European Business Etiquette: NETHERLANDS

Selling via the Internet means you may have clients, or potential clients, whose cultures you don’t understand very well. This group of articles on European Business Etiquette will give you some idea what to expect when conducting business with our European neighbours.

This article was compiled following a survey of European partners through the EU funded Leonardo da Vinci programme ‘Virtual Incubator for the Creative Industries’ (VIC) project, and reference to web sites such as www.executiveplanet.com where national executives explain their own cultures, and another EU funded Leonardo da Vinci programme project called ‘Passport to Trade BETA’ at www.businessculture.org

The information refers to business in general. Entrepreneurs in the creative industries might find some aspects (for example, dress code, and where business discussions take place) a little more relaxed in their sectors!

Introductions

How formal must first introductions be?	Formal in first instance
How long before we use first names?	Within hours
Does everyone shake hands	Yes, on arriving and leaving
How many kisses should I expect?	2 or 3 from a close acquaintance; not between men

Additional Comments

Education is commended, so academic qualifications and titles should be on business cards, but never mentioned in conversation.

Meetings

Do meetings start on time?	Yes
If not, how much leeway can there be?	None
Will the meeting have a formal chair person?	Yes
Will there be a strict agenda (topics and time)?	Yes
Will official minutes be taken and circulated?	Yes

Additional Comments

Punctuality is essential for business and social occasions, so if you are running late, call to explain the reason.

In meetings, everyone is invited to give their opinion, and a consensus will be sought when making decisions. This process obviously takes time but is important for such an egalitarian culture.

Business Communication

Are official business letters acceptable by fax?	Yes
Are official business letters acceptable by email?	Yes
How formal is the language used?	Very formal
Should I expect many phone calls?	No
Should I expect video-conferences?	Maybe

Additional Comments

Organization and planning are vital to the Dutch. They spend their time efficiently, so don’t expect spontaneous meetings or social invitations.

Dress Code.

Do people wear formal dress (suits, jackets, ties) for meetings?	Informal, except in financial management
Can I remove my jacket during the meeting?	Yes
Will dress be formal for business dinners?	No

Additional Comments

Avoid wearing designer clothes or jewellery-it would be seen as flaunting wealth.

Negotiating

Are the most important decisions made in a meeting?	Yes
Do negotiations take place during lunch?	No, lunch is a quick affair
Do negotiations take place during dinner?	Not generally
Will there be small talk before negotiations?	No
Are negotiations held back until a social rapport is established?	No

Additional Comments

Business will begin immediately after introductions. Keep frequent, short eye contact.

A factual society, your presentations should be high quality, clear and supported by empirical data and statistics. Every word and promise will be taken literally.

Dutch people may seem blunt, but they are being direct and honest. They will expect you to be equally frank. Once the contract is signed, they will be totally committed.

Gifts

Are gifts expected on the first meeting?	Not until a relationship has been established
If so, what type?	-
Are gifts expected at dinner?	If at home
Is there any gift that would be inappropriate?	Anything expensive is embarrassing

Additional Comments

Small gifts are welcomed once you know somebody. House plants, flowers, good wine, chocolate, desk accessories of coffee table books are the best options.

Small gifts for children are also much appreciated.

Food and Drinks

Is hospitality generally offered?	Yes
Does refusal cause offence?	No
If so, in a restaurant or at home?	Restaurant-dinner is about 6.30
Does it generally involve a lot of alcohol?	Yes
What’s the word for "Cheers”	‘Proost’ with beer, ‘Santé’ with wine

Additional Comments

Home invitations signify a closer relationship, and should be planned well in advance.

Never eat with your fingers; even cheese and fruit will be served with a knife and fork.

Social Etiquette

Do people leave plenty of personal space or stand close together?	Apart
Would a casual touch to the arm be offensive?	No

Social Taboos (What topics or activities should be avoided?)

In conversation, avoid religion, criticising the Dutch Royal Family, or asking too directly about legalised drug sales and prostitution.

Dutch people tend to be keen to discuss political issues and are well-informed. Personal party politics, however, are a private matter. Travel and your home region are safe bets for conversation

Gestures (What are they and what do they mean?)

The Dutch are not very demonstrative, so keep your body language toned down.

Manners (What would cause offence?)

You must stand for introductions.