What has been the biggest challenge you’ve faced before, during, or after a business trip to Japan?
Throughout my career, I traveled extensively for international business—especially to the United States.
Before establishing a permanent presence there, every trip involved a steep learning curve, plenty of trial and error, and countless lessons learned along the way.
Everything changed when I found a trusted local professional who understood not only the local business environment, but also the way international companies operate.
Having someone reliable on the ground made a tremendous difference.
Instead of worrying about logistics, cultural differences, or unexpected obstacles, I could focus on what mattered most: building relationships and growing the business.
Today, I see many international companies facing similar challenges when entering the Japanese market.
Japan offers tremendous opportunities, but success often depends on understanding not only the market itself, but also how business is actually conducted.
Based on my own experience, here are some of the most common challenges companies face before, during, and after a business trip to Japan.
Before the Trip: Preparation Is More Important Than You Think
Many business trips succeed or fail before the flight even takes off.
One common misconception is that arranging meetings in Japan is similar to doing so in North America or Europe.
In reality, building trust often takes longer, and introductions or referrals can carry much more weight than unsolicited emails or LinkedIn messages.
Timing also matters.
National holidays such as Golden Week, Obon, and the New Year period can significantly affect business schedules, while many companies finalize appointments well in advance.
Careful preparation—including researching potential partners, identifying the right contacts, and planning an efficient itinerary—can dramatically improve the value of a business trip.
During the Trip: Business Happens Beyond the Meeting Room
Once you arrive in Japan, the real work begins.
Language is only one part of successful communication.
Understanding the business context, reading between the lines, respecting organizational hierarchy, and recognizing how decisions are formed are often just as important as what is actually said during a meeting.
Practical matters also influence the overall experience—from navigating multiple appointments across different cities to handling last-minute schedule changes and maintaining smooth communication throughout the visit.
Having trusted local support allows executives to concentrate on their business objectives rather than becoming distracted by unfamiliar procedures or cultural differences.
After the Trip: The Work Isn’t Finished Yet
Many international companies leave Japan feeling their meetings went extremely well, only to wonder weeks later why nothing seems to be happening.
This is often because Japanese companies typically make decisions through a consensus-building process rather than individual authority.
A positive meeting is usually only the beginning.
Maintaining momentum through timely follow-up, continued communication, and patience during the decision-making process is often essential to moving a project forward.
Understanding this process helps set realistic expectations and strengthens long-term business relationships.
Success in Japan Is Built on Preparation, Execution, and Follow-Up
A successful business trip to Japan is about far more than booking flights and attending meetings.
It requires careful preparation before arrival, practical support while you’re on the ground, and consistent follow-up after you return home.
Each stage plays an important role in achieving meaningful business results.
Over the years, I’ve learned that having someone on the ground who understands both international business expectations and the realities of doing business in Japan can make a significant difference.
Not because they replace your expertise—but because they help you apply it more effectively in a different business environment.
Looking Ahead
In future articles, I’ll continue sharing practical insights drawn from my international business experience and discuss common challenges overseas companies face when doing business in Japan.
If you’re planning an upcoming business trip, exploring market opportunities, or simply interested in learning more about doing business in Japan, I’d be delighted to connect.
Feel free to reach out through the Contact page or connect with me on LinkedIn.
I also welcome your thoughts:
What has been the biggest challenge you’ve experienced when doing business in Japan?
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.