Making Business Contacts in a Shy Country

The scene: 3am at a McDonald's in Oslo. I had just attended a business event and survived the Norwegian drinking culture. Now it was time to do something us Americans do best: eat a big greasy cheeseburger.

With me were several new Norwegian business contacts I had been in discussions with over the last few months. In their well lubricated state the shyness was gone and thus they eagerly asked:

"So have you ever been cross-country skiing?!"

As I day dreamt about the burger on its way, I thought well I've been 'normal' skiing many times but I have no idea what cross-country skiing actually is. It sounds like a lot of work to be honest.

The Importance of Physical Activities

What I had missed was that for Norwegians an activity like cross country skiing is how business relationships are strengthened. We do a physical activity together and that usually includes some element of suffering or hard work and then after that we can begin to build trust together.

You have to first put in the work to build a solid foundation for your working relationship. This is counter to many other business cultures where you would first enjoy something nice like a fancy dinner or entertainment event as the basis of your future business dealings.

Don't Wine and Dine Too Much

That's not how it works in Norway. In fact, if you try to woo Norwegian business contacts in this manner they will assume you want some type of favor. That may make them reluctant to work with you further.

Be careful not to wine and dine your new relationships too extravagantly at first as you might do around the world. In other words, save the blow out Las Vegas trip and luxury box seats at the sporting event until the relationship has been well-established.

The Birkebeinerrennet

One wonderful example of suffering through physical activity that – surprise! – involves more skiing is the Birkebeinerrennet. It's an annual 54 km cross country ski race ending in beautiful Lillehammer.

As a foreigner you would earn extra status in the business community having completed this race. Many CEOs at the major Norwegian corporations participate at some time as an almost rite of passage. Their peers value their dedication to training and that admiration spills over into the workplace.

The Coconut Norwegian

Yes, the rumors are true. Norwegians are notoriously difficult to get to know. Your typical Norwegian is much like a coconut, with an extremely hard shell yet a soft and gooey inside. But how does one access the softer inside?

Back in America work is life and your work life often intersects with your social life. However in Norway these two are distinctly separate. They exist independently without much overlap, thus making it even more difficult to build relationships both personal and professional.

Dugnad: Community Work

Another opportunity to make both business and personal relationships happens well outside the sphere of work. You do this by doing 'dugnad' or community work like cutting trees, cleaning streets or other volunteer activities.

There is some expectation by society that you'll participate in these routines. No wonder everything is always so clean in Norway.