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PODCAST

The Cutting Edge Japan Business Show

For succeeding in business in Japan you need to know how to lead, sell and persuade. This is what we cover in the show. No matter what the issue you will get hints, information, experience and insights into securing the necessary solutions required. Everything in the show is based on real world perspectives, with a strong emphasis on offering practical steps you can take to succeed.

business management

All Episodes

11:47

365 Win the Deal In Japan Without Losing the...

The Cutting Edge Japan Business Show ·

2025/08/24

Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transactional process where one side outwits the other and receives the majority of the value. Think about your own business? How many business partners do you have where this would apply? For the vast majority of cases we are not after a single sale. We are thinking about LTV – the life time value of the customer. We are focused on the proportion of our time spent hunting for new business as

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11:26

364 You Can’t Win A Knife Fight With A Slide Deck

The Cutting Edge Japan Business Show ·

2025/08/17

Presenting isn’t always adoration, adulation, regard and agreement. Sometimes, we have to go into hostile territory with a message that is not welcomed, appreciated or believed. Think meetings with the Board, the unions, shareholders, angry consumers and when you have sharp elbowed rivals in the room. It is rare to be ambushed at a presentation in Japan and suddenly find yourself confronting a hostile version of the Mexican wave, as the assembled unwashed and disgruntled take turns to lay into

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12:17

363 The Truth About Death by Overwork in Japan

The Cutting Edge Japan Business Show ·

2025/08/11

So many sad cases of people dying here in Japan from what is called karoshi and the media constantly talks about death through overwork. This is nonsense and the media are doing us all a disservice. This is fake news. The cases of physical work killing you are almost exclusively limited to situations where physical strain has induced a cardiac arrest or a cerebral incident resulting in a stroke. In Japan, that cause of death from overwork rarely happens. The vast majority of cases of karoshi

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13:18

362 One Pitch, No Matter How Genius, Never Works in...

The Cutting Edge Japan Business Show ·

2025/08/07

Presenting to buying teams is very tricky in Japan. Because of the convoluted decision making process here, there will be many voices involved in the final decision. What makes it even harder is that some of those key influencers may not ever be present in the meeting. Those proposing the change have to go around to each one of them and get their chop on the piece of paper authorizing the buying decision. In the case of Western companies, the decision tends to be taken in the meeting after

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12:40

361 Your Outfit Speaks First – Make It Say...

The Cutting Edge Japan Business Show ·

2025/07/27

How should we dress when presenting and does it actually matter? Yep, it matters - particularly in Japan. Japan is a very formal country, in love with ceremony, pomp and circumstance. Always up your formality level in dress terms in Japan, compared to how formal you think will be enough. This was a big shock for this Aussie boy from Brisbane, who spent a good chunk of his life wearing shorts and T-shirts or blue jeans and T-shirts. Tokyo is not Silicon Valley, where dress down is de rigueur and

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11:54

360 Back Your Team Or You Break Their Trust

The Cutting Edge Japan Business Show ·

2025/07/21

We don’t run perfect organisations stocked with perfect people, led by perfect bosses. There are always going to be failings, inadequacies, mistakes, shortcomings and downright stupidity in play. If we manage to keep all of these within the castle walls, then that is one level of complexity. It is when we share these challenges with clients that we raise the temperature quite a few notches. How do you handle cases where your people have really upset a client? The service or product was

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10:51

359 The Sales Trap Crippling Japanese Business

The Cutting Edge Japan Business Show ·

2025/07/13

We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Consultative selling is very passé in the West, yet it has hardly swum ashore here as yet. There are some cultural traits in Japan that work against sales success, such as not initiating a conversation with strangers. This makes networking a bit tricky to say the least. We train salespeople here in Japan and the following list is made up of the most common complaints companies have about their

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10:27

358 Story Magic

The Cutting Edge Japan Business Show ·

2025/07/06

Storytelling is one of those things that we all know about, but where we could do a much better job of utilising this facility in business. It allows us to engage the audience in a way that makes our message more accessible. In any presentation there may be some key information or messages we wish to relay and yet we rarely wrap this information up in a story. As an audience we are more open to stories than bold statements or dry facts. The presenter’s opinion is always going to trigger some

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09:55

357 Sabotaging Your Conversations?

The Cutting Edge Japan Business Show ·

2025/06/29

We are often good talkers, but poor listeners. We have many things we want to say, share, expound and elaborate on. For this we need someone to be talking it all in. We like it when people do that for us. It soothes our ego, heightens our sense of self-worth and importance. We are sometimes not so generous ourselves though when listening to others. Here are six nightmare listeners you might run into. By the way, do any of these stereotypes sound a bit too familiar to you? The “preoccupieds” are

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10:57

356 How To Win Business With Japanese Buying Teams

The Cutting Edge Japan Business Show ·

2025/06/22

Selling to companies in Japan usually means sitting in a meeting room with a single buyer or perhaps two people. There are occasions though where we may need to present to a larger number of buyers in a more formal setting. It may be a pitch to secure the business, or it may be a means of getting the buying team more easily coordinated on their side. Before we know how to present to a team, we have to analyse the people in the team. That means we need to know ahead of time, who will be in the

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10:14

355 How To Make Your Employees Actually Like You

The Cutting Edge Japan Business Show ·

2025/06/15

We often hear about the need for bosses to do more to engage with their teams. The boss looks at their schedule and then just checks out of that idea right then and there because it seems impossible. The employees for their part, want to get more praise and recognition from the boss, to feel valuable and valued. Bosses are often Driver type personalities who are extremely outcome and task orientated. People are there to produce, to get the numbers, to complete projects and to do it with a minimum of

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11:07

354 Presenting Elicits Valuable Lessons. Capture Them.

The Cutting Edge Japan Business Show ·

2025/06/08

Today is a good time to start reviewing and reflecting upon the presentations you have over the past few years. What have you learnt not to do and what have you learnt to keep doing? Those who don’t study their own presentations history are bound to repeat the errors of the past. Sounds reasonable doesn’t it. We are all mentally geared up for improvements over time. The only issue is that these improvements are not ordained and we have to create our own futures. Do you have a good record

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10:49

353 Build Relationships That Last: Get Your Re-Order...

The Cutting Edge Japan Business Show ·

2025/06/01

Here is an important mantra: We don’t want a sale, we want the re-orders. That task however is getting harder and harder. Customers today are more educated, better prepared and have more alternatives than ever before. Satisfying a customer is not enough – we have to exceed their expectations and provide exceptional customer service. Customer service has only one truth – how the customer perceives the quality of the service. Forget what we think is good customer service. We have to be really

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11:30

352 Let’s Build Our Personal Brand As A Presenter

The Cutting Edge Japan Business Show ·

2025/05/18

The New Year’s resolutions concept is ridiculous, but only because we are weak, lazy, inconsistent and lacking in discipline. Apart from those small barriers to execution of desires, the concept works a treat. The idea of a new start is not bad in itself and we can use the Gregorian calendar fantasy, to mark a change in the year where new things are possible. We learn as we go along and we add experience from year to year to hopefully make life easier. So as a presenter what would be possible

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10:17

351 My Boss Isn't Listening

The Cutting Edge Japan Business Show ·

2025/05/11

351 My Boss Isn't Listening f you reading this title and thinking “this has nothing to do with my leadership”, you might want to think again. We hear this comment a lot from the participants in our training. They complain that the boss doesn’t talk to them enough because they are too busy, don’t have much interest in their ideas or do not seek their suggestions. In this modern life, none of these issues from staff should be surprising. There have been two major tectonic plate shifts in organisations

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14:28

350 The Rule Of Three

The Cutting Edge Japan Business Show ·

2025/05/04

350 The Rule Of Three Our financial year ended in August and we were up over 20% on the previous year’s revenue results. I should have been ebullient, chipper, sanguine, fired up for the new year, but I wasn’t. Was it because we were back to zero again, as we all faced the prospect of the new financial year? That sinking feeling of , “last year was hard and here we go again, but this time with an even higher target”. Maybe that was it, but it was hard to tell. There were three other things

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11:13

349 Success Speaking Formula

The Cutting Edge Japan Business Show ·

2025/04/27

I was invited to an English Speech contest for Middle School students. The students must have home grown skills and are not eligible to compete if they have spent more than six months abroad, in an English speaking environment. This was pretty grand affair. The organisation running it is run by students at university, who took part in the contest themselves when they were in Middle School. Many of the graduates become business patrons and supporters as they work their way up in their business

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11:11

348 Open The Kimono Leaders

The Cutting Edge Japan Business Show ·

2025/04/21

The supervisor has super vision. The leader knows more. The captain makes the calls. The best and the brightest know best. The cream rises to the top. We accept that there will be leaders either our “superiors” or “the first among equals”. We put leaders up on a pedestal, we expect more from them than we expect from ourselves. We judge them, appraise them, measure them, discuss them. When you become a leader what do you find? There are rival aspirant leaders aplenty waiting in the wings to take

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11:57

347 Roots of Poor Customer Service

The Cutting Edge Japan Business Show ·

2025/04/13

Poor customer service really irritates us. When we bump into it, we feel betrayed by the firm. We have paid our money over and we expect excellent customer service to come with the good or service attached to it. We don’t see the processes as separate. In this Age of Distraction, people’s time has become compressed. They are on the internet through their hand held devices pretty much permanently. We all seem to have less time than before, so we become cross if things from the internet don’t

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11:16

346 Presentation Review Techniques

The Cutting Edge Japan Business Show ·

2025/04/07

Athletes and coaches spend a lot of time watching their team’s performance. Strengths and weaknesses are sought in order to amplify the former and eliminate the latter. Close scrutiny is applied to key moments, crucial transitions and pivotal points. Presenting should be no different. Cast your mind back though, to the last twenty presentations you have attended and ask yourself how many speakers were recording themselves for later analysis? I would assert that the answer would be either zero

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416 results

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