Doing business in Sweden Information Advise Ideas Compiled

Doing business in Sweden Information Advise Ideas Compiled by Håkan Forsström HF Progress AB www. hf-progress. se

Engineering companies supplying to mining industry in Västerbotten 1. JR Mekan, Skellefteå www. jr. mekan. se, Mng. dir Henrik Grahn, phn +47 73 517 88 22, henrik@jrmekan. se 2. Outotec, Skellefteå www. outotech. com , purchase anders. blom@outotec, construction bjornerik. sandberg@outotech, Buying today from Fineweld www. fineweld Kokkola Mechanical factory in Finland, Outotec Turula OY in Outotec 3. Bergteamet, Boliden www. bergteamet. se, mng. dir. Christer Gyllengam 4. ORAB, Skellefteå www. orab-ab. se 5. Stilmekaniska AB, Skellefteå www. stilmek. se 6. Kåge Smide&Mekaniska AB, Kåge www. kagesmide. se 7. Infjärdens Värme AB, IVAB, Piteå www. ivab. com 8. Niab, daughter to Ivab

10. Permascand, Örnsköldsvik, www. permascand. se Specialists in titan 11. Empower AB, Luleå, www. empower. eu 12. Metso, Ersmark, www. metso. com 13. VBM Bandtransport & Miljöservice, Skellefteå, www. lbm-ab. se 14. Kåge Gjutmekaniska AB, Kåge , www. kagegjutmek. se

Sweden – Finland, features in doing business Sweden Change Structure Consensus Participation Chaos Manager Planning Driving force Communication Responsibility Slow, weak Planning Important Mutual planning, exec Not wanted Employee Prevent risks Security Involving The group, every ones Finland Fast, strong Contextual Not necessarily Individual, directive to action Possible to handle The boss Action Duty Distinctive, directive Individual

Language • Swedes in Västerbotten do not speak Finnish • Business language English OK • Swedes appreciate if You try to speak in Swedish • Swedes used to communicate in foreign influenced Swedish with many type of accents • A Saying in Sweden about Finns: “Better they speak their good Swedish than a bad English!” • You can always change to English when coming to important business topics

Visit the market • Business sucess – proportional to number of visits on the market • Create relations in the market • The sucess of Sony Eriksson is linked to 12 -14 individuals and their presence on the market • You learn and confirm that you really wants to do business • After starting the business, visit the market at minimum 4 times / year

Create relations Create Maintain Strengthen EURO Order

Create confidence Our self Company Product

Personal characteristics for relation builders

Be Yourself Authentic Present

Characteristics of being present • Focused on other part • Here and now • Open face • Calm • Attentive • Clear • Security • Access to own resources • Acceptance • Balance • Harmony • Peace in mind • Want well

What is reality?

What is reality? • Social cultural environment forms us • The power of unconsciousnes controls our reactions • Everyone is predictable in ones reactions

Our referenceframes • You and I are predcitable in our reactions, based on our perception of the reality • Learn to UNDERSTAND your business partners reference frame! • The winner in the negotiation is the part who can figure out the other parts perception of reality

What is reality? • Social cultural environment forms us • The power of unconsciousnes controls our reactions • Everyone is predictable in ones reactions

Communication Verbal 10 % You Body language 40 -60 % Clothes, handshake, gestures intonations, eyes, etc. Intepretation 30 – 40 % Receiver