In the fast-evolving global IT landscape, staying ahead requires a deep understanding of regional trends and specialized expertise. Japan, with its unique market dynamics and cutting-edge technological advancements, presents a fertile ground for innovation. Recently, AMC Bridge entered the Japanese IT market, and we're thrilled to share an insightful conversation with Kenji Yoshida, a strategic sales manager in Japan.

Kenji provides a fascinating glimpse into the Japanese IT market, shedding light on current trends, important cultural aspects of business interactions, and AMC Bridge's strategic priorities in this dynamic environment. Discover why "speaking client’s language and knowing your tech" is essential and learn how AMC Bridge perfectly aligns with what Japanese clients are seeking.

Japan's IT scene: trends that are shaping the future

When discussing the main trends in the Japanese IT market, our expertise areas align well. These include 3D CAD, CAD data transfer, connectors, AI, and machine learning. Point cloud technology is also a significant topic of interest. These areas are not just trends but represent primary focus for Japan’s IT Market.

The Japanese IT market tends to be more commercially oriented, focusing on finance and related areas. The manufacturing IT sector, however, is still not as well developed. I once spoke with a customer who mentioned the difficulty in finding engineers with deep knowledge of 3D CAD software or PLM system. While there are many demands of engineers in these fields, specialized expertise in manufacturing IT is less common.

The Japanese IT market is highly advanced in certain sectors, particularly finance and e-commerce, with a strong emphasis on security and efficiency. However, the adoption of cutting-edge technologies like AI and machine learning in manufacturing is still in its early stages. This presents a significant opportunity for AMC Bridge to expand our market reach.

Reading between the lines: working with Japanese clients

When discussing the main differences between various customers, one important aspect to highlight is the level of detail in the requirements they provide. Customers often differ significantly in how they present their requirements, which can lead to a gap between their expectations and our deliverables.

The importance of detailed, comprehensive information cannot be overstated for the success of a project. Some customers provide extensive documentation with precise criteria for accuracy, precision, and acceptable tolerance levels, which greatly aids in meeting their expectations. Recognizing and addressing these differences in the level of detail provided by customers is essential to ensure successful project outcomes.

Sometimes clients might feel they have communicated all their needs, but often, the information isn't fully documented. This creates a gap that we need to bridge by interpreting the unspoken requirements. Working with customers requires experience and the ability to read between the lines. It is important not to hesitate to ask for clarifications and additional information, when possible, that certainly can improve overall experience and results.

Software integration is more complex than customers think

In my 20-plus years of experience, understanding user requirements has always been crucial. It's straightforward to specify needs such as color and material for simple products like a ballpoint pen. However, for more complex systems like an engine testbed, which involves a dynamometer, conditioning unit, simulation software, data processing software, and other system integration, the requirements become much more intricate. Customers might assume that because it's software, everything should connect seamlessly, but the reality is more complex.

For instance, based on my personal experience, hardware requirements are straightforward because they involve concrete numbers, such as dimensions, accuracy, speed, or tension. If higher performance is needed, we can engineer it, though it may cost more. This makes hardware communication easier. However, the software is different. Sometimes, fixing one issue can reveal another, making it difficult to detect or predict problems.

We Provide Ideas, Customers Make Decisions

It is often hard to know precisely what the customer expects regarding time, iterations, or budget. Also, it's rarely possible to resolve everything in one go; we usually need repeated correspondence to clarify the customer's needs.

During the project's execution, customers ultimately make all decisions, but we often provide ideas or proposals, suggesting features that could be beneficial. The customer then discusses these internally and decides whether to proceed. Some clients appreciate aggressive proposals where we suggest valuable features they hadn't considered, even if it requires additional time and money. Ideally, this collaborative approach works well.

When Direct Translations Miss the Mark

Translating between Japanese and English is challenging. Direct translations often don't convey the customer's true intention, so I need to add context. While this usually helps, it can lead to misunderstandings if I misinterpret the customer's needs. These gaps in communication exist even when speaking the same language but are more pronounced in translation due to cultural differences.

Misunderstanding the meaning behind words or sentences in a dialogue could be a pitfall. I notice this daily when customers write emails or speak to us during meetings. Translating their words directly is easy, but often, there's an underlying meaning. We need to understand this context; otherwise, we might miss important insights.

Why Speaking Japanese and Knowing Your Tech is a Winning Combo

When it comes to customer expectations in working with software developers, it's essential to have a deep technical knowledge. But good communication skills and ideally good-enough level of Japanese language could be a serious advantage. This is a common requirement for many clients. For instance, I've heard about situations where someone worked with a foreign company. Although the person spoke Japanese, they lacked software development experience, leading to issues. As a result, projects took longer and cost more, which clients naturally want to avoid.

We don't have a native Japanese engineer who can understand and communicate nuances effectively. However, at AMC Bridge, some engineers understand Japanese and possess strong technical skills. Some clients have expressed concerns about needing high-level software engineers with deep knowledge and skills, particularly in specialized areas like 3D CAD modeling. Fortunately, we have an engineer who has an excellent understanding of 3D CAD and speaks Japanese fluently, possibly better than my English. This combination works well for some customers, bridging the communication gap and ensuring smooth project execution.

Getting to the Point: The Challenge of Remote Meetings

Before COVID-19, there was a strong preference for face-to-face interactions. Unexpectedly, this has significantly changed. After the pandemic, many customers are more flexible and willing to have remote meetings, which was uncommon in Japanese culture before.

When dealing with Japanese clients, it's essential to consider how to express emotions and feelings and understand the nuances of the Japanese language. While we can see each other's faces during remote meetings, it could be hard to grasp what the other person is thinking and read their emotional state that could be visible during the face-to-face meeting.

Also, in remote meetings, people tend to jump straight into the topic because of time constraints. An online meeting doesn't leave much time for introductions, which can be less effective when engaging Japanese clients. When inviting someone new to a meeting, I start with an introduction to ensure the client knows precisely who they are talking to. This method is typical in Japanese meetings, beginning with the basics.

Clients often want to get results as quickly as possible during meetings. They prefer to dive into discussions immediately and resolve issues within the meeting timeframe. This urgency means we need to control the meeting's pace and direct the discussion to achieve our goals. Without this direction, the conversation can become scattered, and we may not reach a conclusion. Keeping the discussion focused is essential.

Hierarchy is important

Hierarchy plays a significant role in Japanese business interactions. In traditional Japanese companies, hierarchy is determined by both age and position. I personally pay attention to these details. For example, when addressing emails, I make sure to list recipients in order of their rank, starting with the highest position and then following with the next, and so on. Overall understanding and appreciation of the hierarchy are particularly important in working with clients from Japan.

Building Ties with Japan's Manufacturing Giants

Currently, I am focusing on the manufacturing sector, particularly the construction and automotive industries. These areas are interconnected with the built environment, and we are establishing good communication with them. However, penetrating these markets takes time. Starting with manufacturing companies can be a strategic entry point, as they often have ties to the construction and automotive industries. Manufacturing is a broad field, but prioritizing this sector is crucial.