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Israel-India Business Guide - MedTech, Pharma & Biotech
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MedTech
D
espite the now long years of interaction between
Israeli and Indian companies, there are still gaps
in communication between the two sides. And
this despite all the goodwill that exists and desire to
further business and commercial ties. In the meanwhile,
a considerable amount of good work has been done
by emissaries and representatives of the respective
governments to streamline matters. Embassies, Consulates,
Chambers of Commerce, semi-Governmental organizations
and consultants have contributed substantially to better
understanding and smoother facilitation. They have indeed
proved to be good integrators and go-betweens.
And they have worked at different levels – forming up
various inter-governmental agreements of cooperation,
setting different joint committees on such trade facilitation,
finalizing tax agreements to facilitate transactions, planning
and organizing of exhibitions and trade shows, seminars
and conferences – all with the participation of experts on
both sides.
In the 22 years of diplomatic ties between Israel and India,
perhaps more such interactions and joint programs have
been conducted than between Israel and most other
countries.
While there is mutual confidence, there have still been
some disappointments and unfulfilled expectations and
the two sides need to take stock of the situation, a bit of a
time-out and approach the objectives with renewed vigor.
As Facilitators and Business Consultants, we find that there
is often still a gap in communications. Generally, Israeli
companies expect quick responses to mails and proposals,
while Indian companies may have considerations they may
not want to express openly. Israeli companies may give
give you a quick yes / no response. The fact that an Indian
company has not responded quickly is not an indication
that it is not interested. It may simply be considering the
proposal internally.
It is equally important to maintain cordial and polite modes
of communication at all times. And this would also apply if
you feel aggrieved that the other side is not maintaining a
relationship with you of the kind that you are expecting.
Many a successful business person has told us that they
'never burn bridges', no matter what.
Another common error is to try to do everything by oneself.
Israeli businesses would be well advised to use the services
of local consultants as they are familiar with the nuances
involved in communications with Indian counterparts. They
would also have a 'feel' for the place, understand the local
lingo and be able to assess the situation on the ground in a
far more effective way than Israeli business people.
So often have Israeli companies come a cropper, trying to
understand their counterparts. Since most large businesses
in India are family-owned, with a strict hierarchical order in
place; they are by nature conservative in their approach.
The other aspect one needs to take into account while
dealing with the Indian market is its non-uniform structure.
While people from the southern parts have certain
characteristics, these may not blend with those from other
parts. Even within a region there can be lack of uniformity.
So unless you are very familiar with a region, one could
make mistakes in communication. A local consultant could
help you iron out these paths.
BRIDGINGTHE GAP IN CROSS-BORDER
COMMUNICATIONS
Why having local consultants and representatives will ease your path
Abraham Yehuda
* The author is a business facilitator and consultant with wide experience in both Israel and India. He works
exclusively on the Israel-India track and is the co-publisher of Israel-India Business Guide.
Business Relations