who wish to
conduct business in Egypt. And since we have some
experience in this matter, there are certainly some
aspects of doing business there that we can reflect
upon. For
the most part, Egyptian businessmen and government
employees, particularly those in high positions,
tend to be more conservative than their counterparts
in the west. For example, while one may see many
photos of casually dressed US Presidents, one rarely
if ever sees his counterpart in Egypt, President
Mubarak, without suit and tie. There is no "casual
Friday". Furthermore, business meetings are
usually quite formal, and there are many dos and
don’ts, which must be observed.
Last
month I referenced a book called Culture Shock,
Egypt by Susan L. Wilson and published by the Graphic
Arts Center Publishing Company. To a large extent,
I dismissed the book as a suitable reference for
tourists (though even for them, it contains good
information on the culture). Essentially, tourists
can take a liberal approach to travel in Egypt,
and most Egyptians will turn a blind eye on many
cultural infractions made by tourists. In addition,
tourists usually travel with tours and stay in
hotels where the Egyptians they encounter have
grown used to western mannerisms.
But
I must say that the book would be extremely useful
to someone wishing to conduct business in Egypt.
Here, one must take a much more considerate and
respectful approach than the tourist, as he or
she will often be dealing with older, more conservative
Egyptians.
The
Go-Between - Get an Egyptian Representative
Sitting
in the bar at the Nile Hilton, I listen to foreign
business people lambaste their attempts to arrange
meeting with government officials. Frustrations
mount for them, but not for me. I have a go-between.
Finding
an Egyptian businessman who walks the walk and
talks the talk to act as a go-between, to assist
in setting up meetings and even translate your
ideas to a high official can mean the difference
between success and failure. Much more so then
in the west, Egyptian business people network,
and often have a family member or close friend
holding a position which will allow him to gain
a foothold for an appointment. In fact, Egyptian
business people cultivate and nourish these affiliations.
Also, after the meeting is arranged, a go-between
can instruct the foreign businessperson about the
specific nuances for the official with whom you
will be meeting .
Perhaps
even more importantly, you may have considerable
time to explain your business to your Egyptian
representative, but your meeting with a high official
may be extremely limited in time. Having someone
with you who is capable of explaining your business
in the native language can make all the difference
in the world when you are limited to a 30 minute
meeting.
How
Meetings Work in Egypt
Initial
business meeting with Egyptians are often very
formal affairs. They usually begin with coffee
and small talk, even in situations where the time
is very limited. Eventually, the subject of your
meeting will come up, but Egyptians business people
are just as hospitable as tourists find other Egyptians.
In fact, if the meeting is not limited in time,
this can cause some real problems. For example,
on my last trip to Egypt, I met with many hotel
managers, in meetings that had no time restraints.
My schedule fell hopelessly behind, primarily due
to their gracious hospitality. Drinks had to be
served, and social conversation observed, prior
to conducting any business.
When
the subject of your specific business does come
up, if you have an Egyptian representative with
you, a go-between, allow him to explain the major
points of your business in Arabic if possible.
While Egyptians are renowned linguists and many
educated Egyptians speak multiple languages, in
a short meeting, your points will be made much
more concisely by someone who understands your
business and can explain it to an official in his
native tongue. Don't be surprised if at some point,
voices are somewhat raised, or there even appears
to be an argument developing. This is not uncommon
when Egyptians discuss matters.
At
the conclusion of a successful business meeting,
where future business must be discussed or acted
upon, make specific arrangements. The old "lets
get your people and my people together" is
not enough. Very specific appointments, schedules
and contact personnel should be arranged, or what
seems like a successful meeting may end up drifting
into oblivion. In other words, tie the specific
progression of events that must take place down
to people, places and times. Otherwise, there it
is likely that once out of sight, your business
might be out of mind...forever.
Customs
in Egypt
One
reason I suggest that business people might wish
to read Culture Shock, Egypt is that there are
more customs and formalities then can be covered
in a article such as this. However, we will attempt
to cover as much as possible.
Social
Talk in Egypt
As
everywhere else, stay away from politics and religion.
Most foreign business people know little of either
which concerns Egypt, or even if they do, they
can quickly get in trouble by broaching these topics.
Beyond religion and politics, it is usually best
to stay clear of questions about the Egyptian business
person's family, and particularly female members
of the family. Perhaps you may be told that the
business person's daughter attends the American
University in Cairo, but asking her age, or to
see a picture might very well be interpreted as
showing suspicious attention, even with a businessperson
you have grown to know personally. In such cases,
asking about the welfare of his or her family in
general, or about specific male members of the
family is as far as such discussions should usually
be taken.
Proper
Appearance in Egypt
Egyptians
are very clean, and certainly older, successful
Egyptians appreciate good, conservative dress.
Do wear a suit and tie, but not only that, make
sure that everything is as spotless as possible,
and take care to have polished shoes. Also take
note that few Egyptian business people wear beards
or long hair, and may consider others who do somewhat
less professional.
Manners
& Mannerisms in Egypt
Sit
with both feet on the floor. Showing the bottom
of your shoes to someone is considered an insult
which may be ignored in a tourist hotel but is
less likely to be by a conservative businessperson.
Refrain from using hand gestures, for example,
in motioning someone over. Call them by name, as
in Egypt and much of the rest of the world, such
hand gestures are often considered rude.
Eye
contact is good, or at least is when meeting with
Egyptian men. Being able to look the Egyptian in
the eye conveys honesty. However, there are Egyptian
business women, and in some cases, this may convey
too much intimacy. It is well to note that many
aspects of dealing with Egyptian Businessmen and
women are dramatically different. For example,
after getting to know an Egyptian businessman,
he may give you a warm welcome in the form of a
hug. But for an Egyptian businesswoman, this should
never be done. Principally, when dealing with businesswomen,
avoid any hint of intimacy.
Titles
in Egypt
Learn
the title by which a high government official is
to be addressed. Most are very proud of the stature
to which they have climbed, and expect a certain
degree of formality in this respect. This is a
particularly hard concept for Americans, who have
come to expect a down home attitude by many politicians,
but in Egypt, one does not address a minister as
Mr. El-Beltagui. Rather, he is his Excellency Dr.
Beltagui, or simply, his Excellency.
Gift
Giving in Egypt
Most
of the people I know who travel to Egypt on business
take a gift bag. It goes over full of gifts, and
returns laden with souvenirs. Giving a small gift
in a business meeting is an old and established
custom in Egypt. The gift need not be too expensive,
and in this regard, usually should not be, as it
might be an embarrassment. Yet it should probably
have some meaning. For example, being from Texas,
I often take items which are related to the Southwest
US. But a gift is expected, and you may be very
embarrassed without one, as you will probably be
given something by the businessman or government
official. More
information on international gift giving in other
Countries.
 Considering
sending a gift to someone in Egypt? See
this information
Business
Cards in Egypt
In
the west, we accept a business card, often without
even glancing at it. In Egypt, accept the card,
examine it, and perhaps even ask a simple clarification
question, such as, "when are you available
at this phone number". It is simply considered
polite to make a little larger ado about business
cards in Egypt.
Tipping
in Egypt
In
a word, DON’T. While tipping is a common
occurrence in the tourism industry, government
officials and business people should never be offered
a tip. High government officials are usually much
more adverse to this then what some would make
them out to be. For business people, the profit
motive of the business deal will be their reward.
They consider themselves, as they should, to be
professionals.
Impotance
of Learn a Few Words of Egyptian Arabic
Certainly
you will be better respected, and more successful
if you understand and can speak Arabic. But for
many of us, learning to speak fluent Arabic is
not an option. But that doesn't stop you from learning
a few words, such as thank you, hello, good by
and please. Buy an Arabic phrase book and learn
to say some simple phrases. The attempt will be
appreciated, as educated Egyptians often understand
multiple languages, and those from the west who
make no attempt to speak the language accentuate
a perception throughout the world of our egotism.
On
Being Patient and Understanding Egyptian Time
As
stated previously, tie down as many aspects of
your intended business to specifics as possible,
but then you must learn to expect to operate on
Egyptian time. This is not to say that you can
show up to a business meeting when it suits you,
and particularly not with a government official.
It’s just that the government official might
not be there. Just remember that Egypt moves at
its own pace, and this pace can be frustrating
to westerners.
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