Business Wise in Andalucia

How Does the Mañana Attitude Affect Business ?

Not much in Spain starts at its advertised time (except football matches and bullfights), but even though appointment times are flexible, you should always be on time. Arrive five to ten minutes early – the Spaniards probably won’t be ready or may not even be there, but this shows you’re serious and mean business, and also creates the right first impression.

Spain is a people country – here it’s definitely who you know not what you know. So businesses like to know who they’re dealing with. If they don’t know you or don’t know someone who does, you’re not going to get anywhere.

Get out there, introduce yourself to people, distribute cards, make yourself known. Just a word on cards – have the best made you can afford. The Spanish like to see an elegant, well-designed card and it should be in Spanish.

This doesn’t mean you have to be fluent, but I think that if you can’t introduce yourself and manage a few basic sentences about your business then you can forget about doing business with the Spanish. Why should they buy from someone who doesn’t speak their language? But the meeting could well be in English. If it is, speak slowly and clearly to start with while you check out the other people’s level of English. Most Spaniards claim to speak English, but take this with a pinch of salt.

In some countries, more informal outfits are acceptable, for example in the UK men don’t have to wear a tie, but Spain still likes to see a well-groomed and smart businessperson.

First meetings are basically a time for getting to know each other – remember that a Spaniard likes to know who they’re doing business with so the whole of the first meeting could easily be taken up with small talk and questions about your background, family. Don’t force a meeting, but relax and let your host set the pace. Agendas are pretty elastic – they might be followed, in part or not at all, but don’t let this bother you. Spaniards like to voice their opinions (and loudly and passionately) – they may interrupt you in full flow, but don’t take this as an insult and you can always interrupt back. Don’t talk about money-making and profits – this is considered bad taste.

If you’ve made a good impression, expect to hear from the other side again and most importantly, expect them to spread a good word about you. If you’ve clinched a deal, agreements are usually sealed with a handshake and Spaniards expect both sides to stick to them. Going back on an agreement is practically business suicide so keep your word.