In my previous article, I discussed the major challenges international companies face before, during, and after a business trip to Japan—and why having a trusted local execution partner is often the turning point for success.
But that brings up an even bigger, more critical question:
How do you actually know if someone is the right partner before you start working together?
The Dilemma of Traditional Hiring
When companies prepare to expand into Japan, they typically evaluate potential local partners based on standard criteria:
- Impressive pitch decks and proposals
- Résumés and professional credentials
- Language proficiency
- Client testimonials and case studies
All of these factors matter. However, none of them can truly answer the most important question:
What is it actually like to work with this person when plans change, communication becomes subtle, or high-stakes decisions need to be made on the ground?
Real trust isn’t built through polished slide decks or polished presentations. It is built in real meetings, under real pressure, while navigating cultural nuances and strategic decisions side by side.
Why Standard Translation Isn’t Enough
Over the years, I’ve heard countless stories from international executives who hired an interpreter, only to realize too late that they needed much more than language skills. The words were translated accurately, but the business context, cultural nuances, and strategic perspective were completely missing.
Others have shared the frustration of meeting their local support person for the very first time on the morning of a critical meeting—only to realize within minutes that they were not the right fit for their business culture.
These experiences raise a fundamental question:
Why should overseas companies be forced to make long-term commitments before they even know whether the partnership will actually work?
A New Approach: Experience First, Decide Later
I believe there is a better, lower-risk way to build international business relationships.
Instead of asking clients to make a significant upfront commitment based solely on promises and proposals, I have been developing a different approach—one that allows overseas companies to experience working together on actual tasks first.
By collaborating on a limited, initial scope, you can evaluate real-world value, communication style, and strategic alignment firsthand. Only after seeing how we navigate the realities of Japanese business together do you decide whether a longer-term partnership makes sense.
Finding the right local support should be a high-value investment, not a high-risk gamble.
About the Author
Kazu Ashida
Japan Execution Partner
Based in Kyoto and Osaka, Kazu helps international companies, executives, and professionals get things done in Japan.
With more than 40 years of international business experience, he specializes in helping clients navigate Japanese business practices, conduct local research, verify information, and solve real-world challenges through reliable on-the-ground support.
His extensive experience working with people from diverse cultural backgrounds has given him a deep understanding of cross-cultural communication and the practical realities of doing business in Japan.
If you are looking for a trusted execution partner in Japan, feel free to connect with Kazu on LinkedIn.