Why Business Between Brazil and Asia Still Depends on Building the Right Relationships

BRAZIL ↔ ASIA / CROSS-BORDER BUSINESS

Trade between Brazil and Asia continues to grow. But greater economic connection does not necessarily make doing business across these markets simple. Brazilian companies increasingly see opportunities in Asia, while Asian companies continue to explore Brazil as a market for investment, technology, industrial development, energy, infrastructure and trade.

The economic potential is significant. But between identifying an opportunity and actually developing a business relationship, there is often a considerable distance.

Beyond market opportunity. International business is not built only on market size, competitive products or attractive investment opportunities.

It is also built on trust. This becomes particularly important when companies operate across very different business environments.

Brazil, Japan, China and other Asian markets have different approaches to communication, decision-making, negotiation, hierarchy and relationship building.

A company may have the right product, technology or investment opportunity and still struggle to reach the right people — or to develop the level of confidence required for a business relationship to move forward.

The challenge is therefore not necessarily: “Is there an opportunity between Brazil and Asia?”

A better question might be: “How do we build the right relationships to develop that opportunity?”

This requires more than introductions.

It requires understanding both sides, identifying the right partners, navigating cultural and commercial differences and remaining involved as conversations evolve.

In many cross-border transactions, progress happens gradually. Meetings lead to introductions. Introductions lead to discussions. Discussions build confidence. And confidence eventually creates opportunities.

Technology has made international business faster and more connected than ever.

But when companies operate across countries, cultures and continents, one element remains remarkably important: Business is still built between people. And the stronger the relationship, the shorter the distance between markets can become.

MT Brazil Insight

Brazil ↔ Asia / Cross-Border Business