Game Day – Act 1

Act 1 – Mark in the U.S. in a German Company Mark works for a German company in the U.S. With a proud, one hundred year old tradition. Located in the Black Forest in the southwest of Germany. Roughly ten thousand employees, and about 1.75 billion Euros in annual revenue. It is a supplier to […]

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Game Day – Act 2

Act 2 – A Serious Market Opportunity Mark and his top people saw a serious market opportunity. In early discussions, Detroit – GM, Ford, Chrysler – showed high interest, while the German car-makers remained somewhat reluctant. The project requires modification of one of the company‘s best-selling products. And this means both significant investment and close […]

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Game Day – Act 3

Act 3 – Game-Day in the U.S. Finally, they had to get approval from the board of the North American organization. This was not going to be easy, regardless of their level of support from the engineering and business sides. Not every product innovation is necessarily good for the overall business longer term. Mark assembled […]

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Game Day – Act 4

Act 4 – Why Game Day in U.S. succeeded With each round of analysis, presentation and critical review the team became more confident of the project‘s potential. More and more they identified with it personally. And Mark can really sell, balancing emotion and inspiration with facts and analysis. He is a firm believer in the […]

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Game Day – Act 5

Act 5 – Game Day in Germany The presentation to the company board, as well as the meetings thereafter with engineering, quality, sales/marketing, and commercial did not go well, in some cases they went very poorly. By noon of their second day they were quite unsettled, not knowing what had gone wrong. They even began […]

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Game Day – Act 6

Act 6 – Why Game Day in Germany failed What Mark & Co. did not know is that game day in Germany is not the same as game day in the U.S. And that Germans persuade differently than Americans. Which, in turn, means that they are persuaded differently, allow themselves to be persuaded differently. The […]

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Game Day – Act 7

Act 7 – The Cost of Cultural Misunderstanding Mark & Team had failed. What did it cost the company? Time and EffortMark & Team invested serious time and effort into the development of their project proposal, as well as into selling it internally. Many folks were involved. Not only Mark’s sales/marketing organization, but also […]

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„Well, I’d present it like this.“

You, an American, work in a transatlantic team which has come up with a creative approach to a difficult technical problem within the company. But, you need some serious funding. Your German team lead, Uwe, will present the solution to very senior management in the U.S.  You have a good sense for how these American […]

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