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3 tips for establishing local connections in Japan

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In Japan, long term business relationships are essential to business success. This presents a real challenge for international pharmaceutical and healthcare companies entering into Japan.

Japanese business culture places greater significance on relationships over business transactions. While in Western business, rapid business deals are often the priority, this is not the case in Japan.

Therefore, it must be a priority for market entrants to build local connections as a way to adapt to the unique business culture and to begin to establish business relationships.

Here is 3 tips for building successful local connections:

Start with JETRO

A great place to start is meeting with Japan External Trade Organization (JETRO). JETRO provides foreign investors with abundant information on all aspects of doing business in Japan and also offers expert consultation services and even free temporary office space throughout the country.

They assist with industry insights and will be helpful with understanding local industry regulations and requirements.

Connect with strategic local partners

Clinical research organizations such as CMIC, Fortea and PRA are all partnering solutions. If your company wishes to conduct clinical studies in Japan, they can serve as the required In-Country Clinical Caretaker (ICCC) and commercialize a new product, and as the Marketing Authorization Holder (MAH) or connect you with a strategic licensing partner.

A recruitment partner is your voice in the market

Many international healthcare companies entering Japan turn to recruiting partners to identify exceptional candidates to build up a local team. This approach allows organizations to tap into a broader talent pool, leverage local industry expertise, and redirect their focus towards other core business activities.

It is crucial that your recruiting partner has a profound understanding of the JPAC talent market, as well as the intricacies of the pharmaceutical and healthcare industry. Equally important is their access to an extensive network of qualified candidates both on and in the market.

Selecting a firm attune to cultural nuances between the Western and Eastern contexts is vital, ensuring the job application process is handled with cultural sensitivity while addressing the distinctive hiring needs of an international company.At Morunda, we leverage our combined 75 years experience of being based in Japan to help market entrants crack the code to hiring in JPAC. Book a discovery session now.

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